Today, we want to share with you about using LinkedIn. Specifically, we want to dive into some incredible organic and direct outreach methods we have used successfully. We will share our tried and tested LinkedIn client-getting strategy to do several amazing things. Using these strategies, you can connect with an influencer or directly introduce new clients and prospects.
We will go through the process step-by-step for how you can most effectively use Linkedin.
Read on to learn more about generating leads from Linkedin.
Your Profile is Important
Before you can use LinkedIn for generating leads, you need to have a great profile. Your LinkedIn profile is very very important for all of the subsequent steps. To optimize your profile, there are a few key things you must do. Here are some things you need to think about when it comes to your profile:
- Use the description right under your name as a headline for an ad. Let someone know right away what you do and who you help. This makes it really simple and clear who you help.
- Use your background to show something that will catch the eye and speak about what you do.
- The about section is really important and should include a few things. You need some information about yourself, but you primarily need to have information about how you can add value to your prospective client. Put your best foot forward, but explain how you can tell your potential connection how you can help them. Organize the information clearly and to catch people’s eye.
- Have any videos, articles, or testimonials you’ve created in your featured section.
- Keep your experience with the service you are currently providing. Hone in on the most relevant experiences for what you are doing right now.
- The more connections you have, the more endorsements.
- Reach out and ask for recommendations so you can have as many as possible.
- Note your best-selling book and any other accomplishments, awards, or publications.
Most importantly, your images, headline, and your about section should make it clear who it is you are trying to attract. Use your profile to speak to who it is you are trying to reach.
How to Connect with Influencers
The first way to use LinkedIn for your business is to connect with influencers. Why do you want to connect with influencers? For one, an influencer can write a forward, testimonial, or endorsement for your book. Influencers are a great way to grow your business and your own status in your marketplace. LinkedIn can help you initiate that conversation to get yourself in front of their business. The four direct ways to connect with influencers on LinkedIn are:
Give them Recommendations
Anytime you get a recommendation, LinkedIn sends you a notification. Recommendations are not that common, so people who receive a new recommendation will pay attention to it. Leaving a recommendation will give the person an urge to respond. Of course, do not make up a fake recommendation. However, if you have learned something from their content, leave a personalized recommendation.
They will take note and pay attention to the recommendation because LinkedIn is sending a notification.
Comment on Their Linkedin Posts
Linkedin does not get as much traffic on their news feed as Facebook or Instagram. Comment on the influencer’s posts with something of value. People will notice since there is not as much attention on the LinkedIn news feed.
Share Their Content
Just like you can share on other social media platforms, share the influencer’s content. Similar to leaving relevant comments, sharing will send a notification their way and grab the attention of the influencer. It will also show your interest and respect in their content.
Direct Message Them
Direct message the influencer only after you have done the other things. This way, your name, and profile will already be on their radar before you try to reach out directly. When you direct message them, you will be much more likely to get a response from them, because they see that you have been interactive in a meaningful way with their content already. When others are giving, people feel a sense of obligation.
Indirect Client Attraction
Indirect client attraction is really a content strategy.
The first step is posting great content. One way to do this is to take articles from Medium, Entrepreneur, Success, or another great business platform. Share the article and ask a great, engaging question about that article. When you do this and tag the author of the post, then the person would notice that as well as other people. You are asking for engagement on the content that you are sharing. This way, more people will see it and it will be more powerful.
Another strategy is to write your own articles. Any time you write an article, you should share it on LinkedIn. Anything that is great content of your from other platforms should be posted on LinkedIn, this will indirectly attract clients.
Post videos. Share your own videos you create or share other great videos and ask a meaningful question. This will work much the same way as sharing your own or other’s posts, but videos offer an even higher potential for engagement.
Lastly, use LinkedIn groups to engage with your ideal client. For example, if your direct client is a financial advisor, then you should join a group with many financial advisors. There are 50 groups that you can join, and what you should do is join one filled with your ideal clients. What many people do is join groups with professions that they are in. While you can do this to learn a thing or two and connect with peers, it is much more effective to join a group that your target clients are in. Put yourself directly into groups where your ideal clients are. Be in, share in, and engage in those groups to indirectly attract client leads.
Direct Client Attraction Strategy
The last, and arguably most important, way to use LinkedIn to generate leads is to use a direct client attraction strategy. At Best Seller Publishing, we have been doing this for quite some time, and have tried numerous hit and miss strategies. Now, we are able to capitalize on organic LinkedIn strategies to bring in upwards of $40,000 a month in clients. To be clear, organic does not mean we just posted on LinkedIn and let clients come to us, it means we use non-paid methods.
Here are the six steps to direct client attraction on LinkedIn:
- Choose who to connect with. Connect with your ideal prospects. Make sure that your outbound connection strategy is focused on your list of target clients. This way, you know that anyone who gets back to you is an ideal prospect for you. The first box is checked, and they are in the right profession for you. Figure out who the right type of client is for you, and choose that person from the beginning on LinkedIn. This is a huge advantage that you have on LinkedIn compared to Facebook. Narrow down on LinkedIn and choose the right people to connect with.
- Reach out. Direct message someone you are interested in and offering your profile and who you are and what you do. Using this method, you show your value and ask for a connection request. You want to connect with people who are already engaged. You want to connect with someone who is interested in your profile so that you know you have an engaged person. It’s different for every industry, but for every 100 you spend each day, you can expect about a 20% conversion rate. Software and virtual assistants can help speed up the process and make it more effective.
- After you accept the connection, offer something of value. After the person sends a connection request and you accept it, then you want to reach out to them again and provide something of value. Explain how you help people like them and how you can provide value. Offer something like a free book, video, tip sheet, or something else that explains how your process works. Ask if they would like this free resource.
- Once you send the free resource and confirm their interest, ask for a bit more information to build the relationship.
- After a couple of days, ask what they thought of the resource you sent them, and then focus on the next step.
- Set up a one-on-one call. Once the person has gotten to this stage and shown an interest in what you have to offer, then you should ask to set up a call.
If you send 100 requests a day, you will get about 20 that want to connect with you. Of that 20, you will get about another 20% (4 people), that go all the way through and want to schedule an appointment. Overall, you could expect about 4 calls per day for every 100 requests you send out. In the end, this looks like 20-25 calls a week with potential clients.
Keep in mind that those few who set up the call are ideal potential clients who are in the right space and have engaged with you. These people have capitalized on your free resource and now want a phone call. This is a highly-engaged, essentially perfect, prospect. This is the exact person you want to be on the phone with.
Start Generating Leads with LinkedIn
At BSP, we have been using this method for just under a decade now. We have honed in on a sound process and dedicated strategy that is working incredibly well. An actual phone appointment for one team member now costs us about $100, which is excellent. If this $100 holds up, then we are getting a value of $2500 per week. Of course, the return is very high and we make a huge profit from this method.
It’s a bit of a numbers game. For example, imagine your consulting business earns $5,000 per new client. If you can close two out of 10 people on the phone, and you have 20 phone calls a week, that’s 4 new deals at $5,000. The end result is then $20,000 a week, and that’s a million-dollar business right there using organic LinkedIn strategies.
Currently, we are testing out a service that does this 100-people per day method. You can do this on your own, and you most likely will have to at first. But, this strategy must be ongoing and requires extensive effort. That is why we began trying out a service that executes this LinkedIn strategy with software and real US-based virtual assistants to schedule our team 20-25 phone calls a week. They can schedule more, but this is what we are starting with. We plan to follow up and share more about how this is working for us. We are currently working on a special arrangement for our Best Seller Publishing clients.
We cannot know for sure yet whether or not this company will deliver the results we want and work for our business. What we do know is that the process will work for you. The biggest challenge most have is the 100 people a day, and the time this takes.
Remember, the first step is to set up a stellar LinkedIn profile. One way to differentiate yourself on LinkedIn and throughout your industry is with your best-selling book. Now is the time to write or promote your book so that you can leverage it on LinkedIn and beyond, and that’s where we can help. BSP is here to help you publish, promote, and profit from your book. Again, we always keep our clients in mind and will work to get you a special deal if we find enough value in the agency we are testing. Become a BSP client today to grow your business exponentially. Schedule your free discovery sessions with BSP HERE.