3 super strategies to generate leads on LinkedIn
Do you use LinkedIn to generate leads? We will tell you how you can take advantage of the potential of LinkedIn to attract potential clients.
Being on LinkedIn is of no use . We have said it many times: to take advantage of LinkedIn, you have to set prior goals and act accordingly. And I'm sure that in the vast majority of cases, you all want LinkedIn to help you get potential clients or leads . And that can be achieved ... with some effort, a lot of time and following some of the strategies that we recommend below. To the mess! Download free linkedin ebook for business
And ... what is this about leads, you ask?
Why is LinkedIn a possible source of leads?
3 strategies to generate leads on LinkedIn
Make your LinkedIn profile convert visits into leads.
Get leads by visiting the pages of your target companies.
Your current or past clients are a source of leads.
And ... what is this about leads, you ask?
And is that in this world of online marketing there is a lot of obsession with Anglicisms. And the reality is that leads is a term that is often used in companies without a very clear definition of it. And since we are not going to go into evaluating different definitions of leads here, we will follow this one:
Leads are potential clients of our products or services who have already shown interest in them because they have left us some contact information (usually name, email and / or telephone number).
The leads are thus characterized in that:
They are interested in our products or services.
They can become our clients.
We have some form of contact with them (email, telephone, etc.).
Why is LinkedIn a possible source of leads?
Because LinkedIn is like a gigantic business convention where you can "meet" and chat with an incredible number of professionals: 8 million in Spain, more than 380 in the world. Wow! Can you think of a better place to find leads ? According to Hubspot, a powerful American agency, LinkedIn is almost 300% more effective at generating business leads than other social networks .
3 strategies to generate leads on LinkedIn
I'm going to tell you now three ways you can reach your leads using LinkedIn. I will follow some of the guidelines indicated by one of the great LinkedIn experts, Brynne Tillman, whom I advise you to follow both on LinkedIn and on her website :
Make your LinkedIn profile convert visits into leads .
It's anyone's dream, right? Get your potential client to be the one to contact you to talk about your services or products. Many of the actions we do on LinkedIn (post updates, participate in group discussions, etc.) are aimed at driving traffic to our LinkedIn profile. For this reason, it is vital to make sure that once these potential clients reach our profile they call us and thus become leads . That is, our LinkedIn profile must convert visits into leads.
Do you understand now how important it is to have a profile 10 on LinkedIn and how heavy we are with this topic on this blog? That your LinkedIn profile is outstanding is what will make the difference between you and a potential competitor. If a potential client reaches your profile and does not provide value, they will not contact you. The goal should be for your LinkedIn profile to go from being a simple CV to a resource for your potential client . How to make your profile stand out? We have talked about it many times on our blog, I will summarize the most relevant points:
Include a profile photo with your best professional face. You are a professional, make your LinkedIn photo reflect that.
The professional headline (the phrase that appears under your name) is the first thing someone will see of you on LinkedIn. The professional owner is much more than a simple position in a company, it means putting in a few words the value that your leads can obtain from you. If someone is interested in what you offer in your professional headline, they will continue reading what you put
Include a good background to your profile. For some time, LinkedIn has allowed you to include an image at the top, take this opportunity to make your profile stand out!
The extract is the summary of what you can offer your leads . The most important part to include is the call to action (or, as the Anglo-Saxons say, the " call-to-action ") in a paragraph and the contact details. If you want to be called or written, please include your email and / or contact telephone number in your profile!
Check your LinkedIn profile and put yourself in the shoes of a potential client. Can you help them solve a problem? To what extent can you be useful? Do you express it clearly in your profile? In case they can be helpful, I recommend reading these posts about the LinkedIn profile:
⇒ 5 tools to optimize your LinkedIn profile .
⇒ Linkedin or selling yourself: three tips to improve your Linkedin profile .
⇒ Anatomy of a LinkedIn profile [Infographic]
⇒ 6 tips to have a profile 10 on LinkedIn .
⇒ The professional headline and the extract: the great forgotten of our profile on LinkedIn .
LinkedIn Companies
Get leads by visiting the pages of your target companies.
If you are into sales, you will surely have a list of target companies that you would love to work with (and, if you don't, it is already taking time to do it…). Search for the company in question by putting their name in the search bar and look for the people you want to connect with, for example, the person in charge of Human Resources. If that person is not a first-degree contact, see if you have common contacts with them. If you have them, write to one of them and ask them to introduce you to that person; this is what LinkedIn calls presentations . Write to your first degree contact, send him a message asking him to introduce you to that specific person (even to make his job easier, you can attach the presentation text)
An extra tip about company pages . If you want to know what companies you have among your first degree contacts, do this trick: Go to the search engine at the top and select companies:
LinkedIn search engine
You will get all the companies that are on LinkedIn, I get 7,548,099. If you select first degree contacts in the column on the left, you will see all the LinkedIn companies in which you have a contact. In my case, I get 902 companies. It's a great way to find out which companies are represented in your LinkedIn connections and to be able to search for contacts there.
Your current or past clients are a source of leads .
Your clients, whether they are from now or from past times, are an undoubted source of leads , either because they help you by introducing their contacts or because through them you can detect potential clients. Let's see options:
Your client introduces you to potential clients : Visit the profile of your current or past client, the only condition is that it is a first-degree contact. Look at their contacts and look for similar professionals. And you can ask your client to introduce you to any of the profiles that are of interest to you.
The profile of your client suggests other possible ones . Have you noticed that when you visit a profile it appears on the right side "users also saw ..."? LinkedIn suggests a list of professionals, who either work in the same company or are similar in profile. Take these suggestions as a possible source of leads and review the profiles looking for a common contact that you can introduce.
Review your clients' company pages . It will happen to you the same as with the professionals, in the lower right side it appears "Users also saw" and a list of logos and names of similar companies. If you have clients in the company whose profile you are visiting, why not try similar companies?
LinkedIn training for companies
Getting leads on LinkedIn is possible . It is not easy, but it is possible. And I encourage you to try it and tell me how it went. Can you think of any other strategies that we can all try? And if you don't have time, remember that I can help you create a strategy for your company on LinkedIn and train your team to implement it.
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