Social selling and outreach are two complementary strategies that can be used together to first develop relationships with potential prospects, then generate leads. All with one objective in mind: to boost your sales.

The biggest challenge with outreach is finding the right prospects. You know your target audience, okay, but how do you know if they really need your offer?

Sure, you can scrape 1,000 prospects on Sales Navigator and send them a blind campaign. But outreach is evolving, and this strategy is producing fewer and fewer results.

The other option is to detect signals of interest from your target audience. And LinkedIn can be a goldmine for identifying them.

Here’s how and why.

What is a signal of interest?

In marketing, a signal of interest is an action or behavior by a prospect that indicates they are likely to be interested in a product or service. These signals can be explicit or implicit.

  • Explicit signals: actions or behaviors that directly indicate an interest in a product or service.
  • Implicit signals : actions or behaviors that indirectly indicate an interest in a product or service.

Why identify signals of interest?

If we pay attention to a person’s interest signals, we can show them that we’re interested in what’s important to them.

This can help us build a relationship of trust with them. But it can also help us send the right message.

By capturing the right signals of interest, we capture the right targets.

Once you’ve identified your prospects’ interests, you’ll be much less likely to fail.

7 hacks for selling your product through Social Selling & Outreach

Here are 7 strategies to boost your sales by combining social selling and outreach.

Contact profiles that respond to your posts

If you publish regularly on LinkedIn, this hack can be a great way to capture your prospects. If a profile likes your post, it’s because they’re interested in your subject (or because they’re your buddy and want to encourage you in your approach, in which case exclude them). Of course, the subject of your publication must be related to your product.

Here’s an example of a sequence whose objective here is to propose content to the prospect, to gradually start the conversation towards registration on your tool.

Message 1 :

Hello {{firstName}}, I saw that you had reacted to my post on cold email. I also made a video about it. Are you interested?

Message 2 (if no response) :

Hello {{firstName}}, since you reacted to my last post on cold email, I thought you might be interested in an automatic cold email prospecting tool to boost your sales.

Here’s one that’ll give you X4 on your sales: {{link}}.

This method can also be used to contact people who respond to a survey, for example.

How do you scrape profiles that react to your posts?

A multitude of tools are available to do this, and I’ll show you how with Phantombuster.

Go to Phantombuster, then follow the steps indicated.

Step 1 – Connect your LinkedIn account (download the Phantombuster extension, it’ll make pasting the code much easier)

Step 2 – Go to LinkedIn and retrieve the link to the post you wish to scrape (click on Copy link to post)

Step 3 – Copy this link into your phantom

Step 4 – Choose the parameters you want for your export, then click on Launch.

Once your search is complete, all you have to do is export your results:

The rest is up to you!

Contact the profiles that comment on your posts

In the same vein as the previous hack, we’re going to contact profiles who are interested in the subjects of your LinkedIn posts. But this time, we’re going to bounce off their comments. A person who comments shows greater interest than one who simply reacts.

Here, the objective of the sequence is to sign the prospect up for the newsletter, but it could be a video, content, a call..

Here’s what can be sent:

Message 1 :

Hello {{firstName}}, I’m bouncing off the comment you put under my post about cold email. If you’re interested in this topic, I thought you might also be interested in our article on {{articleTitle}}. I invite you to take a look.

Message 2 (if no response) :

Hello {{firstName}}, did you get a chance to look at the article I sent you?

If cold email is part of your prospecting strategy, I suggest you subscribe to our newsletter → {{link}}

We publish a new article every week. We’ve got 5 years of feedback from our users so lots of interesting tips to help you make x4 on your sales thanks to cold.

How do I scrape profiles that comment on your posts?

To export the profiles that have commented on your posts, simply perform the same operation as for the export of people who have liked your post, but with a different phantom: LinkedIn Post Commenters Export.

Contact profiles who visit your profile

If you publish regularly on your LinkedIn profile, chances are that people who see your posts are intrigued by your profile and visit it. Maybe they’d even like to ask you questions about your expertise, but don’t dare. So get ahead of them! Scrap the visitors to your profile, sort through them to keep only the profiles that match your target audience, and send them a message. Here’s an example:

Hi {{firstname}},

I just saw that you visited my profile. I thought you might have some questions?

We’ll be happy to talk

Have a nice day!

With this type of message, you can expect a response rate of around 50%. It’s worth it, isn’t it?

How can I find out who has consulted your LinkedIn profile?

This feature is reserved for LinkedIn premium accounts. If you don’t have one, you won’t be able to use this strategy.

If you do have a premium account, this is where you can see who has visited your profile: https: //www.linkedin.com/analytics/profile-views/

Contact profiles that publish on your topic

These targets may be less obvious to find, since it’s estimated that less than 1% of Linkedin users publish at least once a month. The target is therefore limited. But you can expect good return rates.

Here’s a relevant approach in this sense:

Hi {{firstname}},

I saw your post on how to boost your sales with cold email. And I found it very interesting. And I was wondering, what tool do you use for your prospecting campaigns?

This approach will show that you’re interested in your prospect, you know who he is and what interests him. Then you’re going to talk to them about a subject they’re familiar with. Chances are, he’ll be open to discussing it with you.

How do you find these profiles?

Simply type the keywords you’re interested in into the LinkedIn search bar and choose Posts:

You can either select posts manually, but this can take some time.

Or scrape them all with this Phantom: LinkedIn Search Export.

You’ll need to enter your search url here:

Then configure the phantom to your needs and export the results.

Contact profiles who like/comment on publications on your topic

In the same spirit, people who react to publications that touch on your subject are a sign of potential interest in the product you’re selling.

It would be a shame to miss out!

So in your LinkedIn search bar type in a keyword related to your offer, take a publication that has generated a sufficient number of reactions (>50), scrape the profiles that have reacted and commented on the post. Remember to sort the resulting list to avoid contacting off-target profiles.

Put these profiles into a campaign and start the conversation this way:

Hello {{firstname}}, I saw that you {{likened/commented}} on {{name}}’s post on cold email. Is creating outreach campaigns a topic at {{companyName}}?

I was thinking that our multi-channel prospecting tool could help you boost your sales ;) can I send you a demo of the tool?

How do I scrape these profiles?

As explained above, use Phantom to export people who have reacted to and commented on your posts.

Contact members of a LinkedIn group:

There are a multitude of groups on LinkedIn dealing with a variety of subjects. People in these groups are looking for advice on a specific topic.

So take a group that deals with the subject that concerns your offer, sign up and scrape the members. As before, keep only the profiles that fit your target and contact them.

Hi {{firstname}}, I saw that you too are a member of the {{groupName}} group.

If you’re interested in cold email, here’s an article that might interest you: {{link}}

How do I scrape members of a LinkedIn group?

Here too, there are several methods for extracting group members.

Since we started with Phantombuster, let’s stick with this tool.

Go to this phantom: LinkedIn Group Members Export, copy the link of the group you wish to extract:

And follow the steps indicated to get your list.

Contact profiles who have registered for a webinar

On LinkedIn, the “events” search filter can be a goldmine for companies looking to boost sales. You’ll find a wide variety of webinars organized on Linkedin. People sign up for these webinars to learn about a topic. So take a webinar that deals with your topic and approach the participants.

Here’s an example:

Hello {{firstname}}, I saw that you took part in the {{name}} webinar. What did you think of it?

I’d be interested to hear your feedback :)

How do you scrape webinar participants?

Here we’ll use the Phantom LinkedIn Search Export again. But first, you’ll need to find the link to your search.

Here’s how to do it.

  1. Go to the LinkedIn webinar whose participants you want to scrape and click on Participate (this is necessary to access the participants):
  1. Go to Networking:
  1. Then at the very bottom click on View All
  2. There you’ll retrieve the url of your search.
  3. Then go to the phantom LinkedIn Search Export and follow the steps detailed above to make your export.

Now that you’ve got everything you need, it’s time to exploit LinkedIn’s potential to boost your sales, by combining social selling with outreach prospecting.