Do you use LinkedIn for Business?
LinkedIn is often the forgotten social network. While businesses focus all their effort on Facebook and Twitter, many deem LinkedIn as the professional resume holder that doesn't do much else.
This is False!
When used correctly, LinkedIn can be the hidden gem of all social networks especially if your target market is business to business (B2B). It is an incredibly powerful tool in finding high quality leads that convert big sales and opportunities.
Want to know how?
Here are 6 steps you can take (TODAY) to generate HUGE business from LinkedIn.
ONE: Complete Your Profile
I know this sounds so simple but many people fail to complete every section of their LinkedIn profile. The problem with this is LinkedIn automatically ranks completed profiles higher than those that are incomplete. If you want to be found, you need to complete your profile and do so using the keywords that you want to be found for.
When choosing keywords, think like a customer. If they needed your services, what are the terms they would search for?
E.g. I might own a cake decorating company but the chances are people looking for these services won't search that. Instead, they will search 'cake decorator.'
Do a little bit of keyword research through a keyword tool (like Google Ads) and this will make it a lot easier to identify key words and phrases.
When completing your profile, also be sure to secure your LinkedIn vanity url so that it is easier for those searching to find you.
TWO: Use a Professional Photo
A picture tells a thousand words especially when it comes to your LinkedIn Profile.
There is nothing worse than turning up to a meeting and having no idea who the person is because they look so different from their 5- 20 year old LinkedIn profile photo.
You know what I mean, right? ;)
We've all had that one awkward experience. It instantly increases your barriers to trust because the initial impression is that you're not who you say you are.
Try to update your profile photo every 6-12 months. Make sure it is a professional headshot and always remember to smile. No one likes to do business with a grump!
THREE: What's In It For Me?
LinkedIn profiles may look a lot like resumes/ CV’s and it turns out, most sound like them too.
The truth is no one cares about what you do, they care about what they can get from you that is of value to them.
Make it clear. Who are you? Who do you work with? What’s in it for them?
This let's people know who should connect and why they should connect with you increasing the quality leads your receive in your inbox.
Remember that if you want your potential customer to take the next step, you need to let them know what that is. Include a short, clear call-to-action to encourage visitors or connections to take the next step.
FOUR: Be Proactive
Even though LinkedIn is designed for professionals, it is still a social network therefore be social.
Connect with people, share your posts and interact in groups. Discuss areas of interest and start building relationships with people of interest to you and your business.
This network is build with the intention of developing professional relationships so take the time to do that.
Reach out to your contacts on a regular basis and engage in meaningful conversation that add value.
Build it and they will come does not apply. There are too many people building too many houses that you will simply get lost in the city.
You want business, go get it!
FIVE: Send Personal Invites
When you are reaching out to connect to a prospect or in influencer, it's important to start on the right foot aka your invitation to connect.
So many send out the generic message included with LinkedIn but the truth is, it's really ineffective. It doesn't say anything about who you are and why you want to connect. The lack of personalisation makes it so much harder to get a conversation doing and above all else, it can come across are really spammy.
Why would you connect with someone you don’t know or have never met before?
The chances are you wouldn't. Simple personalisation and the inclusion of any current connection points, common interests or people you have in common can quickly change a decline to an accept.
If you are uncomfortable customising each message on the spot, write a set of standard messages that fit your personality and intentions. Just remember, to make some small changes based on each individual.
SIX: Lead Nurturing
Use LinkedIn tags to segment your community and start your own lead generation process.
Organising your connections into tags, will allow you to hone in on your products and get to work on providing them with value.
Whether it's writing a valuable blog post or sharing some insight that would be highly interesting to your audience, you can use the tag feature to send a message to the relevant tags without spamming the rest of your connections.
This can be really powerful in your promotional marketing too... as long as you've taking the time to build relationships first and have earned the right to 'sell' your audience.
If you are holding a local event, you can send an invite to all your connections within a particular location. By the same premise, if you are hosting a webinar focused on a specific niche, you can easily reach out to that niche and engage with them only.
- Fuel up on coffee... this is going to take work!
- Do some keyword research to find out what terms your customers use to find you.
- Complete a keyword rich profile focusing in on who you are, who you are for and why people should connect with you.
- Secure your LinkedIn vanity url so it's easy for people to find you.
- Create a set of standard messages (invites, thank you for connecting etc) that you can personalise for each individual.
- Organise your contacts into targeted segments using the tag feature
- Be Proactive. Take the time to be present, engaged and going after new opportunities every day.
As always, I hope you found this post valuable. If you did, it would mean the world to me if you left a comment and shared on social.
P.S. If you didn’t, leave a comment too… I love your feedback!
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