How do you get leads for your company?
Buy them? Let them find you? Hope for word of mouth business? (Tip: Hope is not a strategy) Or do you strategically approach lead generation with proven strategies?
Today, it can feel harder than ever to generate leads. There are tons of marketing strategies out there and lots more ways to waste precious time and money. I understand the struggle.
It can be to build up a list of prospects who want and need your products or services.
Let me share with you a basic 5-step procedure for producing more leads using LinkedIn.
1. Optimize Your Profile
If you want connections with potential customers and referral sources, you must optimize your profile. 99% of people I see on LinkedIn use it like an online resume. It’s not. It’s much more than that. It’s a portal to all the business you can handle!
If you have never worked with someone before and they try and connect with you through LinkedIn, what are you going to look at? Their profile. What does it look like? Is it attractive? Do they appear to have authority and credibility?
The same thing happens when people look at your profile. If it’s not optimized, you’re more likely to turn them away. If they see a professional, high-quality profile picture and an interesting bio, people are more likely to connect and have a conversation.
Optimizing your profile is pretty simple.
- Complete your profile. LinkedIn gives you steps.
- Get a professional photo taken.
- Write an informative description/title. Use keywords that your prospects will be searching for to make it easier to find you.
- Add areas of expertise s people will know what you’re good at.
2. Join Groups
Participating in LinkedIn groups is an effective way to develop and find new leads within your niche.
Finding a LinkedIn group is simple to do. Simply go to the search box at the top of LinkedIn, enter in your niche and when the results come up, you can click more and groups. There you will see groups related to your niche.
Once you have joined your LinkedIn groups, you can post content and interact with the other members.
An easy way to find content is to use Buzzsumo to find trending content within your specific niche and then share or rewrite that content offering value to your group members.
3. Create your target list
Create a list of 500-1,000 potential leads. Though it sounds hard, it isn’t. LinkedIn has over 400 million users. Use LinkedIn’s integrated search. Using the filters on LinkedIn’s search can help you find the best potential leads for your company.
Once you have your list of potential leads, it’s time to start connecting.
4. Connect with people on your leads list
You need to begin reaching out to each member by sending out messages asking them to connect with you. With LinkedIn, you have the ability to send the invite with or without a message. Adding a message to your request is always best. Give them a reason to want to connect with you.
5. Engage and close the sale
Engaging is all about starting conversations. Remember your offline sales cycle… It normally takes anywhere from 5-12 touchpoints to close a deal. The same thing applies on LinkedIn. You must structure your messaging and interactions with your prospects over time to further your sales cycle and close deals.
This means you’ll need to write out your message sequences. To save time, it’s a good idea to copy and paste your messages into a Google Docs or Microsoft Word document. Then you can simply copy and modify instead of having to rewrite each message individually.
Offer value to every connection. Try to help them fix their issues.
Generating sales through LinkedIn can be a time consuming process. It can take months before you will see results, but the reward comes with time and consistency. However, the relationships you build make it one of the most effective strategies available.
Speed up the process
Would you like to know how to speed up the process? Check out our LinkedIn Explosion service for help handling all of this for you so you can spend more time closing and less time prospecting.