Have you struggled with how to use LinkedIn to find qualified leads and new clients using social media?
Maybe you've heard of people who use Linkedin for social selling and client acquisition, but you haven't figured out how to do it effectively for your business.
If so, you are not alone. In this post I share how to use LinkedIn (the right way) for more leads, clients and sales.
GUEST POST BY MELONIE DODARO | 26 APRIL, 2018
Regardless of the social media platform you use, attracting today’s buyer requires a shift in the sales dialogue from “What can I sell you?” to “How can I help you?”.
Today your personal brand is more important than it’s ever been, as people are looking to find out more about an individual before they do business with them.
Seven seconds is all you have to wow a potential client. Your social selling success is dependent on how your LinkedIn profile represents your personal brand.
With all of these challenges, there is still tremendous opportunity. You now have tools available to you to connect directly with your ideal prospects, with the click of a button.
And while everyone has been talking about social media for years, few talk about the power of LinkedIn. I believe many businesses ignore LinkedIn for two primary reasons:
- It isn’t sexy.
- It isn’t fun or exciting.
While LinkedIn may not be exciting, getting new clients and having a successful business certainly is!
How to Turn LinkedIn into a Lead Generation Machine (Infographic)
There are five crucial steps that will turn LinkedIn into a highly predictable lead generator for you; I call this The LINK Method™.
In the infographic below I will share with you the five-step process, what you need to have in your profile to attract your ideal clients, trigger events that allow you to build relationships with your prospects on LinkedIn, how to leverage existing relationships, and much more.
Are you interested in discovering how to use LinkedIn as a lead generation machine? Take a look at the infographic below:
I believe that when you stop collecting connections and start building relationships, you increase trust, credibility and attract more clients. This is vital because effective social selling is all about building relationships and trust.
Two Serious Social Selling Mistakes
The beauty of LinkedIn is that it is a platform that was designed to help you find, connect and then build a relationship and trust with the exact group of people that comprise your target audience.
Yet people continue to make two very serious mistakes with LinkedIn and social selling.
Mistake #1: They rush to a sale right after connecting with a potential prospect.
Mistake #2: They never move the conversation offline, or don’t know how to, as it’s offline that you convert a prospect to a client.
Here's what they can do instead, by learning how to use LinkedIn to build relationships…
How to Use LinkedIn to Build Relationships
If we look at the LINK Method™ outlined on the infographic above, Steps 2-4 are highly important for building those relationships before you move the conversation offline, as follows:
- Find Prospects
- Make First Contact
- Engage in Dialogue
- Build Relationship
- Move Conversation Offline
Many people trip up when working out how to make the first contact effectively. They mistakenly focus on selling instead of looking for opportunities to engage in meaningful dialogue (and focus on helping).
The following “Trigger Events” are perfect opportunities to practice moving from Step 2 to 3 and making the pivot from “What can I sell you?” to “How can I help you?”.
- They viewed your profile.
- You find a prospect you want to connect with.
- Your invitation to connect is accepted.
- Job change.
- Mentioned you.
- Updated their profile.
- Liked, commented or shared your LinkedIn Publisher post.
- Liked, commented or shared your LinkedIn status update.
- Endorsed you.
- You received a recommendation.
- They were mentioned in the news.
- They've published an article on LinkedIn.
- They've posted a status update on LinkedIn.
Trigger events like these allow you to comfortably engage and build relationships with your LinkedIn connections (potential prospects).
A Blueprint to Use LinkedIn for Social Selling
LinkedIn is the premier business platform for social selling and the tips shared in this infographic represent just a small portion of the blueprint laid out in my brand-new book LinkedIn Unlocked: Unlock the Mystery of LinkedIn to Drive More Sales Through Social Selling.
In LinkedIn Unlocked you will learn a step-by-step system that will help you generate a steady stream of new leads, clients, and sales on LinkedIn in under 30 minutes a day.
To celebrate the launch of LinkedIn Unlocked, there is also $221 in free bonuses, including a companion workbook with all of the exercises, worksheets and templates provided in the book.
Click here now to learn more about LinkedIn Unlocked and the exclusive bonuses.
Over to You
Are you using LinkedIn for your business?
If you are, what approach to Social Selling works for you?
Note from Donna: I invited Melonie to contribute this guest post as I wanted her to share her new book and expertise with my audience. This is not an affiliate or sponsored post. I benefit purely from seeing you learn from one of the best LinkedIn experts in the world!