你是否在想如何优化你的LinkedIn潜在客户开发，而不需要花费整天时间？如果你仍然一个一个地发送连接请求，可能会错失许多机会。自动化已经改变了游戏规则，但不是你想象的那种方式。现在不再是向数百个联系人发送普通信息。相反，最有效的策略依赖于智能、个性化、几乎人性化的方法，可以帮助你脱颖而出。
理解“LinkedIn信息发送者”：自然 vs.赞助
在深入了解自动化之前，区分LinkedIn上涉及“发送者”的两种主要背景非常重要。你的策略和工具将取决于这一基本差异。
第一种类型是自然发送者，是你自己的LinkedIn个人资料。当你使用自动化工具开发潜在客户时，是你的账户发送连接请求、消息和InMails。目标是真实地模拟和扩大你的个人活动，以建立你的网络并生成潜在客户。
第二种类型是赞助消息发送者。这是LinkedIn付费广告活动（消息广告或对话广告）中特有的功能。在这里，广告账户经理可以指定特定人员发送广告消息。这允许更高的个性化，因为来自领域内已被认可的专家的消息可以产生更大影响。
添加赞助发送者是如何工作的？
广告管理员在广告系列管理器中可以邀请他们的第一度联系人成为发送者。一旦请求被接受，他们的个人资料可以被选择以向目标受众发送赞助消息。接收者将会看到发送者的姓名及一条表示消息由公司赞助的说明。
本文将主要关注自动化自然发送者，这是开发潜在客户和直接业务发展的最常见方法。
为什么要自动发送LinkedIn消息？
自动化的理念可能在一个以人际关系为中心的平台上显得不合逻辑。然而，当做得好的时候，自动化不会替代人性，而是将其从重复任务中解放出来，使其能够专注于真正重要的事情：合格的对话。
节省时间和提高效率
主要优势显而易见：节省时间。想象一下每周需要手动查找并联系100个潜在客户。这涉及：
搜索每个个人资料。
访问他们的页面。
点击“连接”。
写个性化消息。
几天后进行跟进。
将这些重复任务上的时间花费改为专注在谈判、完成交易或策略上。对于像我们这样的公司，专注于智能能源解决方案，如太阳能板安装和电动车充电站，时间是珍贵的。手动联系采购经理、车队经理或业主非常耗时。自动化让我们在后台运行有针对性的活动。
扩展和目标化的覆盖范围
现代自动化工具让你能够远超LinkedIn的基本搜索。你可以根据活动目标用户，比如评论或喜欢行业影响者特定帖子的人。
例如，如果一位可再生能源专家发表了一篇关于热泵优势的文章，我们可以自动联系所有与该帖子互动的人。连接信息因此变得高度相关：“你好 {first name}，我注意到你也很欣赏 [Influencer Name]的热泵文章。我很想与你讨论这个话题。”
这种目标化的方法产生的接受和回应率远高于经典冷联系。
选择合适工具：云解决方案 VS Chrome扩展
LinkedIn自动化工具市场广阔，但并非所有解决方案质量相同，尤其在安全性方面。它们主要分为两大类。
Chrome扩展工具的风险
扩展工具直接插入到你的网页浏览器中。虽然通常易于安装，但它们存在重大缺点：
较低的安全性：它们从浏览器修改LinkedIn的页面代码，使它们更容易被平台的算法检测到。
依赖你的电脑：自动化只有在你的电脑开机且打开LinkedIn标签时才有效。如果你关闭你的笔记本电脑，一切都会停止。
变动的IP地址：有些扩展使用频繁变化的IP地址，这提高了LinkedIn的警示，可能触发关于你的账户从多个位置同时访问的怀疑。
当心LinkedIn的使用条款
LinkedIn在使用条款中明确禁止使用第三方自动化软件。使用不安全的工具或侵略性行为（大量发送没有个性化的消息）可能导致账户限制甚至停权。关键是选择一个模拟人类行为的工具并合理使用。
云解决方案的安全性
像Expandi这样的云工具在外部服务器上运行。它们被认为更加安全，理由如下：
全天候运行：即使电脑关机，你的活动仍在继续，因为一切都在线处理。
专用IP地址：最佳平台为你分配一个独特、本地化的IP。对LinkedIn来说，所有活动似乎都源自你的常规位置，这更自然。
模拟人类行为：这些工具在行动之间包括随机延迟（访问个人资料、发送信息等），以模仿真实用户的活动，避免可检测的重复模式。
内置安全限制：它们包含保护措施以避免超出LinkedIn推荐的每日活动限制。
安全有效的自动化最佳实践
拥有正确的工具不是全部；你的使用方式决定了你的成功和账户安全。
#1 你的个人资料是你的展示
潜在客户在收到你的邀请后做的第一件事是检查你的个人资料。确保它完美无瑕：
专业的个人资料照片。
反映你专业的横幅。
清晰的标题说明你做什么和为谁。
一个讲述故事并强调你的价值主张的概述。
显示你的专业知识的相关内容（文章，帖子）。
#2 个性化是关键
“你好 {first name}”的时代已经结束。真正的个性化更进一步。高级工具允许动态标签适应每个潜在客户。
个性化标签 | 示例用法 |
|---|---|
{first name} | 你好 Marc, |
{company name} | ...我注意到你在 Acme Corp工作。 |
{job title} | 作为 市场总监，你... |
{custom field} | 我真的很喜欢你关于 AI在营销中的应用的文章。 |
最后一点，自定义字段，是最强大的。在启动活动之前，你可以创建一个CSV文件中的列，为每个潜在客户提供一个唯一的吸引词。例如，通过访问他们的个人资料，你可能记录一个共同的大学、一个兴趣或最近的帖子。工具随后将该词句注入你的信息中，实现大规模的超级个性化方法。
#3 设置现实的限制
即使使用安全工具，也不要尝试每天发送200个邀请。人类行为是适度的。以下是合理的每日限制开始：
个人资料访问：50-80
连接请求：20-30
跟进信息：30-50
点赞或认同：10-20
在几周内逐步增加这些量，密切监控你的接受率。如果接受率很高（超过40-50%），这对LinkedIn表示你的邀请是相关和受欢迎的。
#4 创造多接触点的序列
一个好的自动化策略不仅限于一条信息。它是温暖潜在客户的逻辑序列的一部分。
以下是有效序列的一个示例：
第1天：访问潜在客户的个人资料（他们会收到通知）。
第2天：发送个性化连接请求。
第4天（如被接受）：发送第一条感谢消息，不销售任何东西。分享一个有用的资源（文章，案例研究）。
第8天：发送第二条跟进信息，提出一个开放问题，涉及他们的专业挑战。
第12天：温和地建议打电话或演示。
自动化管理这个节奏，序列一旦潜在客户回复就自动停止，让你接手进行人性化的对话。
通过AI和全渠道方法走得更远
最先进的自动化技术现在整合人工智能并部署在多个渠道以最大化接触点。
使用AI撰写有影响力的信息
像ChatGPT这样的工具可以成为你的潜在客户开发的好助手。你可以用它们来：
优化你的LinkedIn个人资料：请求AI重写你的概况，使其更有影响力。
生成破冰短语：提供潜在客户的LinkedIn URL，并根据他们的经验或帖子请求三个个性化的破冰短语。
创建信息模板：描述你的受众和产品，然后要求几个连接和跟进信息的不同版本。
AI是助力，而不是替代
永远不要盲目复制粘贴AI生成的内容。将其建议作为起点，然后用你自己的声音和专业来完善。目标是加速个性化过程，而不是去人性化。
全渠道方法实现最大影响
为什么仅限于LinkedIn？最有趣的潜在客户通常被多方接触。全渠道方法结合多个接触点以确保在潜在客户头脑中占据一席之地。通过集成（通过像Zapier这样的工具），你可以创建复杂的工作流程。
在我们业务领域，我们提供综合解决方案，例如智能消费管理或太阳能盈余的虚拟电池，决策周期可能很长。全渠道工作流程可以如下：
第1步（LinkedIn）：潜在客户接受你的自动连接请求。
第2步（邮件）：自动化工具将他们的信息发送到你的CRM，触发欢迎邮件，包括关于类似公司如何减少40%的能源账单的案例研究。
第3步（广告）：联系人被添加到Facebook或LinkedIn广告的自定义受众，向他们展示客户推荐。
这种接触点的编排增强了可信度，显著提高了回复几率。
最终，LinkedIn消息工具的选择和使用已经演化。野蛮力量让位于精细化。成功的公司使用自动化增强人类、个性化的互动，而不是替代它们。通过采纳安全的方法，优先考虑质量而非数量，并在每次互动中创造价值，你将LinkedIn转变为你的业务的强大增长引擎。
关于LinkedIn消息发送的常见问题
LinkedIn上自动化的主要优势是什么？
主要优势是显著节省时间，能够持续扩展潜在客户开发努力，以及可实施复杂的跟进序列，确保没有潜在客户被遗忘。这解放了时间专注于高价值的对话。
使用消息发送工具的最大风险是什么？
主要风险是如果你使用不安全工具（比如某些Chrome扩展）或你的行为被视为垃圾行为（发送上百条相同信息，接受率极低），你的LinkedIn帐户可能会被限制或停权。选择具有专用IP的云工具并遵循合理的活动限制是至关重要的。
自动化真的能提高潜在客户开发吗？
绝对可以。当用于大规模部署超目标化、个性化活动时，自动化增加了合格对话的数量。例如，一家专注于太阳能的公司可以用相关信息联系数百个设备管理者，这是手动无法实现的任务，从而导致更多的演示和报价。
如何选择正确的自动化工具？
优选提供专用IP地址和高级安全功能（模拟人类行为，活动限制）的云解决方案。此外，请确保工具提供广泛的个性化选项（自定义字段）和与其他软件如CRM的集成功能。
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