5 more ways to grow your LinkedIn Leads
Following the very good article that Social Media Examiner posted I thought that I’d add to the post with 5 more ways to grow your leads on LinkedIn.
The secret of any Lead Generation programme is to be consistent,organised and have a follow up system in place.
How are you currently finding LinkedIn leads?
In this age of Social Selling and a million and one gadgets most people still forget that sales is about relationships and the nurturing of them.
Remember that LinkedIn is not a quick route to business, the Know Like Trust Element is crucial and takes time to build.
Build the confidence and get your online relationship to be an off line one…ask for the meeting and go and find out more about their business and offer to help.
This post assumes (correctly I hope) that you have an optimised profile, that you do have a company page, that you participate in Groups and that you share content on a regular basis.
5 Ways to Find LinkedIn Leads…ones you have probably never thought of…
There seems no doubt that the new Publishing platform has been a success for LinkedIn and if you are not currently using this facility I urge you to get stuck in.
To begin with just try posting one of your Blog posts into LinkedIn.
Make sure that you re purpose it as there is some mixed opinion as to what Google classes as duplicate content….always good to be on the safe side.
You will know if you can post because you will have a pencil Icon in your update box.
So where are the leads?
The main obvious place is in the people who have Liked your post or have left a comment.
My last Post generated 429 Views 28 Likes and 19 Comments…
Out of those 47 contact points from the Post several are new people who I have never had any contact from before..
As it happens three of them have messaged me and asked for some training…one has asked for our Social Prospector service.
So one post has generated several enquires and actual work.
The follow up now is to TAG each of these with Post281014 (the day I wrote the post) that way I will know where these leads have come from. I have also gone into each of their profiles and added a reminder into their CRM Relationship field to contact them in two weeks to ask if after reading the post I can help in any way.
Other People’s Posts
Why not look at competitors post and see who has commented and liked their articles?
The same rules apply…if there is anyone that could be a lead then Add to Contacts (if a 2nd connection, this doesn’t work for 3rd ones) if not a 1st Degree contact and in the Relationship box add the comment they made and a ref to the post…why not copy and paste the url of the post to the note box and add the names of the people who are likely leads?
The link won’t be live but just copy and paste into Google (other search engines are available) and you will get back to the post..
The beauty of this is that you have a ready content when you connect with that person… ” Hi I saw that you said XYZ as a comment in the post by XYZ and thought it a well made point…”
How many times do you get Endorsed every day? Probably more times then you can remember.
You get an email notification that gtes buried in the other million you just recieved as you were reading this post..
Use the new Data Export function that LinkedIn have provided and click on Endorsements Info.CSV and you will see a list of who has endorsed you and when..
This is a great way to back track and connect with possible prospects…go and ask them why they endorsed you, thank them and engage with them on LinkedIn and start to follow them on Twitter etc
You can also mine your Group Posts and Comments as a way of going back over what you said and where.
It is worth doing the above at least once every month to make sure that you did not miss any opportunity to engage and connect.
3. Connections Connections
Often we forget the simple things and this one is so simple it may not be on your radar.
Look at your Connections updates and see who has new connections…some of these are bound to be leads for you.
I would bet that at least a handfull every week could be very useful for you.
If there are any that look like they could benefit from what you are offering then make a note of them and get in touch.
You can track these new connecions from your Updates and from the persons profile if they have allowed others to see their connections.
People also viewed
When you have looked at Who has Viewed my profile also look at People Also Viewed to see similar people. You will be surprised at how many of these could be potential clients…
It’s obvious when you think about it..
If someone has looked at your profile it must be for a reason so the profiles that were also looked at more than likely to be in a similar sector to the one who viewed yours…they could also benefit from your services…worth a look I would have thought..
Also look at People You may Know…a very useful place to find leads. You can highlight the person’s name and see your shared connections and ask to be Introduced by one of them.
Who’s Viewed your Updates is a related place to get lead information and is a visual representation of the updates that have been viewed.
This is such an over looked LinkedIn function and can yield a whole classroom full of new leads.
Look at your best customers and see where they went to school or university.
Go to that university and then put the main skills of your best client into the search feature, filter by second connections and choose where they live and see what you get…
You can further refine the search once you have a set of results..
Perfect for prospecting and coming up with ideas for potential sectors that could generate clients.
Recruiters would be daft not to use this feature, you can search by town for people with particular skills and experience.
5. Company Pages
To make the most of LinkedIn all of us should have a company page, especially if like me you are a small growing business.
The people who Follow your page are more likely to be your existing customers with a sprinkling of new potential prospects in there as well.
You can view who your Followers are and keep a check on the number and see who are 2nd Connections.
Make sure that you contact these 2nd Connections and thank them for Following your pages.
Remember to chart and connect with anyone who comments or Likes one of your Company page posts…keep the conversation going.
LinkedIn used to let you see the Followers of other companies but this function has been removed.
These are fairly new and slowly being used but I have to say that the take up is slow.
Check your own pages and those of the competition for any new comments and Likes and see what industries people are from and use that as a starting point to start some prospecting.
I hope that you have got a few ideas from this post and would really like to hear from you to see which approaches have worked and which have not.
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