We like to talk about pitching around these parts – from pitching templates to pitching etiquette, we’ve been covering a lot of ground. But even our enthusiasm sometimes wanes in the face of how time consuming it is to actually find people to pitch.
Enter professional writer extraordinaire, Nick Darlington (whom Gina met when she was a guest on his podcast).
Nick graciously offered to explain his LinkedIn pitch strategy – that is, the process that he uses to build a prospect list on LinkedIn.
Take it away, Nick!
If you use cold pitching to find clients, you know that building a prospect list can be a nightmare. Not only do you have to find companies to pitch, but you need to find the right contact as well as their email.
Sometimes finding this information is a breeze, but more often than not it isn’t. Invariably, it involves Google searches, browsing company websites, and using social media.
I get it; I struggle too.
In fact, prospecting had become such a headache that I decided to outsource it to someone on Fiverr. I wanted to get someone to do the work I didn’t want to do so that I could free up time for things that mattered.
In theory, it was a great idea, but in practice, it was anything but. I received generic email addresses such as email@example.com, the incorrect contact person, and emails that were duds. It was downright frustrating.
What made it even more frustrating was that I received all this information, after I did everything to make sure the person understood what I wanted. I specified the niche, the type of contact (e.g., content manager) and even mentioned what I didn’t want (i.e., generic contact information).
Despite the effort, I was back to where I started: doing it myself.
I then realized that if I couldn’t find a reliable list builder, I would have to make darn sure that I became a pro at doing it myself.