Lead Generation with LinkedIn for Business Owners
Writen by John Ranby
10th April 2018
LinkedIn Lead Generation – Start generating leads today.
You may already know that lots of business are using LinkedIn to generate business leads, but what you may not be aware of is how they are doing so. Luckily for you, this is where I can help.
I was recently was asked to give a talk at London’s ExCeL on LinkedIn lead generation, and a number of attendees have since approached me to put some tips together to help them get started in this area.
This particular article is for business owners, and may differ slightly to the advice I would offer to employees looking for the same advice. I have added a * to the points that may differ for employees.
If you are looking to build a relationship with potential clients through LinkedIn, a fully rounded LinkedIn profile is essential. While you don’t necessarily have to complete every detail, I believe that the following areas are vital:
1/ Add a professional profile picture of yourself, not a logo or something irrelevant.
2/ Potential clients will see your cover photo before anything else, so why leave it empty? Again, try not to be random, your aim should be for the new visitor to your profile to know within 2-3 seconds what you specialise in. People don’t have time to go looking around, cease every opportunity. Your cover photo is one of the most powerful features on any social media network.
3/ Complete your bio and really think about who you are actually talking to. The worst mistake any Director can make is coming across as if they are still looking for a job; first of all, list all the features and benefits of your business, and explain what makes you different to your competitors and why potential clients should choose you. Definitely add a call to action and the contact details you wish to share. Make it easy for people to contact your business, they shouldn’t have to go looking around on Google.
4/ If you have any company videos, images or awards, add these to back up your bio section.
5/ Don’t forget to add a link to your company’s website – Potential clients don’t have time to go digging around to find you.
6/ Only add relevant jobs to your work history, as these will help to strengthen your profile and business image. While we’d love to hear about your paper round at 13, it’s not really relevant… Just kidding, but hopefully you get my point. *
7/ Once you get to this point and your profile is starting to look complete and professional, I would start thinking of the best customers to ask for recommendations. Again, think from a customer’s point of view.
I have a great example of what not to do here:
I was recently approached for advice on LinkedIn lead generation by a Sales Manager, whose LinkedIn recommendations were years old and not actually relevant to their current position. In fact, they had no recommendations for their current position, even though they had been working there for the last two years. This individual approached me a year ago trying to sell me a service, I researched their service online and looked for any reviews or recommendations to help me decide and, with there being none, politely declined. The Sales Manager could have made his life so much easier in converting prospects with some current testimonials from happy clients regarding the service they provide.
Follow the above steps and you’re ready for stage 2 – Networking, engaging and generating leads!
If you simply don’t have time to complete stage 1 or stage 2.
Give us a buzz on 01423 297009 or click here to contact us.
You can see some of our LinkedIn success stories by clicking here.