How to win new appointments with virtual LinkedIn strangers

4 min reading time

When two strangers set appointments with my client, I documented this repeatable method to win new business.

There are a lot of moving parts, so if you like what you see, we should talk so we can make the process work for you. Here’s a link to my calendar.

I explain the process below as a list, with a video, and a transcript.

The Hage Method for LinkedIn lead generation™

“The Hage Method.” I like the way that sounds. I chose the photo to the right because this whole thing is kind of badass, don’t you think?

Educate. Say something smart.
Record. Record it, preferably on video with decent lighting and sound.
Polish. Give it to Lucia. Let’s make it pretty.
Caption. Most watch video without sound. Compel them to turn on the audio.
Post. On LinkedIn. Secondarily if you have alternate media you know your prospect uses.
Engage. Respond to comments, if any.
Collect. Behind all those “likes” are humans. Grab their information.
Parse. Convert information into data.
Filter. Narrow down to viable prospects.
Craft. Have a meaningful yet short generic outreach message ready to go.
Connect. Send them a LinkedIn invitation to connect.
Reply. Reply to every response in a timely manner.
Repeat.

The Hage Method, demonstrated.

The Hage Method, transcribed.

Hi, it’s Joe. Today, me and my trusted associate, Elliot, are going to demonstrate how social media can help you build your business. Are you ready?

Let’s go!

A few weeks ago in The Journey, I wrote how my client Michelle hit a home run. We shared some of her content with Lucia’s animation and it got 36,000 views.

We track her performance. These are the concepts This is where they’re located. What we wrote, views, likes, comments, when it was posted, and when I last checked.

This is that video I talked about. I’m going to look at this one. This had 22,314 views.

Here’s that content we posted. It was a 1 and a half minute video, nicely animated. It got 311 likes.

You can click on your account here. Here’s a list of everybody that liked your content.

Now, assuming you don’t have a sheet like this, you would click on your icon and see your posts and activity. You click here on posts. And this is where you can see everything that you have posted. Let’s go back to our example.

311 likes. I’ve scrolled all the way down to the bottom, it took a little while for so many.

I’m going to hit CTRL+A to capture everything on this page; Control+C to copy it. And then I’m going to go into a sheet I prepared. I’m going to paste it right here with a CTRL+V.

Column A is now an unusable mess. Column B has the data parsed out for her. I’m going straight to the very first person. In this case, it’s Vijay, and I’m going to copy all the cells from here to the bottom.

I’m going to copy and paste as a value here, giving me all the information about everyone. Now I’m going to take this table and copy that and paste it as a value.

I figured out how to stratify their level, discipline, and whether or not they’re a manufacturer.

With the magic of editing, I’m going to show you what is relevant for Michelle, and their level, and if they work for a manufacturer.

Of the 311 people that liked her content, one of them, Michel, is the head of clinical development and medical families at Alcon.

She’s not a connection so maybe she can reach out to him. We have an answer for that too.

For people who like and comment we have this script. I’m going to first go to Michelle’s account. He’s in Switzerland. We’re going to connect with him, add a note, and now go back to my prepared script.

“Hey Michel, thank you for liking my little video on FDA submissions. I visited your profile. Please tell me a little about what you do. Perhaps I or someone on my network can be helpful. I look forward to your reply.

Michelle, her phone number, and her email address. Send invitation and we’ll let you know what happens!

Pretty cool, Elliott!

I know we covered a lot. It looks a little scary. I’ve been doing this a while. If you need help with the quality and quantity of your leads for medical device marketing, I’m Joe Hage, and this is Elliot Hage.

Give us a call. Thanks so much. Bye.

[Click Expand]

Yay for us! Plus Fast Round!

That was a concrete and valuable method you can use. One of my more useful posts, yes?

Click to praise Joe.

Repurpose your content. What’s better than one good piece of content? Many good pieces of content, born from the same source material. Some ideas.