This is a guest post by Michael Akinlaby.
LinkedIn is the world’s largest professional network with over 400 million members. There are 107 million LinkedIn members in the United States alone.
In fact, LinkedIn has set a goal to hit 3 billion users in the long-term future. This figure is achievable when you consider the fact that we are all professionals in one way or another.
So what does this means for your business?
If your business is B2B, LinkedIn can drive massive customers to your business.
LinkedIn drives the most customers to B2B than any other social network.
According to Oktopost, over 80% of B2B leads generated through social media are from LinkedIn.
In a study of 5,000 businesses conducted by HubSpot, HubSpot found that traffic from LinkedIn generated the highest visitor-to-lead conversion rate at 2.74%, almost 3 times higher (277%) than both Twitter (.69%) and Facebook (.77%).
Now, you see why LinkedIn is the best social platform for generating leads if you’re a B2B.
So what are the steps to getting a lot of high-quality leads from LinkedIn?
Create An Attention Grabbing LinkedIn Profile
Take a look at your current LinkedIn profile. Does it grab attention or make people want to vomit?
An ugly looking LinkedIn profile filled with little to zero information won’t get you anywhere. You need a decent looking profile filled with relevant information that helps people learn about you.
You’ll see that the profile contains almost zero details about the owner.
Now, take a look at this LinkedIn profile:
You’ll agree with me that this is a better LinkedIn profile. You may not have 500+ connections. Even if you currently have less than 50 connections, make sure your profile is filled with necessary details a prospect would like to read.
There’s no way the first spammy-looking Linkedin profile would generate leads. You stand a better chance of success when you have a decent looking LinkedIn profile.
Here are the things you should do to create the perfect LinkedIn profile that grabs people’s attention:
- Use a professional photo which is cropped to show your face clearly
- Your profile headline should be catchy and keyword rich
- Fill your contact info with your email address, Twitter profile, and your company’s website address
- Personalize your LinkedIn URL to make your profile look more professional
- Write a summary that tells prospects more about you, and add relevant keywords
- Enrich your profile with media to make it stand out
- Add current and past roles
- Add your skills
- Get some recommendation to boost your credibility
- Join relevant and active LinkedIn groups to show you’re part of a community
By doing the above, you’ll have a LinkedIn profile that is perfectly optimized to generate leads.
So what are the things you should do to start getting high-quality leads for your business?
There are four effective ways to get leads through LinkedIn:
1. Grow Your Connections On The LinkedIn Platform
Connection matters a lot on the LinkedIn platform. The more connections you have, the easier it would be to get leads for your business.
The first and most important step to growing your influence on LinkedIn is to grow your connections.
How do you do that?
First, you have to be active on the platform. People only want to connect with real people. Being active on the platform shows you’re real.
People want to connect with you because they also want to build up their LinkedIn profiles just like you.
After a few updates on the platform, you should start finding people who would be perfect leads. Compile them into a list. You should have at least between 500-1,000 people on your list.
LinkedIn has a powerful search feature that will help you find people who could be perfect customers for your business.
Simply click on the Advance search feature beside the search box on LinkedIn.
This is what you’ll see:
As you can see, this feature lets you search using filters such as:
Below, is an example of my ideal clients. I could list all of them into a spreadsheet and then contact them later using cold email outreach.
2. Get Active In LinkedIn Groups
LinkedIn Groups are a good place to get on the radar of influencers and prospects in your industry.
Through participating in LinkedIn Groups, you can:
- Attract and hold the attention of prospects
- Get response from industry top influencers
- Drive targeted visitors to your LinkedIn profile
Jeff Molander wrote that he generated 94 leads through 1 LinkedIn Group post alone. This shows the power of LinkedIn Groups for marketing.
3. Regularly Publish On LinkedIn Pulse
LinkedIn Pulse is LinkedIn’s publishing platform open to professionals on the network.
As a LinkedIn user, you can create, edit and publish on LinkedIn Pulse.
The benefit of publishing on LinkedIn Pulse is that it lets you build your credibility and position you as a thought leader in your niche.
Another big benefit is that it helps you showcase your expertise to potential clients and grow your network.
You don’t need any technical knowledge to publish on LinkedIn Pulse. It’s so easy to create and publish posts on the platform.
While LinkedIn allows anyone to publish contents on their platform, you must strive to stand out by publishing high-quality contents. This is what gets attention on LinkedIn.
After publishing your content, you should ask people in your personal network to share it on LinkedIn. Doing this will give your post some initial boost that would help it spread further on LinkedIn.
By consistently publishing high-quality contents on LinkedIn, you’ll begin to naturally gain new clients for your business.
For example, Joost van Dreunen is the CEO and co-founder of SuperData Research, a business that helps with market data and insight on digital games.
Joost regularly publishes relevant contents on LinkedIn Pulse which creates more awareness for his company.
4. Network Off The LinkedIn Platform
Mainly relying on LinkedIn to help you grow your connection on the platform is a sure recipe for failure. You also have to get off LinkedIn and meet some nice people in the real world. Doing this could help you massively increase your connection numbers.
There are some rough diamonds in your current network.
For example, you have some friends who have nice careers. Why not pick up your phone and meet them for coffee today?
You could easily ask your friends to connect with you on LinkedIn. That increases your connection numbers and your ability to reach even more potential clients who are in the network of your friends’ networks.
Most people often ignore offline when building their profile. But it doesn’t work that way. In fact, you should first start from your offline contacts. They are your most trusted network.
Michael Akinlaby is a Content Strategist and SEO Consultant who writes about marketing and startups on his blog RankRain.