Are you consistently generating new leads from LinkedIn?
Did you know that LinkedIn is 277% more effective for lead generation than Facebook and Twitter?
72.6% of salespeople who use social media outperform their colleagues who aren’t using it.
Just these two stats alone make a strong case for using LinkedIn for lead generation. Now you may be thinking to yourself “I’ve had a LinkedIn profile for years and it’s never resulted in much.”
Well just having a profile on LinkedIn is a little bit like owning a bike. It’s not going to get you anywhere, unless you know how to ride it and actually use it.
I’m going to show you how to actually use LinkedIn to get results generating leads.
STEP 1: Lay The Foundation For Your Success On LinkedIn
Most of the profiles I see on LinkedIn have little to nothing inside of them. The ones that do have something in them are typically written in standard resumé style.
Your resumé is not going to attract your ideal clients.
Why? One good reason – they don’t care about you! They only care about what you may be able to help them with. This is why your profile must be client-focused on LinkedIn.
Make sure your profile is optimized with the right keywords so you show up at the top of the search results if a prospect is looking for what you offer. Spending some extra time working on your profile is one of the best time investments you can make; a client-focused profile can become a lead generation machine for you and your business.
STEP 2: Understand Best Practices & Appropriate LinkedIn Etiquette
Now that you have a great LinkedIn profile, the last thing you want to do is ruin it by breaking one of LinkedIn’s unspoken rules of good behavior. There are consequences when you breach LinkedIn etiquette and the damage is usually done to your credibility.
If you are wondering how bad it could be if you ignore a few of these important rules, let me give you an example. Let’s say that you do what probably 90%+ of the population on LinkedIn does and sends the generic connection request to a potential prospect.
Now this might save you a minute of your time but you may also have just killed any chance you had to actually connect with this person and build a profitable relationship with them.
Sending a generic connection request can send a number of mixed signals to the person you are trying to connect with. These include:
- “I am a noob and don’t know LinkedIn well enough to know I should always send you a personalized connection request”
- “I cannot be bothered to take the time to send you a personalized connection request”
- “You are not important enough to warrant a personal request”
The result of this is often they ignore your request, or worse, they mark you as spam. If too many people click on the Report Spam or I Don’t Know This Person links, you will end up in LinkedIn Jail. This means you’ll be required to enter an email address when sending any future LinkedIn invites, which will severely hurt your ability to generate leads.
Most people will accept your request if you send a well-written & personalized message explaining how they know you or why they should connect with you.
STEP 3: Create a Profitable Lead Generation Campaign
Once you have a great profile and understand LinkedIn best practices you will be ready to start leveraging it for lead generation. The most effective campaigns on LinkedIn use a technique called social selling. Social selling is essentially a way for you to prospect for your ideal clients, connect with them and then build a relationship with them.
Far more effective then cold calling, this process focuses on getting a conversation going and building rapport with your prospects. One of the ways you can do this is by sending a “Thank You” message when prospects connect with you. Your “Thank You” message should always include their first name and only aim to open up a dialogue. This is a great time to start providing value by offering them something that would be beneficial in someway.
Like any good campaign, you must be clear on who your target market, determine your goals, and a have a specific plan to launch an outreach campaign to connect with your ideal prospects.
You don’t need to spend hours a day on LinkedIn to get results but you do need to be committed to consistency, even if that is as little as 15 minutes a day.