How to Use LinkedIn to Generate Leads Effectively

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Every second more than three new members join LinkedIn. The network has issued profiles to more than 645 million professionals globally.

 

Literally said, you’ll need to be on LinkedIn if you want to produce leads.

 

That being said, there’s a fairly big variation between adding a few job openings to a bare minimum account and really taking full advantage of the program’s usability and capabilities.

 

To get the best out of the professional network of LinkedIn, you would require a good profile as well as a data-driven strategy to identify and communicate with fantastic leads through an omnichannel method.

 

Here’s what you need to learn before you start:

 

How to Configure Your LinkedIn Profile?

 

The worst mistake you can make on LinkedIn is not taking full advantage of all the different pieces of real estate offered in your profile. Bearing in mind the following guidelines and methodologies, set your profile thoroughly before conducting any kind of network outreach. 

 

Choose a Good Profile Picture:

 

Accounts with pictures are 14X more likely to be viewed by others by some figures. But no photo whatsoever will do. Select a good professional photo that looks like you, represents your personal or professional branding, and that accounts for at least 60% of the LinkedIn profile structure. 

 

Creating an eye-catching LinkedIn banner

 

Creating an eye-catching LinkedIn banner can be a game-changer to your appearance at Linkedin. The first thing people see as they click through to your profile is your logo, and it can be a perfect way to get exposure. A custom LinkedIn banner helps to remind people who you are and what you are doing for them, and what you can do.

 

Keep your banner design clean, use any brand elements you’ve built for yourself. You could choose two or three of your skills to highlight on the banner (such as “News,” “Social,” “Creative”) or a brief description of what you’re doing (such as “Increasing Business Online”).

 

Invest in your overview

 

The overview segment of your LinkedIn profile is the first thing that anyone can see when they click on your account. So because you have just a tiny chance to give the first impression good enough to hold their interest, you need to make sure it is convincing to them-not you.

 

No one wants to read a dry review which rehashes the listings of jobs listed below. Think of it more like a copy of the sales, bearing in mind the following tips:

 

  • Keep forgetting to use jargon in the explanation, or overly complex terms. Alternatively, stick to simple, readily understood words.

 

  • Hold it brief to stop wasting time on the opportunities. Also if you have 2,000 characters at your fingertips, use only the amount required to get your point across.

 

  • Let the review read visually pleasing. Keep your paragraphs short and scannable, use single lines if necessary, and use bulleted or enumerated lists if appropriate.

 

  • Infuse your resources into your explanation. Write conversationally, and use formal terminology, but it still expresses your personality.

 

  • Marketing consultant Daniel Robinson at Smart Inbox advises adding a Call to Action (CTA) to the report. Ideally, the people who visit your page will know exactly what you want them to do after they have read.

 

Furthermore, Adam Enfroy, writer and partner marketer at AdamEnfroy.com suggests starting with numbers, credentials, or social facts because he references “Writer with 150,000 monthly followers” at the top of his summary.

 

Check the engagement that you will accomplish by posting on various days or times, even on specific subjects. Each article should at best be a touchpoint for prospective customers. They should at the very least make your profile stand out and look more credible to those who view it.

 

Try LinkedIn Pulse

 

LinkedIn Pulse, the blogging site for the network, has been around in various incarnations since 2010, but it is still an underused tool for salespeople and marketers. This is a major error because one of the greatest aspects of Pulse is that it can be configured to instantly alert all of your contacts anytime you write a new post.

 

For LinkedIn Pulse reporting bear in mind the following best practices: 800-1,200 words are the “sweet spot to promote communication,” according to Daniel Roth, Chief Editor at LinkedIn. His free “Writing to Be Heard on LinkedIn” preparation is also a fantastic tool for those who want to gain network exposure.

 

Including pictures as per search marketer Paul Shapiro. He writes in an essay on the OkDork website of Noah Kagan, “Including 8 photos as you publish on LinkedIn is correlated with a higher number of LinkedIn posts, favourites, reviews, and views.” Publish daily. Look for unique material, but if you republish material from your website to save time, Agorapulse’s Rivka Hodgkinson recommends that you first publish it on your blog using the correct canonical links, then when you link your LinkedIn article back to your blog.

 

Seeking Great Leads on LinkedIn

 

You are able to reach out to new connections once you’ve configured your profile. But how do you interact with an area of 660 + million users with the right people?

 

I prefer to talk about prospecting LinkedIn in two ways: operating inside the network using its search tools and actively looking before communicating with prospects on the web.

 

Operating through the search functionality of LinkedIn

 

LinkedIn has a range of built-in search options-how much you’re prepared to pay for them influences the quality of the searches you’ll be able to conduct.

 

Free Search Features of LinkedIn

 

Putting your cursor in the search box of LinkedIn enables you to scan for individuals, work, information, businesses, schools or classes.

 

For example, you can use these tools to find: 

 

  • 2nd-degree contacts at different businesses 

 

  • Future thought leaders in the sectors you are pursuing, depending on the nature and volume of content that they have shared.

 

  • Effective communities in your vertical that might include your potential clients (though be vigilant with this approach, because at this stage it gets pretty overused).

 

Through clicking “Everything” from the primary search feature list, the “Everything Filters” option will emerge, allowing you to perform more detailed queries about anything from the link status to the current job title and more.

 

LinkedIn Sales Navigator

 

Upgrading to a Sales Navigator account allows you access to additional sales-specific search resources, including lead including transaction alerts that could potentially represent better prospects. Nonetheless, you must pay for the benefit, since a single Sales Navigator account starts at $64.99 a month when charged quarterly ($79.99 a month when paying monthly).

 

Check out the free video series of LinkedIn, “Practice LinkedIn Sales Navigator” for a closer look at the application and get a better feel on whether or not Sales Navigator is right on you. Interviews with users of LinkedIn’s Sales Navigator may also be useful in this process.

 

Searching for Leads Outside of LinkedIn

 

You do have the ability to search for leads outside of LinkedIn and then use Google boolean check operators to link directly to their profiles if you are unable to locate the right people on LinkedIn (or if you have exceeded the check limits put on free accounts). Check out the video at the connection to see a complete rundown of the operation.

 

It is worth noting here that there are applications from third parties such as Dux-Soup that can help you simplify other LinkedIn search features. Nonetheless, because these applications usually violate the user agreement of LinkedIn, I must take them off this list. Investigate them at your own risk, never use them.

 

Choosing alternatives between these quests boil down to knowing who you are seeking to find. Ideally, you have designed and established your ideal buyer personas before any email outreach. When you already have a list of names and their businesses, the above mentioned Google tool provides a free way to easily classify LinkedIn accounts for outreach or data enrichment purposes. When you’re approaching a very small, specific community of customers, on the other hand, charging for something like Sales Navigator will offer the granularity you need to identify perfect opportunities for.

 

Check multiple practices and tailor your approach to your needs, but don’t restrict your commitment to LinkedIn. Mix these practices into an omnichannel outreach cadence that seeks to communicate with candidates with the best performance on certain media networks, email, telephone calls and even in-person meetings.

 

Are you using LinkedIn for lead generation? Share some other tips and tricks that you collected by leaving us a note below.

 

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