How to Use LinkedIn Effectively to Generate Leads
Want to know how to use LinkedIn effectively to generate leads? Recently, I was joined by Rodney Ferro from “The Digital Crowd” on my webinar, and we discussed the Do’s and Don’ts when it comes to leveraging your LinkedIn platform for sales and marketing. This blog highlights the key takeaways from our informative discussion.
Before jumping into the dos and don’ts of LinkedIn for lead generation, it’s essential to understand the nuts and bolts of this powerful networking platform. Get the basics right, and you will already have a solid foundation on which to starting building sales momentum.
What are the basics of using LinkedIn to optimise lead generation?
Your primary audience tends to be the decision-makers in a business, but ultimately it is your secondary audience that holds the power of influence. It is essential to nurture and sustain quality engagement with this key group, as they can help guide the decisions of those with purchasing power in their organisation.
How can a content marketing plan create efficiencies when building a LinkedIn sales lead pipeline?
A content marketing plan can enable you to map out both your content and the consistency with which you intend to post. Choose a range of themes and schedule them wisely. The tip here is to keep it high level; know which content stream you will be focusing on in a week but allow some flexibility to transition between evergreen topics and on the pulse news. Now more than ever, we understand the importance of adaptivity with the pandemic impacting many industries, and as LinkedIn marketers, we need to be responsive.
What are the Do’s and Don’ts of generating leads through the LinkedIn platform?
Create a filtered community. LinkedIn provides you with an opportunity to create your own database so get rid of those connections that are not relevant. These connections are unlikely to engage with your content, and so the algorithm won’t show to your secondary “influencer” audience.
If you want to grab the attention of a potential lead on LinkedIn, follow them first and start to build a relationship by engaging with their content. Don’t jump in hastily with a connection request; remember, LinkedIn is an online networking platform, and you wouldn’t walk into a networking event and hand your business card out to the first person you see, would you? Don’t forget to record leads in your CRM as you would with your face to face engagements.
What is the key takeaway when using LinkedIn for generating sales leads?
Lastly, and perhaps, most importantly, don’t expect LinkedIn to give you results straight away. Much like your average sales cycle; you must show up and keep showing up to get results. Don’t focus too much on your number of connections and likes; the key to using LinkedIn effectively to generate leads is to build an environment that fosters engagement and collaboration.
And if you want to work one-on-one with me on your Personalised LinkedIn Video campaign, book your Video Strategy Session