LinkedIn Lead Generation and CRM + Email Marketing Program
Methodology
The program will generate short-term opportunities (at what level we don't know yet). However, the more substantial opportunity is the database of your ideal target prospects that we continue to build and you will nurture over time.
Using a consistent and proven process, we generate short-term marketing qualified leads, build your ideal target prospect database, integrate the program with your existing email platform for continued nurturing, and work with your Sales team to convert leads into new business.
OUR PROVEN PROCESS
Grow
LinkedIn profile optimization – we draft a LinkedIn profile summary for the LinkedIn account we will be using to increase the conversion of profile visits into leads.
Target ideal prospects using advanced LinkedIn filters - we create a highly targeted prospect list using; specific titles, geography, industry, company size, etc.
We craft a series of LinkedIn messages designed to connect and engage
We grow your ideal prospect database – send out up to 1,000/month connection requests to your ideal prospects. We understand that not every company has the infrastructure to go from "0 to 60". We can start the outreach at whatever level is comfortable for the Sales team. Our goal is to generate a consistent flow of leads at a level where all opportunities are appropriately followed-up and maximized.
Engage
Our messaging is designed to create leads through engagement - Personalized Invitation to Connect, Welcome and Call-to-Action.
Conversations
We connect with decision-makers: new connections with key decision-makers leading to conversations that open new markets and buyers.
Opportunities
We build your sales funnel: your sales funnel will continuously fill with engaged and ideal new prospects.
Nurture your new and existing connections. Generate conversations that will lead to opportunities.
LinkedIn Reporting
Weekly reporting of all stats – number of invites, connected and replies. We will track connection rate, response rate and types of responses to use as benchmarks to continually optimize the LinkedIn campaign.
Integrate Your LinkedIn Campaign
Using Zapier, we Integrate your LinkedIn campaign with your existing CRM and email marketing platform.
Manage your pipeline and follow-up effectively and efficiently to maximize the return on your LinkedIn campaign.
If your company doesn't have a CRM program we can implement one for you.
Email Nurturing Campaign
Generating leads is a significant first step; however, generating leads without a follow-up and conversion strategy is an opportunity missed.
We take the leads generated from your monthly LinkedIn outreach and integrate them with your email platform.
If your company doesn't have an email lead nurturing platform we can set one up for you.
The Hand-off to Sales
As the outreach begins, there will be multiple opportunities throughout the process where Sales should and will need to step-in to convert Marketing qualified leads into Sales qualified leads.
- LinkedIn
- We generate responses (of all types) from prospects at various points along the LinkedIn messaging sequence, from the invitation to connect to our final message. It is crucial that Sales follow up with all responses promptly, qualifies them and places them in the appropriate existing internal workflow. If a current sales process and conversion strategy are not in place before the start of the campaign, the maximum return on the investment for the program will not be realized.
- We will work with your Sales team to ensure they understand the lead flow from Marketing to Sales along with best practices we use to maximize the campaign ROI.
If your business model is solely focused on production and delivery and not built for sales, we can provide a Business Development Manager that can move your leads through the prospect pipeline to a closed sale.
Deliverables
10+ marketing qualified leads per month
150+ new highly-targeted LinkedIn connections per month
LinkedIn Onboarding Process
Below is the proven process we use to generate leads for LinkedIn leads. Leads, however, are not the end game for us or our clients. Leads without conversion are deflating for everyone involved. We know we can generate high quality leads for our clients. We also see the majority of our clients, if they work with us on average for at least three months, realize a positive ROI. So what turns a "so-so" campaign into a great campaign? Clients who have a clear and documented lead nurturing and sales conversion process always realize a higher ROI than those that don't.
Our proven process for generating LinkedIn leads combined with your nurturing and sales will create a positive ROI for your campaign.
An online assessment is to be completed, which provides the information we need to create a targeted prospect list and campaign messaging.
A Sales Navigator subscription on the LinkedIn account we will be using for the outreach will need to be set-up, and we will need the login details.
We prepare a revised summary section of the LinkedIn profile to ensure it supports the campaign in a format similar to the following,
Samples -
https://www.linkedin.com/in/collinmercier/
https://www.linkedin.com/in/scott-hallman/
https://www.linkedin.com/in/kevinpettie/
https://www.linkedin.com/in/hughmolyneux/
https://www.linkedin.com/in/tiborshanto/
Using filters from the previously completed online assessment form, we create a highly targeted prospect list as a saved search in the LinkedIn account. Sales will review and approve the list.
We create three personalized messages - 1/ Invitation to connect 2/ Welcome message 3/ CTA (call to action) message. Sales will review and approve the messages.
We run a three message sequence - Invitation to connect, one day later the welcome message and 4-5 days after that if no response, the CTA message.
Anywhere between 45 to 55 invitations to connect are sent each working day, the following day, we go back into the LI account, send out up the next round of invitations to connect along with welcome messages to the new connections that connected the previous day. If there is no response from the prospect, the CTA message will be sent five days after the welcome message.
All responses to either message (invitation to connect or follow up message) will be followed up by Sales.
The process is repeated daily from Monday to Saturday throughout the month.
New connections from the LinkedIn outreach will flow through to your existing CRM/Email platform.
CRM + Email Marketing
We can provide the tools you need to ensure captured leads are easy to follow-up and no lead falls through the cracks.
The program will be set-up so that all new connections from the LinkedIn program will be automatically added to a CRM with your team having full access.
EMAIL NURTURING CAMPAIGN
The backbone of a successful lead generation campaign is what you are able to accomplish after you capture the lead.
All your new LinkedIn connections will be assigned to a monthly email nurturing campaign of up to 12 emails (content to be supplied by the client).
Client Results
Hi-Tech Manufacturing (Lead Generation) - 2019/2020
Our manufacturing client sells a high-end custom solution to a niche market. In six months, we have added over 2,700 highly targeted prospects to the marketing database, generated an engagement rate of 38% and secured three new clients with an estimated customer lifetime value of $300,000.
Technology Client (Lead Generation) - 2019
Working with a commercial Real Estate software company, we helped them “connect and speak with more potential clients in six weeks than they had previously spoken to in 10yrs”. They are engaged in conversations with more than 20 high profile meaningful prospects and have submitted two large proposals within eight weeks of engaging with us.
Professional Services (Lead Generation + Marketing Automation) - 2019
We are working with a professional services firm adding nearly 2,000 ideal new prospects to their database. Once added to their database, we created workflows and processes that focused on nurturing the new leads. As of July 2019, over $100,000 in new revenue had been generated from the new prospects that converted into paying clients.
Leadership/Sales Training Consultant (Lead Generation + Scalability) - 2017/2018
We engaged with a training consultant that was surviving on referral business only with no way to generate new opportunities. We put together an outreach lead generation strategy that created 30+ appointments with their ideal target audience within four weeks. They made their first $20K+ sale within three weeks of the start of the program. This amount of activity identified the next need, the need to scale their business and create a sustainable way to generate leads, develop proposals and deliver their programs consistently. We sourced and arranged for a partner who was willing to invest in their company to create a scalable business model where our client could focus on what they do best, delivering their material.
Testimonials
We are beginning to see some positive things happening with our marketing campaigns.
The [ABC Company] opportunity is very close to placing an order for a [widget] valued around $11,800 for a first time order for prototyping. If our prototypes meet or exceed expectations, manufacturing orders could begin to be placed with us for much larger quantities hopefully in the first quarter of 2021.
[DEF Company] has placed an order with us for a [widget] design. Value: $29,285
These results are from one of our Business Development Managers, they are all getting traction from the program!
Director of North American Sales, Hi-Tech Manufacturing
In the past eight weeks using your program, we have established connections with more than 350 new contacts and we are engaged in conversations with more than 20 high profile meaningful prospects. We have also submitted two large proposals in the last week.
We have had more conversations with prospects in the last two months than the prior ten years. Without question, it is the single best sales and marketing investment we have made to date.
Hugh Molyneux - President, Refined Data Solutions Inc.
I've known Kevin for almost 10 years. We've worked in/on numerous business ventures together, and he's currently helping to expand my network and provide lead generation.
Two things I've observed over the years that leave a huge impression are his extraordinarily high levels of creativity and utmost integrity. You only discover those character traits in the trenches, and I've seen them over and over again.
Highly recommended!
Joseph Skursky - President, Market Leader Solutions
Kevin ran a LinkedIn lead generation program for our business in the Summer and Fall of 2017 to great results. From this program our business was able to have over 40 phone calls with prospective clients with 14 of those people taking the next step in our sales process.
Along the way we added over 75 people to our database and have been marketing to them expecting to close more business next year. Thanks for your leadership with this highly successful program Kevin. I look forward to working with you in the coming months into 2018.
Linda Kern - President, The Kern Group
Kevin is a highly professional business development consultant. He fully understands the current market challenges and has developed new lead generation concepts providing his customers with new business opportunities.
I have been working with Kevin for over 15 years and he has helped many of my clients to increase their business. Our team appreciates Kevin's methodical and highly targeted approach achieving a high ROI compared to other lead generation models.
Bernhard Wagenknecht - Sales Director, LEONI Elocab Ltd.
About Us
Founded in 1997 by David Rankine, Professional Prospecting Systems is one of North America's leading providers of quality B2B outbound marketing programs that combine mature and experienced telemarketers (averaging 8 years of experience) with LinkedIn, email marketing automation, creative video presentations, and CRM capabilities to track and maximize results. The company has accumulated a loyal client base that includes large recognizable companies as well as smaller local companies that need a marketing partner they can rely on to help them grow their business.
When you hire Professional Prospecting Systems, you get an experienced team that can carry out your marketing mission with skill and creativity. We are not a passive partner; we care about your results, we put real effort and passion into your campaign and we work hard to make sure your program succeeds. We recognize that a marketing program must generate a good Return On Investment for our client and that is our primary focus.
David Rankine
Kevin Pettie
Program Pricing
Let's Talk
We'd love the opportunity to help you grow your business!
Tel: 1-866-445-4369