LinkedIn Response Series - LinkedIn Profile Views To Appointments | Donald C. Kelly - 2020

Getting a notification that someone viewed your LinkedIn profile can be exciting, but most sellers don't know what to do next.

In this episode of the LinkedIn Response Series, I am sharing how to turn profile views into meaningful conversations that can lead to appointments and new business.

Instead of ignoring those notifications or sending an immediate sales pitch, I'll show you a simple process that helps you engage interested prospects the right way.

Why Profile Views Matter

• A LinkedIn profile view is often a sign that someone is interested in learning more about you or your business.
• They may have found you through your content, received a connection request from you, or be researching your company before reaching out.
• In many cases, prospects are doing their homework before booking a meeting. That makes profile views an early buying signal that should not be ignored.

Avoid the Wrong Response

• It is tempting to react in one of two ways: send an immediate sales pitch or do nothing at all.
• Neither approach is effective. Instead of rushing the conversation or letting the opportunity pass, use the profile view as a reason to start a genuine connection.
• The goal is to build a relationship before discussing your product or service.

Start the Conversation Naturally

• A simple, honest message can open the door to a meaningful conversation.
• If someone views your profile, take a moment to review theirs. If they look like a good fit, send a connection request with a friendly message acknowledging that they visited your profile.
• Asking why you are not already connected feels natural and often encourages a response without sounding salesy.
• Once they accept your request, continue the conversation by asking what prompted them to visit your profile. Their answer may reveal a need, an opportunity, or an interest in working together.

Focus on People Showing Interest

• Not everyone who views your profile will become a customer, and that's okay.
• Some people will decide you are not the right fit, while others are already interested in what you have to offer.
• Focus your time on the people who are engaging with your profile, content, or connection requests. Those are the conversations that are most likely to turn into appointments and future business opportunities.

Make Profile Reviews a Weekly Habit

• Following up on profile views does not have to take a lot of time.
• Set aside time each week to review who has visited your profile.
• Reconnect with people you've already engaged with, and send connection requests to new prospects who fit your ideal customer profile.
• A consistent follow-up process helps you start conversations before your competitors have the chance.

"The profile view gets overlooked, and it is a critical spot." — Donald C. Kelly

Resources

• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.