LinkedIn’s messaging feature allows you to directly communicate with other members on the platform. Messaging clients on LinkedIn can be an effective way to establish new business relationships, nurture existing ones, and generate leads. Here’s a step-by-step guide on how to message clients on LinkedIn:
1. Find your target clients
The first step is identifying who you want to message. There are a few ways to find potential clients on LinkedIn:
- Search for prospects using keywords, job titles, companies, locations, schools, etc.
- Browse your existing connections and their connections to find suitable targets.
- Use LinkedIn’s advanced search filters like industry, company size, job function, etc. to refine your search.
- Look through LinkedIn Groups related to your industry/services and target members who fit your ideal client profile.
- Use Sales Navigator or other LinkedIn tools to identify prospects that match your criteria.
Spend time researching prospects that align with your business goals. View their full profiles to understand their background, role, interests, and needs.
2. Craft your message
With your prospects identified, it’s time to compose your initial outreach message. Your message should:
- Be personalized – Mention something specific about their background or company.
- Highlight value – Focus on how you can help them achieve their goals.
- Include a clear CTA – Give them a compelling reason to respond.
- Be concise yet warm – Get to the point while building rapport.
For example:
“Hi [First Name], I noticed on your profile that you recently joined [Company] as their [Title]. With over 10 years helping [Industry] companies drive lead generation through LinkedIn, I’m confident I could help you achieve your customer acquisition goals at [Company]. Would you be open to a quick call to discuss?”
Keep your messaging casual yet professional. Avoid using overly salesy or formal language.
3. Send your introductory message
There are a couple ways to message your prospects on LinkedIn:
- Via InMail: If you have a premium LinkedIn account, you can directly message anyone using InMail. These messages go to the recipient’s inbox even if you’re not connected.
- Through your connections: If you share a 1st-degree connection, you can send them an email-like message that will appear in their Messages section. If not connected, you’ll have to send an invite first.
When messaging prospects you don’t know, it’s often best to use InMail as your introduction will have a higher chance of being opened. For 2nd and 3rd degree connections, leveraging your mutual ties can help increase response rates.
Avoid sending identical copy-pasted messages en masse. Personalize each note and focus on quality over quantity when prospecting.
4. Follow up
If your prospect doesn’t respond within a few days, consider sending a follow up message:
“Hi [Name], I wanted to reiterate my previous message as I think [Company] would be a great fit for [Your Service]. I understand you must be busy, but I’m confident a quick [15 minute] call would be worth your time. Let me know if any time on [Date] works for you to connect briefly and discuss ways we can help [Company] achieve [Business Goal] this quarter. Thanks!”
One follow up is standard, but avoid pestering prospects who don’t respond. Move on and focus your efforts on warmer leads.
5. Connect on other channels
If your LinkedIn outreach goes unanswered, consider engaging prospects on additional channels like:
- Email – Find their corporate email address via their LinkedIn profile or website.
- Social media – Interact and mention them on Twitter, Facebook, etc.
- Phone – Call their office number to leave a voicemail or speak with them directly.
- Events – Connect in-person at industry conferences, trade shows, etc.
Omnichannel prospecting improves your chances of piquing their interest. But avoid being overly aggressive or salesy on other channels.
6. Offer value
One of the most effective ways to get prospects to engage is by providing value:
- Share relevant articles, case studies, blog posts, or other educational content.
- Comment thoughtful insights on their posts to showcase your expertise.
- Endorse their skills to show you’re paying attention to their profile.
- Recommend them for opportunities that would benefit their career.
Look for ways to help first without expectation. Your generosity and knowledge can go a long way in building new relationships.
7. Stay persistent yet patient
It often takes multiple touches for prospects to warm up to you. As long as you’re providing value, don’t be afraid to persistently yet patiently keep nurturing relationships by:
- Following up if they’ve shown some interest.
- Periodically checking in on new projects, promotions, work anniversaries, etc.
- Commenting on new posts to remind them of you.
- Sending new pieces of helpful content.
Be respectful of their time and avoid being pushy. With a genuine intent to help, many prospects eventually convert to clients.
Key Takeaways
- Research prospects that fit your ideal client profile.
- Craft personalized messages focused on value.
- Leverage InMail, mutual connections, and other channels.
- Provide value through content, comments, endorsements, etc.
- Follow up persistently yet patiently to build relationships.
With the right strategy, LinkedIn can be a powerful client acquisition channel. Maintain relationships through consistent value-driven engagement.
