Lead Generation with LinkedIn for Business Owners
Writen by John Ranby
10th January 2020
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 we can help.
I was recently was asked to give a talk at London’s ExCeL on LinkedIn Lead Generation, and many attendees have since approached me to put some crucial tips together to help them get started generating leads.
This particular article is for business owners and will differ slightly to the advice I would offer to employees looking for 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, this builds trust.
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, seize every opportunity. Your cover photo is one of the most powerful features of any social media network.
3/ Complete your bio and think about who you are talking to. The worst mistake any Director can make is coming across as if they are still looking for a job which we see a lot; 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. 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 relevant to their current position. 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.
We see huge successes first hand from the strategies we implement on LinkedIn for our clients, generating solid leads with their dream clients, making a massive impact on their business and overall growth. LinkedIn should be part of your sales and marketing strategy to take your business to the next level.
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 Leeds: 0113 3206266 or Harrogate: 01423 297009 or click here to contact us.
You can see some of our LinkedIn Lead Generation success stories by clicking here.