LinkedIn is a powerful lead generation tool. By using LinkedIn effectively, you can generate new leads, revisit old leads and nurture your professional relationships.
Not only is the network a great destination for finding, building and strengthening connections, it is also a great tool for building thought leadership, promoting your content and staying in the know about industry news and trends.
Here are some tips about how to use LinkedIn effectively for lead generation.
Create a company page
Creating a company page on LinkedIn is one of the first steps you should take to support your lead generation efforts. By having a company page, you can promote your products and services and share updates about your company with your prospects.
Fill out as much information as possible so that prospects can easily find out more about your business.
Posting regular status updates on your company page is an excellent way to show your business’ expertise, thought leadership and credibility in your field. By providing interesting content, users will be more inclined to engage with your page.
Optimise your LinkedIn profile
Having a complete and regularly updated LinkedIn profile is vital when building your contacts and looking to generate leads.
A completed profile will appear in search results 40 times more than the average LinkedIn profile, which gives you a better chance of connecting with prospects. Regularly updating your profile will ensure you look credible to users and help build your thought leadership.
Connect with prospects
A basic account on LinkedIn will allow you to build relationships and maintain contacts. Be proactive about adding connections, for instance if you attend a networking event, make sure to connect with the people you meet straight away. By transferring your offline connections online you can ensure greater longevity and a stronger relationship.
LinkedIn’s advanced search is a helpful tool that can help you find contacts relevant to your business within your extended network. You can directly drill down and filter people by role type, company or industry, leading to high quality leads. You will be able to view second degree connections and depending on a person’s privacy settings, third degree connections.
By upgrading to LinkedIn premium, you can contact people outside of your network (third degree connections and so on) and gain further insights into who is viewing your profile.
When identifying potential leads it can be useful to ask yourself ‘what do I have to offer them and what can they offer to my business?’ If the answer is nothing, then the connection is not a valuable lead.
LinkedIn also offers users the option to add notes, tags and reminders to contacts, giving users an easy way to manage their contacts as well as stay in touch regularly.
Personalise your connection request
For valuable leads, it is important to tailor your connection request to increase your chances of being accepted.
The default connection request message can send the wrong signal to the person you want to form a relationship with as it can imply either that you don’t have the time to send a personal request or you do not have anything in common.
Personalise each connection request to make a good first impression. Include a reminder of how the person may know you and explain why they should connect with you. Mention something you both have in common, such as a group or discuss any mutual connections you have.
Join LinkedIn Groups
Another great way to generate leads from LinkedIn is to take a longer-term approach of building your reputation and developing relationships through LinkedIn groups.
Interacting in LinkedIn groups can help build your profile and the profile of your business. Once you have identified your key area of expertise and searched for relevant LinkedIn groups, post thought provoking discussions which drive engagement with your target audience.
Take the time to find valuable and engaging content which group members will appreciate and respond to.
Ensure you are adding value to the conversation by commenting on other posts and answering questions if you know the answer.
Post valuable content
Posting status updates and posting into LinkedIn groups are excellent ways to showcase your business’ expertise and thought leadership in your industry.
Use the ‘Share an Update’ box at the top of your LinkedIn home page to add content rich information. Include images and links to ensure your content is engaging.
You may like to post an interesting article, blog post or quote relating to your industry. You could also post news about your business or your own career, such as award wins or a new business win.
Try to post at least once a day, as it will show up in the feed of your connections and ensure that you stay top of mind with them.
Be strategic about when you post your status updates, as you should post at the time of the day you will get the most impressions. Generally companies receive more engagement in the morning; however it is worth monitoring which posts are receiving the most website traffic, likes, comments and shares.
LinkedIn is a great tool for professionals looking to generate new leads for their business. Remember to regularly update both your personal and company profiles, engage with your connections and post valuable, interesting content.
Download our FREE Guide to Social Media Success and learn how to get ahead of your competitors and build your business using social media.
Sydney Social Media and Public Relations Agency, CP Communications blends cutting edge offline and online PR and social media to help you gain a competitive advantage. Contact us today. For more great tips visit our website www.cpcommunications.com.au.