Every brand wants them.
Imagine a world where you could have a solid flow of leads coming to you on a consistent basis.
And these just aren’t any leads, they are high quality and targeted leads that are looking to work with a brand just like yours.
Sounds like a dream, right?
Here’s the real kicker, one of the very best places to build a pipeline of consistent quality leads is through LinkedIn.
Now, before you start thinking, ‘What? Social media again?” Hang on a minute. While social media in general is a good source of leads, LinkedIn is an amazing source for businesses.
In the above chart from Econsultancy, you can see that for all the traffic that is driven to a website by social media, LinkedIn is responsible for a massive 64% of it.
That’s huge! And a massive opportunity a lot of brands are missing out on because they aren’t devoting any time to building a presence on LinkedIn.
If your brand isn’t currently looking for leads on LinkedIn, now is the time to start. In this post, you’ll learn 5 ways to use LinkedIn to get more leads.
#1. Share Your Content
LinkedIn has over 450 million users (and growing), an audience size that most of us could only dream of reaching.
There are two ways to get your content up and running on LinkedIn, the first way is by republishing your past content. If you’ve already got a blog up and running, then don’t hesitate to share those articles and posts again on LinkedIn to this entirely new audience.
You can also write new content on LinkedIn through their publishing network.
So why is this important?
The biggest reason is highlighted in the chart below:
Professionals are on LinkedIn specifically looking for quality content that is in their niche. If your brand can provide that educational, interesting, and engaging content, you can open yourself up to a wealth of new leads who see you as an industry expert.
#2. Optimize Your Profile
Don’t forget, LinkedIn operates just like any search engine online, so if you want your brand to be one of the top results for any industry related searches, you have to make sure your profile is optimized.
First, get specific. You know what industry your brand operates in, so highlight that, talk about what your brand does and feature industry keywords. This is especially important in your headlines and titles.
Second, be sure to include any relevant links and contact information. So be sure to include your brand’s website, your phone number, your other social media accounts, and any other information you want to provide to make it very easy to connect.
Finally, don’t forget to have some fun with it. Be creative, include a great photo of yourself that highlights your personality. So many profiles can feel starchy and boring, if you highlight a little bit of yourself within your brand, you’ll stand out.
#3. Create a Group
Anyone on LinkedIn can create a group and it’s one of the best ways to establish your brand as the leaders in an industry or niche. It’s more of a long play, and something that you will need to dedicate time to each week, but it can really reap a lot of benefits (not to mention great leads).
In an ideal world, you want to have a group that speaks directly to your targeted customers. This way, your brand will be the leaders of a group that has been created to help people, and those people are potential customers.
Once you’ve created the group, set aside time weekly to populate it with relevant content (not just your own!), and invite targeted leads to the group.
As long as you follow a good maintenance schedule inside the group, you should start to be able to build relationships with members that will turn into leads.
#4. Ask to Connect
Seems pretty self explanatory, but too many brands simply aren’t doing this.
Remember, LinkedIn is a social media channel, so connecting with others is a key component of that. But, at the same time, this doesn’t mean you want to connect with just anyone.
The goal here is to increase targeted leads, so you have to be selective about who you want to connect with. They must be people who fit your ideal customer persona, the chances of someone who isn’t a targeted customer just turning into one is slim.
Now, once you’ve got your ideal leads, ask them to connect. But don’t use the standard form that LinkedIn provides you with, instead take the time to write a personalized note, it doesn’t have to be long, just 150-250 words is fine, but the chances of it being accepted will be much higher.
From there, once the initial connection is formed, you can work on warming up the relationship for future business.
#5. Highlight a Call to Action
It never hurts to try testing a few offers on LinkedIn to see if they work. There are two main places you can do this: in your profile and in your content.
In your profile, highlight an offer, say a free 15 minute consultation and direct people to a website they can sign up for the offer, or even leave your phone number and wait for the leads to pick up the phone and dial.
You can also feature a small call to action at the bottom of any content you post. Don’t be afraid to include a small one or two sentence profile that includes a link to your brand’s website with an ask for them to visit. It could lead to a signup form, or a related blog post.
There are a number of ways you can test inserting these small call to actions that can easily drive a few new leads right away for quick wins. Over time, you’ll be able to see what works best for your brand and what potential leads respond to the most.
These are just a handful of small things you can do to dramatically improve your lead generation through LinkedIn.
Right now, there are so many opportunities for brands who are willing to take a bit of time to build up a positive reputation on LinkedIn. Work on improving your presence and it won’t be long before you start noticing quite a few new high quality leads on a regular basis.
Are you on LinkedIn currently? What’s been one of your keys to success?