As great as your profile may be, simply having a profile and being present isn’t enough to generate leads using LinkedIn. The good news is, a little effort will go a long way. You can invest only 15 to 20 minutes every day on LinkedIn to grow your leads organically and get palpable, real-life results as a direct result.
What’s going to help you get even farther is the fact that this social media platform still represents a fairly untapped source of lead generation, because most businesses rely only on email marketing or Facebook for that purpose. And for B2B connections, it is absolutely unprecedented. The bottom line is that now is the best time to learn how to generate leads using LinkedIn while everyone else is still asleep to its potential.
Here’s how you can distinguish yourself from the competition and start reeling those leads in!
1. Spruce Up Your Profile
First things first: Your LinkedIn profile needs to be fully optimised before you take any other action on the network. This means you have to deck out your profile to the nines, i.e. upload a professional photo, add a business title/position (in LinkedIn terms, a professional headline), and a succinct, yet poignant summary that will give the readers a good idea of your business persona.
Lastly, fill out all the fields with your relevant professional experience, education, certificates, etc. Don’t skimp on the important information, but don’t clog the profile by going overboard with the details, either. A well-balanced, informative profile really does make all the difference and will help you eventually close the sale.
Without a great LinkedIn profile, you won’t generate leads using LinkedIn.
2. Grow Your Network
While you are reaching out to your prospective customers or business partners, bear in mind that Rome was not built in a day, and neither will your lead generation database be. It will, however, pay off. Here is the easy part. By using LinkedIn’s built-in search feature, you can first filter out a list of your prospective leads. Sifting through the network’s user base and finding the people from your industry who are roughly on the same level of professional experience will narrow your field further.
Once you have done that, you’re in for the most time-consuming, yet most impactful step: connecting with each one of them. When reaching out, do not use the default text message, but a short and personalised one, briefly introducing the reason why you are contacting them. We can assure you that the legwork is going to be worth it.
3. Follow Your Existing Clients And Prospects
Building a rapport with your connections. In other words, planting the seed for eventually reaping the lead is going to take several months of engagement and interaction. Follow your existing clients to keep nurturing the relationship and also get exponential visibility through their network of connections and so on. You should also follow, engage, and talk with your prospects, i.e. the people from the step above.
Neil Patel sums up the benefits of such approach for Forbes:
“Offer massive value to every member. Connect anytime that they reach out to you. Try and genuinely solve their problems. Then, after you have laid the groundwork, host a webinar and invite your entire group.If you have been able to successfully engage with your audience, you will have a high turnout rate and will be able to easily convert a large portion of your group with little effort.”
Follow this advice to the letter and you’ll be able to effortlessly generate leads using LinkedIn.
4. Post Regular Updates
Woody Allen once said that 80 per cent of success is just showing up. He certainly is onto something there. Lead generation on LinkedIn is all about being present and active, so whoever follows you or thinks of doing so, gets a real sense of added value from your unique expertise and point of view.
By posting frequent and high-quality updates, opinion pieces, articles and blog posts using LinkedIn Pulse, etc., combined with the connections and followings you have amassed thanks to the previous steps, you will be well underway to position yourself as one of the industry leaders.
Once you have unlocked that achievement, leads will naturally start rolling in.
“If you want to look like an expert in your field, then you must do what the experts do — ask engaging questions, share useful content, and create original content. Sharing content instead of making a hard sell makes you more approachable and trustworthy. Don’t make them feel as if you are there just to get your hands on their money. Instead, put relationship-building and helping others behind your intentions.”
5. Participate In Group Discussions
Along the same line of the previous step of actively posting updates of true value, you should also not neglect the great power of getting in on the LinkedIn group discussions. This practice will expose you to prospective leads in an even more organic, seamless manner; as you will be able to bring to light your professional knowledge and prowess while chiming in a group conversation.
Another useful practice is give a hand to someone seeking a solution to their problem in the Answers section of LinkedIn (without slipping into blatant self-promotion!). Be consistent and patient, and your hard work will start shelling out.
6. Pay It Forward
There is no organic lead generation that is a one-way street. If you are just working on building leads for yourself, without ever reciprocating, people will see through your act quickly. Keep in mind it’s all about maintaining a conversation and helping other professionals who you deem worthy of a shout-out or a recommendation.
7. Sponsor (Some) Content
Try using paid ads to push the content you deem most worthy to your prospective leads. By using Sponsored Updates, your native ad will appear on LinkedIn feeds of people who are likely to find it most useful. If you don’t believe us, take it from HubSpot, who claimed their LinkedIn strategy and Sponsored Updates helped them capture an unbelievable 400% more leads!
Conclusion: Generate Leads Using LinkedIn
LinkedIn is a superb tool for lead generation because it allows you to target other professionals and companies with laser-like precision. The only downside is that it is a time-consuming process. In saying that, it may very well end up being the most effective online marketing strategy for lead generation.
Stay tuned for more posts like these to learn how to get the best mileage out of the LinkedIn network!
Want to generate leads using LinkedIn? Then book a free LinkedIn Profile Analysis.