How I close clients via LinkedIn DMs ↓
1. Source leads
I get all of my leads through organic LinkedIn content. 90% through inbound DMs and Google form submissions but I also reach out to warm leads if I feel like they're a perfect match. I track every conversation and set reminders for follow-ups.
2. Pre-qualify
Before engaging with any lead I make sure they fit my ideal client profile. So in my case that's B2B founders who are already posting content on LinkedIn but aren't getting the desired ROI yet.
3. Build relationship
I start (or continue) the conversation by asking them to tell me a bit about themselves and their business. My goal is to show interest and build initial trust.
4. Discover current state
I want to figure out what their current situation is like. What's working, what isn't and things they've already tried in the past. This gives me context for everything that follows.
5. Identify desired state
I ask them what their ideal situation looks like (their ultimate goal). This helps me see if there's a gap I can fill with my service. If they don't know where they're heading, I can't help them get there.
6. Uncover challenges
I dig into what's blocking them from getting there. Most people can't clearly articulate what's stopping them until you ask the right questions. This is important because it shows me where the real problem sits.
7. Probe pain
I ask how long they've been dealing with this. If it's been going on for a while, it's most likely of high priority for them. If it's recent, they might not be ready to invest in a solution yet.
8. Test commitment
I need to understand if solving this is urgent for them right now. If it's not something to tackle straight away, they'll struggle to commit and make a decision.
9. Qualify
If they meet all my criteria, I either ask if they would like me to send over the details of my offer or I suggest scheduling a call. This usually depends on the type of lead and package size.
10. Close
If they accept, I've signed a new client. If they don't, I figure out what's holding them back. Sometimes it's an objection I can handle. Sometimes the timing just isn't right. Either way, every conversation becomes a data point and feeds back into my content.
Found this helpful? → Save it for later