The Secrets To Effective LinkedIn Prospecting

If you’ve ever struggled to get responses on LinkedIn, you’re not alone.

I’ve pulled together strategies from top LinkedIn performers who’ve cracked the code on getting meetings, building real connections, and closing deals.

These aren’t generic tips—they’re specific, proven methods like using voice messages, engaging with content the right way, and structuring your outreach for maximum impact.

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1. Guide to personalized outreach

In his post, Darren McKee outlines a step-by-step process for securing a meeting with an enterprise company like Cisco in one day:

1.Search your network

? Check LinkedIn for 1st-degree connections at the target company. Find someone who can help you get introduced.

2. Research priorities

? Use keywords to search their sustainability reports and earnings call transcripts. Look for terms like “coaching” or “revenue.” Understand what they care about.

3. Filter with sales navigator

? Use filters to find decision-makers. Look for roles with “less than 1 year” in their position or past customers who now work there.

4. Target key buyers

? Identify 7 decision-makers who match your ideal customer profile. Focus on 2nd-degree connections who are active on LinkedIn.

5. Write intros and pitches

? Ghostwrite DMs asking mutual connections to introduce you. For other targets, craft personalized messages that address their specific pain points.

6. Own your role

? Be direct in your outreach. You’re in sales to solve problems, not to schedule casual coffee chats.

7. Send video or audio DMs

? Respond with a video or audio message to make your outreach more human. Darren used this to book 4 Fortune 500 C-level meetings.

8. Engage with their content

? Comment meaningfully on their posts. Share insights and teach something instead of leaving generic remarks.

9. Post relevant content

? Create LinkedIn posts that resonate with your target audience. For example, Darren might post about how social selling replaces outdated tools.

10. Time block and focus

? Set aside 2 hours daily to follow this process. You can reach 10-15 high-value prospects a day with focused effort.

11. Avoid burning leads

? Don’t rely on mass sequences. These burn through territories and damage relationships. Personalization is key to success in 2024.

2. Voice messages that land deals

Patrick Trümpi explains how his team used LinkedIn voice messages to secure their largest deal of the year.

Here’s how to make your LinkedIn efforts more impactful [full post]:

1.Send connection requests strategically

? Send requests before adding prospects to a sequence, not during.

? Avoid pitching immediately after they accept—this “pitch-slap” annoys prospects.

2. Skip messages in connection requests

? Requests without a message are accepted 34% more often.

? Most automated messages sound generic, making them less effective.

3. Avoid automated messages in sequences

? Use automation sparingly and only at the end of your sequence, if at all.

4. Use voice and video messages

? Download the LinkedIn app to send voice or video messages.

? Personalized messages stand out and are more likely to be listened to.

5. Engage with posts and comments

? Interact with your prospect’s content to build goodwill.

? “Giving” through engagement builds trust before asking for anything.

6. Make LinkedIn a long-term strategy

? Post content for your audience consistently.

? After 3–6 months, LinkedIn DMs will outperform cold emails and calls.

7. Leverage meetings for intros

? Before meetings, research 3 mutual connections you’d like an introduction to.

? At the end of the meeting, ask:

“I saw you’re connected with X, Y, and Z. Would you mind if I reach out and send them your regards?”

8. Ask real connections for intros

? Message real LinkedIn connections:

“I noticed you’re connected with X. Would you mind if I send them your best wishes before reaching out to discuss [topic]?”

9. Use the Twain Chrome extension

? Twain writes tailored LinkedIn messages based on profiles and pain points.

? Salespeople book 1–2 meetings every two weeks with this approach.

10. Structure voice messages like cold calls

? Keep voice messages concise and value-driven.

? For example:

“Hey Thomas, we help universities cut free-text exam correction time by 75%. Is this something you’d find useful?”

3. LinkedIn DM secrets

Matt Essam explains a powerful LinkedIn DM strategy that has helped clients close 5-6 figure deals by focusing on connection, value, and clear communication.

Here’s a breakdown:

1. Focus on connection before selling

? Build genuine relationships by starting conversations with a compliment, shared interest, or a common connection.

? Use anchors like mutual schools, events, or influencers to make your outreach feel natural and relatable.

2. Provide value upfront

? Offer free resources, insights, or advice that’s relevant to the recipient.

? Show you care about their needs before making an ask—this builds trust and credibility.

3. Make your ask clear

? Be specific about what you want (e.g., “Would you be open to a 15-minute call?”).

? Avoid vague messages—clear communication saves time and improves responses.

4. Personalize every message

? Avoid generic templates; reference something specific about the person or their work.

? Tailored outreach stands out and increases the likelihood of engagement.

5. Simplify your messages

? Ask one clear, simple question instead of multiple or complex ones.

? Keep your tone conversational and easy to read, especially for mobile users.

6. Leverage content to build credibility

? While optional, posting relevant content can create context and credibility for your outreach.

? Prospects are more likely to trust you if they see you adding value publicly.

7. Don’t fear follow-ups

? Many opportunities arise after the third or fourth interaction.

? Follow up politely and add new value with each message to keep the conversation alive.

8. Use common interests or influencers

? Mention shared interests or people they follow to create a natural starting point for the conversation.

? This approach feels less transactional and more like a genuine connection.

9. Stay consistent

? Regularly initiate new conversations to keep your pipeline active.

? Consistency ensures you’re always building opportunities for future deals.

10. Be conversational, not salesy

? Approach LinkedIn DMs like you would a casual conversation.

? Avoid overly formal language and focus on building rapport.

4. A winning LinkedIn outreach sequence

Chris Cozzolino, PharmD describes a LinkedIn outreach sequence that’s driving high response rates and booking meetings.

Here’s the four-message approach he shared in his post:

1. Pattern disrupt

Skip the usual “Hey [Name]” greeting. Start with something unexpected like, “I know this is random, but…” followed by a short problem statement.

2. Case study

Send this 24 hours later. Briefly mention a success story: “Forgot to mention, we just helped [Company X] achieve [Result Y] in [Time Z].” Keep it quick but impactful.

3. Two-word follow-up

Three days later, send a simple “[Name], thoughts?” This short nudge often prompts a reply.

4. Loose breakup

Five days after that, send: “Seems like my timing is off for solving [problem]. Before I move on, if we could help you [achieve X] in [Y time] for [Z result], would that be worth a chat? No worries if not.”

Results:

Chris reports a 50% connection acceptance rate, 735 responses out of 1,900 messages, 73 positive replies, and 45 meetings booked

5. Rethink LinkedIn outreach

In the Sales Gravy podcast episode, Brynne Tillman emphasizes that LinkedIn is a networking space, not a sales floor.

Start conversations by engaging thoughtfully, not pitching products.

What works best:

• Treat LinkedIn like a networking event—focus on relationship-building, not selling.
• Interact with prospects’ posts by commenting or sharing insights. Show genuine interest in their content.
• Personalize your messages; avoid anything that sounds automated.

Avoid these common mistakes:

1. Connect and pitch: Don’t send connection requests with immediate sales offers. Build trust first.
2. Connect and forget: Don’t ignore existing connections. Re-engage with your network to find opportunities.
3. Self-focused content: Avoid pushing your services in every post. Share content that helps or interests your audience instead.

Approach LinkedIn like a long game—relationships matter more than immediate results.

6. Past coworkers = sales gold

In his post, Nate Stoltenow points out why selling to past coworkers beats cold outreach. LinkedIn Sales Navigator makes this process simple.

Here’s the step-by-step:

1. Open Sales Navigator.
2. Go to “Lead Filters.”
3. Add your target title, location, and company size.
4. Select “Past Colleague.”

What makes this so effective:

• Warm introductions: Use shared connections to get referrals. Example: "I saw you're at SAP now—could you introduce me to Teri Anderson on the BI team?"
• Faster trust building: You already have common ground, which makes rapport easy.
• Insider knowledge: Former coworkers can give you details about decision-makers, processes, and budgets in their current company.

This quick LinkedIn trick can save you time and help you hit your sales targets faster.

Further Reading

Mandy McEwen : Can we stop with InMails? [full post]

Morgan J Ingram : Turn new leadership hires into a goldmine [full post]

Chris Ritson : How I book outbound meetings on LinkedIn [full post]

David Rolls : Some stuff that has worked well for me this year [full post]

Michael Alexander : Use this simple LinkedIn approach [full post]

Sabahudin Murtic : Selling directly in LinkedIn DMs? [full post]

Keith M. Laughner : 6 steps to build familiarity [full post]

Brynne Tillman : 10 social selling commandments [full post]

Sujan Patel : LinkedIn prospecting [full post]

Mark Colgan : How to find problem-aware prospects [full post]

Jason Bay : quick LinkedIn Sales Nav hack [full post]

LinkedIn can feel overwhelming, but these strategies show that with the right approach, you can stand out, get noticed, and book more meetings.

Try them out, and if you want even more like this, subscribe to the SalesDaily Newsletter where I share the best strategies and resources every day. Plus, grab 30 free sales cheat sheets to help you stay on top of your game.

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