6 Tips to Generate Leads and Get Clients through LinkedIn

By on November 3, 2014

When it comes to B2B lead generation, LinkedIn remains a top favorite among social media marketers and networkers; giving companies the ability to acquire clients through Linkedin. This shouldn’t be surprising if you consider these stats:

    • As of 2014, LinkedIn reported as many as over 300 million users.
    • As much as 40% of these users check in on LinkedIn daily.
    • LinkedIn’s geographical reach covers 200 countries and territories…

AND,

    • there has been 187 million unique visitors to LinkedIn as of early this year and counting!
    • More importantly, 80% of LinkedIn members are decision makers in their respective organizations.

So… if you’re a business selling products and/or services to other businesses, LinkedIn is your best bet. In fact, a research conducted by HubSpot found that LinkedIn is 277% more effective for lead generation than Facebook or Twitter. This should make focusing on LinkedIn a no-brainer for B2B companies looking at growing their business using social media.

How to start?

Assuming that you already have a LinkedIn profile, here are 7 things you can do to generate leads and get clients on LinkedIn.

#1: Start with your immediate network

Pay attention to your first degree connections, their connections, and the new connections they make on LinkedIn. See who among those you know are acquainted, at the very least, with the people you want to get introduced to. Filter your newsfeed so you can see news from new connections. This will help you keep track of people who are getting added to your network.

#2: Join Groups

Find groups where your prospective clients are and join them there. Make sure your business is a good fit with the group and that, when you do decide to reach out by posting content, your posts are relevant to what the community is about. Don’t go into a group and then start offering your products or services. Don’t keep posting links to your blog site, or any other site for that matter, without the intention of engaging in a conversation. Don’t just post for the sake of posting. Instead, share useful resources.

#3: Ask Questions

Field questions that may interest prospective clients to respond to as well as provide answers to questions fielded by people that you have identified as prospective clients. This can make for a great springboard for productive discussions which can build trust and respect — both solid foundations for a business relationship. You can do this in your own LinkedIn group, the groups you have joined or even in your LinkedIn updates.

#4: Use Advanced Search

First,  you will need to define what a high-quality lead is for you and your firm. You can do that by answering these questions:

      • Who are your buyers?
      • What are their job titles?
      • What’s the seniority level of your decision-makers?
      • What company size are you looking at?
      • What specific industries do they belong to?

Once you have the answers to these questions, you can use LinkedIn’s advanced search tool to find potential prospects. Your free account is more than enough to give you the ability to search for people by keywords, relationship, groups, location and industry.  You can also do a Boolean search. A Boolean search allows you to combine words and phrases with the words and, or, not and near to limit, widen or define your search. This will help you narrow your search. To ensure you get only people who are not in your network, don’t forget to remove first-degree connections from your search parameters when conducting advanced search.

#5: Upgrade Your Account

Upgrading your account will give you access to tools and features like finding out who is searching for you, finding more people you want to reach out to using more targeted search parameters, AND the use of InMail. What makes InMail a fantastic tool is the fact that it allows you to directly email anyone on LinkedIn! And, although there is a limit to the number of InMails you can send within a given month, LinkedIn counts your InMail quota as used with the party you have contacted replies back. That is a powerful prospecting tool right there.

#6: Optimize your profile.

Make it easy for your prospective clients to find you by optimizing your LinkedIn profile.

What does that mean?

It means you need to use keywords in your profile information that your prospective customers are likely to use when searching for someone like you or who offers your products and services. Your desired results can happen if the wording on your profile is focused on what your prospects will be looking for, what they would want to read about you, and what you can do for them.

Best practices in LinkedIn profile optimization generally involves placing your keywords in the following information fields:

      • Headline
      • Summary
      • Current work experience (in the title and description)
      • At least one past work experience (in the title and description)
      • Skills

Now that you have these 6 tips to generating leads and getting new clients through LinkedIn,  you may want to learn how get the most out of your brand page by reading Get Some LinkedIn Love: 3 Best Practices For Your Brand Page.

Which social media platform have you been using to generate leads for you? Have the results met your expectations? Let us know by leaving your comments in the comment section below.

About John Souza

John Souza is founder and chief strategist of SMMU and Social Media Impact, and is a bestselling business author. He won the 2011 Tech Marketing Awards ‘Social Media Marketer of the Year’ and most recently the About.com Reader’s Choice Award for Best Online Education Site. John has appeared on The Michael Gerber Show, and his business has been honored at the Mashable Awards, Forbes Business Awards and The Stevie Awards.
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