Using LinkedIn For Lead Generation - ThomasNet RPM Presentation

Using LinkedIn For Lead Generation

Presentation for the RPM team.

Topics Covered:

1. The 2 Most Important Metrics On Social

2. LinkedIn Groups

3. LinkedIn Profile

4. LinkedIn Connection Outreach

5. Things To Consider

What matters most on social?

The key is not focusing on clicks!The power of social comes from engagement.

Putting a focus on comments & shares are what leads to big results!

Image from: http://brandcitations.com/word-of-mouth-marketing/

This strategy leads to leads...

How to get started

Start with your client’s LinkedIn GroupsIn the event that your client isn’t in any groups you can find some to join in the search bar, under the Discover tab once you click the groups section of your menu or at: https://www.linkedin.com/directory/groups

You can also use past leads profilesLeverage the groups section of past leads profiles to find new groups to join (you can also check out their coworkers profiles).

4-5 GroupsJoin a minimum of 4-5 groups a month to avoid saturation.

Telling people to join in the conversion works

The clicks come from the conversations

And sometimes, you strike gold

You only need to post once a week, per group…Just rotate the day of the week you post. 12:00PM - 7:00PM work best.

Some rules to follow...

Prep before posting!

1.Check group rules

2.Create an excel list for groups w/ special post requirements

3.Get a feel for what’s been posted in the past

And sometimes, the post doesn’t need a link

Don’t forget to leverage profiles!

Your client’s profile is not a resumeIt is a landing page. It’s a library of insights.

Having different media assets such as repurposed blog articles, slideshares that highlight specific products or services, and videos help to engage the profile visitor and have them become a site visitor.

There is also power in the SummaryYour goal is to build curiosity by:

- Naming the persona’s challenge(s). Show that your client is aware of their pain points.- Share how you work with your clients.- Create a CTA - “Set up a call”, “Feel free to message me”, “Visit my team’s site”, or

“Request a Quote.”

Things not to do:

- Promote the client’s company. The profile visitor only cares about themselves.- Have long copy. The summary shouldn’t be more than 100 words.

And you can create CTAs using the Projects section

Then there’s Connection Outreach

This strategy leads to new conversion opportunities

Search & Second Connections

In advanced search you can find all of your client’s second connections and segment them by company, industry, and more (this gives precedent for a premium account).

InMail MessagesYou only need to connect with 10 people a week.

The quality of the message is what’s most important.

“I’m connecting with you because…

- I saw we have similar connections…”

- We’re in the same industry…”

- I wanted to learn more about what you do for your team…”

Other things to considerExpanding client profile strength by:

- Finding LinkedIn influencers to share client content.

- Having clients respond to pending connections, comments & messages faster.

- Experimenting more with video.

Building group authority by:

- Inviting relevant connections to join groups you’re in.

- Having clients comment on other user’s posts.

- Finding more useful content to share that isn’t necessarily the clients. We need to get these leads

converting!

A useful article that summarizes this

www.linkedin.com/pulse/clicks-vs-comments-easier-way-lead-generation-linkedin-kenny-soto

Clicks vs. Comments: An

Easier Way For Lead

Generation on LinkedIn

(4 min. read)

Some things to

remember...

1.Social Media is about being social, don’t just post. Comment on other posts!

2.Clicks don’t happen if you’re focusing solely on that. Go for comments and shares.

3.LinkedIn’s power is all in the ability to search the employees of any company.

To Learn More Visit:www.KennySoto.com & www.Linkedin.com/in/KennySoto