The most productive ways to generate leads through LinkedIn
Everyone seems to be on LinkedIn. So you are too. But are you generating leads and referrals? Here’s a quick and brief road map for using LinkedIn to prospect more effectively.
1. Prepare a digital version/stronger ‘Bio’ of yours and include that text in your LinkedIn profile. The main thing to remember about LinkedIn is this: It is a huge, never-ending, virtual networking event, and you have to be ready with the right response to, “What do you do?” If something like this isn’t on your LinkedIn profile you’re at a competitive disadvantage.
2. Add connections to your network. If you invest a minute or so each working day clicking the “connect” button on the “People You May Know” list that LinkedIn posts in your feed you will broaden your network, and you will become known as someone who broadens the network, which is just as important. Everyone you talk to about business or meet during the business day is a potential LinkedIn connection.
3. Play fair. But only “connect” to people you know. LinkedIn will backfire on you if you pretend to know people you don’t. Always ask for introductions to people you don’t know to make meaningful conversation.
4. Build out your lead list. Spend five minutes a day investigating the connections of your contacts to see whom you don’t know personally but would like to meet. Make a note of those to whom you would like introductions. Start first with the “Recommendations,” since those are most likely the strongest relationships of the LinkedIn user you are viewing.
Ask for the recommendations outside of your LinkedIn account via email or phone. You’ll get a quicker answer. You’ll get the chance to quickly reconnect with your connections as well.
5. Follow your current clients and prospects. Spend another two minutes each day looking up your current clients and top prospects. Find out whether they have a company page. If they do, follow and monitor it.
6. Post a regular update. Spend 60 seconds each working day posting an “Update” to your LinkedIn network. Use the daily update to share a link to an article or a video that is relevant to your prospects and customers. Or use LinkedIn Today which features trends and news on your LinkedIn dashboard on the right hand side.
Each time you post an update you get displayed on the feed of all the people with whom you are connected. But never sell when you post updates. Add value and share expertise instead.
7. Join the right groups. LinkedIn lets you connect with people who are in groups with you. Use this as a targeted way to add value to others, share insights, and build out your network with prospects. Invest five minutes a day on this. (Here are tips to find the best groups to join.)
8. Use LinkedIn to celebrate the accomplishments of others. When you come across a news story or post that offers good news about your client or prospect, or any key contact, share the news as a status update. Recognize the person with an “@” reply. That will ensure they receive notification of the mention. Spend a minute a day on this.
9. Write a recommendation. It is often difficult to secure LinkedIn recommendations, if only because it takes the writer time to log in, write, and post them.
Instead of waiting for someone to recommend you, devote five minutes a day to writing and posting (reality-based) recommendations for your customers and key contacts. Once your contact approves the text, the recommendation will show up on his/her LinkedIn account.
This will align you with your contact, serve as a permanent top-of-mind promotional piece for you and your organization, show your network that you work together, and make it much more likely that your contact will look for a way to return the favor. That could be either a referral or a recommendation.
10. Stop. The key to success on LinkedIn is investing a little bit of time every working day–not six hours a day for a week straight, then nothing.
Do all of this regularly. The maximum total time investment should be 20 minutes a day, consistently, for thirty straight working days, and you will start generating more prospects and referrals from LinkedIn.
Now let’s understand from the different angle of understanding LinkedIn, how to generate Leads!
Find the right person in the entire ‘Universe’: You need to find the famous people in your industry. You know that type. When they post content, they get engagement showers. And that’s what we’re looking for. Mainly comments. This person is an influencer or your competitor in your industry. And thanks to the algorithm of LinkedIn, finding them is an easy task. All you have to do is to know your audience’s problems. Our keyword will be “LinkedIn marketing”. The persons who came in your search results, see who all comes in the list of comments and likes, who all are engaged in the activities of such influencers. Target them!
Get the maximum in comments
Here you’ll scrape all the profiles in the comment section of the LinkedIn post. After you scrape the comments, you’ll have all the profile URLs. Keep in mind, you can also scrape the people who liked the post if you want to reach more people. But people who commented are more qualified because they’re engaged with the topic and have an active user status on LinkedIn. Now, what are you going to do with all these comments?
Catch and Grab the attention!
What is your goal? You can redirect the attention in the way you like.
- Do you want to promote your product?
- Do you want to use these people as a source of traffic?
- Do you want to make people download your eBook or product manual?
- Or do you want to send them your presentation / PowerPoint show?
If you’re a small business with no to low site traffic, you can do the same. There are two approaches to send messages. Push strategy and Pull Strategy. Once you start generating numbers of genuine connections through such engagement, start sending them your proposal in interactive and attractive format. Even if you will be successful to drive them to the landing page you wish them to visit, you have won your battle through LinkedIn!