Maximizing the Power of LinkedIn for Lead Generation.

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Maximizing the Power of LinkedIn for Lead Generation.


By Bob Speyer and Alison Brown, Web Success Team

LinkedIn is a very powerful tool for generating new business. When LinkedIn first began, it was primarily formulated for individuals to expand their professional network. Now, not only can individuals seek out connections in the online world, but companies can use LinkedIn to expand their client base as well. LinkedIn not only allows you to share information about your services directly with potential clients, but you can also research them, increase your company’s visibility and most importantly — generate leads!

LinkedIn for Lead Generation

Get Noticed!

With so many social media platforms at your disposal, making sure you utilize all the tools is sometimes overwhelming. To make it simple, you can start by exploring LinkedIn’s capabilities and personalizing your profile. If you create a public link that is easily searchable, the easier it will be for people to find you. Also, by joining groups that relate to your industry, you can connect with people that you know will be interested in your company.

Get the Conversation Flowing

Building online rapport with potential customers can help you cultivate relationships with them. Relationship building is a LinkedIn strength and will lead to referrals and business. One great tool for starting conversations with potential clients is to take advantage of the questions and answers section. The more you answer people’s questions here, the more visibility you are creating for your company as an authority and the more likely they will be to use you in the future.

Furthermore, the first step in cultivating a relationship with potential clients is by sharing information. Get to know potential clients by researching their profile and offering some useful insights to get the conversation started. You can also start discussions in the groups you belong to, and say that if they have more questions they should visit your website.

Utilizing Tools

There are tons of applications on LinkedIn that many of us don’t know about. Most people only generate a profile with the standard sections that include previous experiences, but many don’t know that you can also add your blog to your LinkedIn page or connect your Twitter account. If you post an update on LinkedIn, it will be shown on your Twitter feed as well.

Additionally, LinkedIn also offers an advertising program that helps generate more traffic for your company’s website or LinkedIn profile. You can create a simple advertisement and then bid on how much you are willing to pay LinkedIn for each click that you get. The more clicks you get, the more potential business you are likely to receive.

Devise a Strategy for Lead Generation

Outlining a plan of how you are going to generate leads can ensure that you take advantage of everything LinkedIn has to offer. By connecting with a certain amount of new people each week, you can make sure that you are keeping your company’s name fresh on people’s minds. If they or someone they know needs your services, they are more likely to think of you first.

It’s also important that you strengthen your company’s online presence by joining a lot of groups each week. You should remain active in the groups by regularly starting or engaging in discussions that directly pertain to your industry. People are more likely to trust those who are knowledgeable and helpful when it comes to choosing one company over another.

Consistency is Crucial

Keeping your company’s name high on the LinkedIn radar will guarantee the interest of potential customers. Consistency is the key to generating leads, so the more you stick to your LinkedIn connection plan, the more successful your company will be. Even though this may not happen instantly, if you use LinkedIn correctly and continuously, you may be surprised just how quickly people will be asking about you.

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  1. Matthew Iscoe
    September 9th, 2011 15:30  / 

    Great advice Bob and Alison. I would also add that creating an optimised business page beyond a personal profile is another important way to attract leads.

  2. Belinda Summers
    September 29th, 2011 1:42  / 

    I do agree! Thanks Bob and Alison for sharing.
    Linkedin is proven to be an effective tool to acquire potential costumers in your niche. With more and more people using it, there will be more opportunities to come your way. Just do it right coupled with great techniques.


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