[LinkedIn Success Guide] UNIT 8: 9 EFFECTIVE WAYS TO FIND AND SELL YOUR PROSPECTS ON LINKEDIN

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[LinkedIn Success Guide] UNIT 8: 9 EFFECTIVE WAYS TO FIND AND SELL YOUR PROSPECTS ON LINKEDIN

Note: You can read the full guide and resources in the carousel above ☝️

Your marketing efforts are what draws prospective clients to your LinkedIn profile and company website, but getting them to buy from you is another story. Showing the right leads what you have to offer at the right time starts the buying cycle for your clients, but how can you ensure that their cycle ends with you becoming their supplier?

Most of the time, consumers are advertisements, call to actions, and people wanting to sell to them all the time. Marketing can help you stand out in the noise, however, even the best marketing campaigns don’t have the ability to get clients who aren’t looking for the solution that you are offering at the time that they see your ad to buy what you are selling if they don’t need it, regardless of the size of their business.

Small businesses can’t waste their money on a product or service that they don’t need, and larger businesses have to justify the expense. At this point you need to find the contacts that are in the market for your offering at the right time to see your message. LinkedIn can help you and your team do just that. Targeting on LinkedIn is a good place to gather your leads because there are so many professionals on the site. Conversion on LinkedIn ads happens three times as much as other ads, and you can track your conversion rate with the click of your mouse.

Use the LinkedIn search function to identify qualifying leads

You don’t generate leads by simply getting likes and comments, you get leads by connecting with the right audience. On LinkedIn, this means targeting the members the right way using the type of filters that will allow you to identify the best prospective individuals.

These filters include job titles, company roles, industry, and locations. Identifying the best prospects through these attributes will help you to only target those professionals that are more likely to understand the benefits offered by your product, service or business model.

Use LinkedIn to Connect with Qualifying Website Visitors

One of the greatest ways to tell when a lead can become a qualifying customer is when you can identify them through their browsing behavior. Specifically, you should be looking for people that visit your website as a sign of leads interested in your business.

Luckily, LinkedIn allows you to use a pixel code that you can add to your website, and you can use it to identify people that click through your website link from your profile or company page, which can help you to directly get in touch with these already qualifying leads. You can find this code and track your visitors from the “see who’s viewed my profile” section.

Share Educational Content Through Your Profile

A really good way to capture people’s attention and convert them into leads is by offering them a reason to do business with you through educational content. Now, there is a difference between sharing educational content through your profile and using lead magnets to capture people’s contact info.

When you use a lead magnet you are basically offering a piece of free information that can be given in exchange for an email address or phone number, whereas sharing educational content is all about creating educational posts that offer value to people.

On LinkedIn, you can easily share educational content by using the “write an article” feature on the feed, and because this content is not going to be hidden behind an optin wall, anybody can access it. True qualifying leads will then flock to do business with you after seeing the value that your business has to offer!

Share Quality Advice on Groups

Groups can be an amazing source of leads if you know how to approach people that join. Just like on our previous point, a good way to qualify leads on groups is by offering them content with value and purpose, and in case of group members, this content has to be in the form of sound advice that responds to questions and needs posted by group members.

Prepare A Business Intro For Your Profiles and Company Pages

A business introduction for your profiles and company pages can’t simply be a warm greeting. It has to be a fully-fledged explanation about what your company is, what it does and what it offers. Think of it as the mission statement of your website, only on your profiles and pages. Clear, concise business intros can help you to land leads without much effort. 

Ask for Introductions

LinkedIn, is first and foremost, a professional network, which means that you probably have someone already in your contacts that is somehow connected to the lead you are interested in. Ask your connections to introduce you. Around 50 percent of business opportunities arise from a recommendation or knowing someone who knows someone. If you have a solid idea or solution, don’t be afraid to ask others for introductions. Many times, previous satisfied customers have no problem facilitating connections that benefit both parties.

Monitor Your Competitors

Keeping up with the reviews posted about your competitors can help you monitor where they are missing their opportunities and pick up their slack. You can approach their former customers in a way that show you as the better solution to their needs. On the other hand, if your competitors are successful, you can also see what’s working for them and expand on it.

Follow Influencer’s Pages

Another great way to generate leads is by following the pages of influencers. Influencers talk about the hot topics in their field and talk with the best people in their field. Look at their companies, and the demographics, and track down what their needs are. If your niche fits in with theirs, you’ve opened up opportunities. Identify the key people, those who are most likely to be part of the buyer’s circle for the company.

Create a Compelling Call to Action

Your call to action is key for generating new leads. If you have a clear, simple form available, or a subscribe button, or an easy registration process, the number of leads you get will increase. Having a compelling call to action works like a beacon to potential customer. 

Read more: You can read the full guide and resources in the carousel above ☝️