LinkedIn is a great prospecting and lead generating tool when used effectively. Over the past few years, I have developed a system that helps me build my network and generate leads with LinkedIn. Read more to learn how to use these 5 strategies to generate leads with LinkedIn.
Maintain a Quality Profile
Your LinkedIn profile is your digital business card and interactive resume. It is often the first place new business connects will go to research a new business contact.
Be sure that your profile has the following critical elements:
- Quality headshot
- Background Image
Publish Quality Content
Once a person has skimmed your profile to learn more about you, in most cases they will dig a little deeper and peruse your most recent updates or posts.
There are three basic types of content distribution channels on LinkedIn: updates, images, and posts.
It is important that you think strategically about the type of content you share on LinkedIn. It should be a solid mix of organic content and curated content that is relevant to your target audience.
Over the past few months, there has been growing concern about LinkedIn becoming to much like Facebook. I encourage you not to post silly pictures, off the wall content, or anything else that will detract from your professional image.
The amount of content you publish and when to share it are also important considerations. As a general rule, post one time per day Monday through Friday.
LinkedIn is a social network. It is important to be socialable and connect with other people and work to expand your network.
There are five primary methods for being sociable:
Be genuine in your communication. Whatever you do, don’t use the default LinkedIn text. Be thoughtful and sincere. Trust me, people can tell when you are hurriedly trying to connect or communicate using default LinkedIn content.
Leverage Sales Navigator
Like many applications, there are free versions that give you basic access and premium tools that give you the “good stuff.” LinkedIn has done a masterful job with this business model.
If you are serious about using LinkedIn as a business development tool, Sales Navigator is a must. This feature rich level of access equips you with a myriad of tools that helps you find, following, and connect with key prospects.
During our next webinar, I will be covering in detail how to leverage LinkedIn Sales Navigator and InMails to generate leads.
Develop a Strategy and Stick With It
One of the biggest mistakes I see business development and sales professionals make with LinkedIn is a lack of strategy. Most common issues are tendencies to helicopter in and out, publishing poor content on an inconsistent basis, using standard LinkedIn text, and unrealistic expectations.
LinkedIn is just a tool. Your ability to wield it will directly impact the results you get from it.
There is no secret sauce or shortcut to LinkedIn lead generation. Like most things, it takes time, effort, and energy.
I would love to share more about you can leverage LinkedIn to generate leads. Join me on Wednesday, August 24th at 12 NOON for my free webinar.