You never book pipeline from DMs because you have no system.
After building a setter team and agency that books 2-3 ICP calls a day, here's exactly what's working right now:
99% of agency owners running consultancies have no ***ing idea how to get LinkedIn to work for them... and it's not there fault.
... and it's got nothing to do with:
- Whether they use automation or not
- What sales messaging they use
- What their content is doing
It's always because they have no idea how to improve their speed to lead.
So their setter or sales person can have conversations as fast as possible from first contact to sales call.
And that's got everything to do with:
- The LinkedIn DMs are a mess
- No tagging
- You lose leads
- Wonder where that "good lead" went
- Your team has no idea when and how to follow up
- With ZERO context when the prospect reaches the call on what's been discussed
Here's exactly how I run our setter team to deliver 2-3 ICP calls daily (exact same system we implement or run end to end for clients):
1. Select the right LinkedIn DM infrastructure
We use Kondo to manage our DMs.
The reason for this is LinkedIn inbox management is terrible.
You don't have a chance in hell at managing convos effectively in the DMs unless you have a way to filter your messages.
Our team is doing serious volume... try 80 touches in an account per day: 60 first outreaches and 20 follow ups.
2. Set up your inbox manager like a funnel.
You fail at DMs because you work on threads that go nowhere. And no convo seems to get closer to booking.
And now prospects take even more time to develop before they agree to a meeting.
Set labels in Kondo for each stage of the DM funnel: opening, qualifying, meeting proposed and meeting booked.
The genius here is that now you can evaluate where all your opportunities are in relation to the funnel.
- Seeing more opportunities at the opening stage?
Your openers are weak and you need to find a better way to start convos that get responses.
- Seeing the bulk of prospects in your "qualifying" stage?
Your process needs a better way to generate a need in your prospects to pull them towards proposing a call.
Seeing too many people at "meeting proposed" but never booking?
You didn't give them enough value or intrigue to pull them to a call.
Review your pipeline 2x a week with your team.
We do this for us and clients.
- Evaluate what's working and what's not working
- Are we hitting our numbers on prospecting?
- Where are leads stalling in the funnel?
That's basically it. Implement a DM tracking system like this with the right setter and it can change everything.
This is what we bring to your business, managed end to end.
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And if you ever want to bring it in house and own it, you simply buy it back from us.
Interested in me auditing your current LinkedIn approach?
Send me a DM with "Audit".
I'll tell you where your currently leaking revenue in your agency. And more importantly... how to fix it.
