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LinkedIn for Business: A Sales Tool

August 17, 2012 //  by Alyson Harrold//  Leave a Comment

Updated February 28, 2025

Reading Time: 2 minutes

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.

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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?

Category: Social Media// Author: Alyson Harrold

About Alyson Harrold

Alyson is Co-CEO and Chief Storyteller. Prior to forming the agency, her career spanned media (NBC-TV affiliates and city magazine, international ad agency) and positions like C-Suite financial services marketer and digital marketing consultant. Alyson learned how the right medium with the right message can attract the right audience. With her team, Alyson helps brands have meaningful customer interactions. Now she teaches those lessons—among others—as a UC Berkeley Extension instructor in her SEO and Digital Marketing courses since 2014. Alyson shares her knowledge as a speaker at preeminent digital marketing conferences around the country like Digital Growth Unleashed and more.

Previous Post: « 9 Things Not to Do in Social Media Marketing – Part 2
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Reader Interactions

Comments

  1. Caroline

    March 13, 2013 at 9:47 am

    Have you ever considered writing an ebook or guest authoring on other sites? I have a blog centered on the same information you discuss and would love to have you share some stories/information.I know my audience would appreciate your work.
    If you’re even remotely interested, feel free to send me an e mail.

    Reply
    • Alyson Harrold

      March 15, 2013 at 2:45 pm

      Sounds intriguing. Let’s connect offline.

      Reply

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