Using LinkedIn to generate leads is an extremely smart strategy for you and your company to utilize. This business-oriented social platform can be an amazing way to network and strategize, but are you using it to it’s full potential?
Of course, it is a great way to stay in touch with old colleagues or school friends (basically an up to date address book), but it can be so much more than that. Some people use this site as a way to drive traffic, which is great too. You have to decide what works best for you and your specific needs. If you think about it, though, LinkedIn is much better for creating leads than it is for driving traffic to your site.
The Social M’s had a fantastic article with helpful tips on doing just that. They start by explaining the importance of utilizing your existing networks. You HAVE to do this– this is the basic principle of having a LinkedIn. It will go a long way in helping you before you even try new strategies.
- “Message all your contacts and ask for introductions” We do this in person all the time, right? So, why not utilize the contacts you have online as well? Seems pretty logical to us. Reach out to your contacts with a BRIEF (seriously, no long spiels or sales pitches) intro to what you’re doing and ask for an introduction to someone who might be interested. Hopefully, they will have someone in mind and can put you in touch with them. Then comes the next stage where YOU take action and actually reach out to your new connection. Nobody likes to feel like they are being sold to, but some enjoy helping others, especially when they believe in what you can achieve.
- “Ask for specific introductions” This one is a bit more of a time suck, but will benefit you greatly in the long run. Go through some of your contacts contact lists and see if they have some interesting contenders. Pick a small handful and ask for that introduction. You should also include a brief attention grabber or intro that your contact can provide to the person(s) you want to connect with.
- “Search people and get introductions” This is like the reverse of the previous one. You basically search around for someone who seems interesting to you and THEN find who in your network could get you that intro. Google is your best friend when trying to make this kind of connection happen. Remember to be very specific in your searches. Be clear on your target audience and pointed keywords.
- “Publishing content” LinkedIn has some cool places to post your original content. You can post long form content and it becomes part of your professional profile. It’s a great tool for bringing in a very targeted audience– aka potential customers and influencers in your field. These posts will be seen by your followers/contacts AND people who find it through search engines. Remember to optimize the shit out of your content. Link back to your site or blog or whatever your heart desires. Use the right tags to get the right people in contact with your post. Also, respond to any relevant comments you receive in order to maintain engagement.
- “Discussion in groups” This one is pretty simple. Seek out groups on LinkedIn where your target audience likes to hang out (virtually, obviously). Partake in group discussions or even start relevant conversations yourself! It’s a great way to get your name and expertise out there. You want real CONVERSATIONS. You want engagement with actual people. Ask questions, answer questions, you get the picture.
- “Check and engage visitors to your profile” After you start getting more active on the site, people will start to visit your page. Regularly check those visitors and engage with them. Try to communicate or connect with them.
- “Announce events or specials on your profile page” This is about generating leads right? So, we know that some ways of doing that are holding webinars or giving out eBooks and such. Utilize your LinkedIn page as a way to promote those things. Make your contacts aware of what you’re doing and the leads will follow.
Sounds pretty simple, right friends? You can easily do this in your spare time and it will help your business exponentially.
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