Last Updated on August 5, 2020
LinkedIn is often overshadowed by other social media platforms such as Facebook and Twitter. Described as the most professional or “buttoned-up” social network, this online marketing tool offers much more than just the ability to act as a contact management tool. When used to its full advantage, LinkedIn can also serve as a powerful sales prospecting tool. There are actually many different ways in which you can use LinkedIn for business and generate valuable and targeted leads.
In today’s technologically advanced world that means also managing your online presence. This is where LinkedIn for business excels. The key to maximizing that potential is in understanding how to make the most of your LinkedIn profile, company page, and groups.
More Than A Profile
Your LI profile is more than an online bio. It’s a way for others to search on your skills. Don’t forget to add skills and expertise tags as they make you even more visible in searches. A pet peeve of mine is starting sentences with “I,” especially in the summary area. It’s not about you… but about what problems you can solve for others. When you share information that’s customer centric, it’s more relevant and interesting. Same goes with a company page. It’s an opportunity to strut your stuff and talk about your services. A hidden gem in the company page section is digging into follower and page statistics. Check out who has been checking you out. There may be a potential prospect who is looking at you and your company. You can also view the statistics related to industry and type of position held.
Generating Leads through Participation
One of the biggest mistakes many people make in using LinkedIn is failing to take action after they join. Joining LinkedIn will provide you with immediate access to a vast network. It’s the interaction you have within a group that provides the best opportunities to generate leads. Simply joining and lurking will provide you with few, if any, benefits.
To find and cultivate sales leads, respond to topics of discussion and even post topics of your own. Make a point of targeting and joining groups that appeal to your ideal prospects, not just your professional colleagues or cronies. Leave comments, offer answers to questions, and actively participate in discussions. This will take some time, but it is an excellent way to use LinkedIn to mine for potential qualified prospects. It is also a powerful way to build up your online presence and establish yourself as an authoritative expert within your field.
LinkedIn for Business Events
Hosting an event is another way you can make use of LinkedIn for business and cultivate leads online as well. LinkedIn provides an events platform that allows you to target large numbers of prospects quickly and easily. One of the best benefits of this feature is that it can quickly go viral, allowing your message to be spread automatically for you. You can also send event invitations to prospects who would be most interested based on a geographic region, niche, or field.
What success have you experienced in using LinkedIn for business? What tactics would you recommend?