5 Ways To Use LinkedIn To Increase Lead Generation


LinkedIn marketing for lead generation

Are you trying to figure out exactly how to use LinkedIn marketing to generate leads for your business?  As you many know, LinkedIn is very useful for business to business sales.  As the infographic above indicates, LinkedIn is the best resource for you to connect with the decision makers who can potentially buy your products or use your services.

However, LinkedIn marketing can be overwhelming and does take a time commitment for it to become a lead generation machine.  So here are 5 steps to help get you started bringing in new customers…

#1 Encourage All Employees To Fill Out Their Profile Completely

LinkedIn profile

LinkedIn marketing

The more employees that maximize their LinkedIn profile, the greater chance your company will be found.  Whether you are a small business who is just filling out your profile or you are a big organization that is encouraging its workers to do so, follow these steps for an optimal profile:

  • Add a professional profile picture
  • Complete all key sections (header, skills, summary, etc.) with your keywords to be found in the LinkedIn search and demonstrate how you can help potential customers.  The 1st thing a prospect should see is what they can benefit from doing business with you
  • Solicit LinkedIn recommendations from current/past customers
  • Add your Twitter account (get one if you don’t have one) and use customized names for your websites, not the default option
  • Add applications that further demonstrate your expertise and how you can help solve a potential customer’s business problem.  For instance you can use Slideshare to upload a presentation/webinar

#2 Grow Your Connections

  • LinkedIn provides you a number of ways to add connections.  You can search your email contacts, choose alums from your university, colleagues and even some LinkedIn suggestions
  • Send requests to clients, people you meet at networking events, people who have viewed your profile and those that have interacted with you in a LinkedIn discussion (see Groups section below).  If you don’t know the person very well, try to write a custom message in the request

#3 Create a Company Profile That Demonstrates Product/Service Effectiveness

    • Fill in all sections to demonstrate your experience and subject matter expertise for those customers looking for your services
    • Pull in your blog feed on the Overview tab
    • Ask for recommendations from clients/customers
    • Add images to the rotating banner on the Products/Services tab that provide valuable information, call to action and are clickable to a strategic online property

      An example of using the rotating banner on a company page

    • Linkedn recently announced the introduction of company status updates similar to that of a Facebook fan page.  See video below

#4 Be Active In LinkedIn Groups and Answers

  • Join the maximum of 50 groups where the decision makers of your customers are likely to be found
  • Start discussions to create engagement.  If you have a blog, and every business should have a blog as part of their marketing plan, then you can easily share your latest blog posts with each group.  This will allow you to establish yourself as an expert in your field.  This will broaden your exposure to a vast new audience that is not already party of your network.  Try to do this a few times a week so people take notice that you are consistently producing good content that addresses their pain points and thus will want to connect with you
  • Go to LinkedIn answers a couple of times a week and answer a question in your field of expertise
  • Try to produce as much original content, such as blog posts, as you can.  To augment your content, use an RSS feeder to bring in articles in your area of expertise and be a curator of content

#5 Do Your Due Diligence

  • Follow target companies to keep up on it latest moves including new hires to see if there is an opportunity to get your foot in the door.  Research the decision makers of the company and connect to maximize your chances of converting leads to sales
  • Investigate who has been viewing your profile, and if possible your employees, to identify patterns that could result in business leads

These 5 important steps will get you started on the path to generating revenue from your LinkedIn profile.  Have any other suggestions?  Please leave a comment.  Thanks and have a great day!

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  • http://mysocialgameplan.com Jonathan

    Good post. I think #1 and #4 are where a lot of people stumble. I often see people fill out their profile without putting any thought into keywords, especially long-tail keywords. I was lucky enough to stumble upon a Lewis Howes webinar on the topic of optimizing LinkedIn profiles right before I hopped on the site, so I always felt a little ahead of the game. It’s pretty amazing what a few minutes of keyword research can do for your profile visits (and leads).

    A lot of people on LinkedIn don’t seem to even know what groups are, much less how to use them to their advantage. Anytime I make a major status update on LinkedIn (new blog post, etc.), I immediately share it in lots of my favorite social media groups. Plus, with all the groups who have a local focus, the potential for leads is huge.

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