Action Step #1: 

Create Your Message To Market Cheatsheet 

THESE STEPS ARE APPROPRIATE TO BEGIN ONLY ONCE YOUR SSI SCORE IS ABOVE
50. UNTIL THEN, CONTINUE UPDATING YOUR PROFILE.

YOU CAN FIND YOUR SSI SCORE HERE: ​https://www.linkedin.com/sales/ssi

Steps #1 & #2: Getting on the Radar 

Before you ever invite yourself into someone’s “room,” you want to capture their attention in a
non-salesy, non-threatening way. Steps 1 & 2 are all about that.

During this phase, you will reach out to prospective members by commenting on their posts.
These comments put you in front of your ideal client’s eyes and demonstrate your enthusiasm
for the topic. Additionally, everyone who sees your comment will potentially look at your profile.

Comments will be tailored to each individual post; however, there is often a structure you can
follow.

What are a few types of comments you can make to “get on the radar?”

 
What types of questions might you ask? 
 
 
 
 
What compliments can you deliver about a person’s posts? 
 
 
 
 
What might you be able to share about yourself to connect? 
 
 
 
 
 
Step #3: The Connection Request/Friend Request 
The secret to getting a great response to your connection request is to create awareness and start 
conversations BEFORE we make the connection request. These strategies are covered in the 
“Getting On The Radar” phase of our outreach. 
 
Once you are “On the Radar” you will need to make a connection (LinkedIn) or friend (Facebook) 
request to create a dialogue with your prospect. To get a high response rate, you want to employ 
the following strategies: 
 
Connection/Friend Request Strategies: 
1. Make it personal. When the prospect reads your message, they should know 100% that it 
was written for them and not a cut and paste that was used with others. Make specific 
references: 
a. Find something unique in their profile that you can mention 
i. Example:​ “I noticed that you used to work with __.” or “I was reading your profile 
and saw that you __.” 
b. Extra points if you can reference something about them that is NOT in their profile 
but available on another channel 
i. Example:​ “I was looking at your YouTube channel. Seems like you are putting out 
a ton of great “how to” content there.” 
2. Make it short. Make it about them. Don’t lead with who you are and what you do. They 
don’t care (yet) and it will only make them think you are going to spam them with salesy 
messages. 
3. Give them a good reason why. Use the word “because” to give a reason why you are 
reaching out to them. Answer the “what’s in it for them” question so they know why they 
should take the time to connect with you. 
i. Example: ​“I was hoping to connect because I was looking at your background 
and it looks like you work with __ . I wanted to connect because we have a lot of 
folks in our referral group who may be interested in your background.” 
 
What are a couple of reasons (use the word “because”) you could give about why you want to 
connect? 
 
 
1. 
 
 
2. 
 
 
 3. 
 
 

Step #4: The Thank You For Connecting Message 

There are two key things you need to know about the second message you send: 
1. Most users may NOT see your first message. So the “thank you for connecting” is a chance 
to say something similar to your first message - but not a direct copy and paste. 
a. On LinkedIn - more than 50% users are on mobile and never see the connection 
request. 
b. On Facebook - a message sent BEFORE you are friends with a prospect, will go to 
the secondary message inbox. 
2. DON’T immediately jump into who you are and what you do. That is the big mistake the 
“leg humpers” make. You don’t want to get lumped in with that crowd. We want to “read 
the room” first. 
 
Example of a good “thank you for connecting” message: ​“Hey __, I’m glad we could connect. Look 
forward to seeing more of what you share here in your newsfeed!” 
 
Notice how there is NO mention of your business or offer. The ONLY goal here is to take another 
step forward, without moving too quickly. The goal is to thank them and leave them with a positive 
feeling about this new connection. 
 
What are some positive ‘thank you for connecting’ messages you may use? 
 
1. 
 
 
2. 
 
 
3. 
 
 
Step #5: Find a Reason to Offer a Compliment 
Places to search for a reason to compliment include: 
● YouTube Channel
● Website
● LinkedIn Profile
● Facebook Profile
● Instagram Account
● Yelp Reviews
 
Find something you can compliment the prospect on that is more meaningful than, “Hey, I like your 
name.” 
 
Use that as an excuse to send a message:​ “Hey Name! When you showed vulnerability (in article 
or post / on profile), it really showed how much you want results for your clients. Thank you so 
much for doing that!” 
 
What are some genuine compliments you feel comfortable offering? 
 
1. 
 
 
2. 
 
 
3. 
 
 
 

Step #6: Invite Them to Say Yes 

Avoid ever doing the “Value Vomit.” That is, do not give information about you and your services
unless a person says they want that information or they ask you questions. Even then, keep it
concise until you have a strong sense that they want to know more.

There are two types of hand raisers. 

1) Hand-raisers can be questions that are asked in a friendly conversation, to gauge whether 
a prospect MAY be interested in taking the conversation to a deeper level.  
 2) Hand-raisers can be an invitation to something free that you offer. 
 
Keep in mind that hand raisers work because the prospects get to choose if they want to know 
more. 
 
A Hand-raiser IS NOT a pitch. A pitch is all about your information, the selling points and why you 
think a prospect would want to buy. 
 
A Hand-raiser IS just a short 1-2 sentence question - feeling out the other person to see if they 
MIGHT be interested in talking about a subject (your offer) more.

If you use a Hand-raiser, and you don’t get a definitive expression of interest, yet you proceed to 
share “your stuff” - you are going to be perceived as a “leg humper” because you appear to only 
care about your agenda. So always ASK - and ONLY proceed when they “raise their hand” for more 
information.

It could be a lead magnet or an invitation to your Facebook group or a strategy session with
you. Whatever you’re trying to get them to say yes to MUST solve a problem or challenge they
likely have. And -- again for emphasis -- you need to get them to agree they want it before
giving it to them.

What might you get them to say ‘yes’ to?

 
1. 
 
 
2. 
 
 

How can you ask for the yes?

 
1. I see that you’re... 
 
 
2. Would you like help with... 
 
 
3. Would you be interested in... 
 
  

What simple questions might you ask to gauge if a prospect wants to engage with you?