Been doing cold calls for 6 months with mixed results here in Pueblo. Thinking about trying LinkedIn outreach instead. Anyone had better success with LinkedIn messages than phone calls for getting utility audit clients? - Gil S.
LinkedIn outreach vs cold calling - what works better?
Gil - I use both approaches in Austin. LinkedIn works better for initial contact, but you still need phone calls to close deals. LinkedIn messages get about 40% response rate vs 5% for cold calls, but the sales cycle is longer. - Nancy P.
Nancy - what do you say in your LinkedIn messages? I tried reaching out to facility managers but my messages sound too salesy. - Joanne P.
Joanne - I keep it conversational and focus on helping rather than selling. Something like "Hi John, saw you manage facilities at ABC Company. I help businesses in Austin identify utility billing errors - recently found $23K in overcharges for a similar company. Mind if I send you a brief overview of what to look for?" Keep it specific and local. - Nancy P.
LinkedIn has been my primary lead source in Columbus. The key is building relationships first. I share utility tips and articles for about 3 months before pitching services. Takes longer but builds trust. Generated about $45K in revenue last year mostly from LinkedIn connections. - Dr. O.
Dr. O - that's impressive revenue! Do you pay for LinkedIn Sales Navigator or use the free version? And how many messages do you send per week? - Gil S.
Gil - I pay for Sales Navigator ($80/month) because the advanced search filters are worth it. I can target facility managers, property managers, CFOs at companies with 50+ employees in specific industries. Send about 25-30 connection requests per week with personalized messages. Response rate is around 35%. - Dr. O.
Been trying LinkedIn in Lexington but struggling with the follow-up sequence. What do you send after they accept your connection request? I don't want to immediately pitch services. - Mike S.
Mike - I wait 3-5 days then send a thank you message with a useful tip. Like "Thanks for connecting! Since you're in facilities management, thought you might find this interesting - Kentucky has some unique demand charge rules that many businesses overpay on. Happy to share what to look for if you're interested." No direct pitch, just value. - Nancy P.
This is really helpful. Going to try the LinkedIn approach while continuing some cold calling. Sounds like a mix of both might be the best strategy. Thanks everyone! - Gil S.