What is Lead Generation? And why you need to use LinkedIn? In the world full of vague information, only numbers speak the truth. Today you may have a business that has got a phenomenal marketing team who’re consistently making millions of reaches throughout the campaigns. But then again, is it actually derivative to your business? It seems like a million are knowing about the service of the brand, a hundred thousand are remembering it, only a thousand are taking it on a good note and at last hundreds are making monetary value for you in return.
Since we all know we’re in a digital era where there’s no place for old school tactics such as cold calling or SMS. With the evolution of engaging mediums, the way of lead generation has changed too. But here’s the catch. Most of the business doesn’t think in a realistic manner for which they struggle to generate quality leads. Out of many digital internet solutions, LinkedIn has been one of the most underrated media to generate good quality leads. Today, let’s have a look at the tips by which we can actually convert the potential reaches into loyal customers of any business.
Completion of the LinkedIn profile
Take a moment and think about how a teacher reacts toward an uncompleted answer script. Yes, just like the same way a visitor loses his/her interest when they don’t see enough information in the LinkedIn profile. Even if the profile is full of information, all information has to be updated from time to time. So, if you want to have a good start – start by completing your LinkedIn profile.
Add your job titles, working experiences, academic background, projects, and professional achievements. Briefly describe and try to highlight the significant activity in each segment. Mention your role in every job description and be really precise about your roles so the visitor can have a clear concept. In the end, please take note to add your professional skills so that any visitor can catch the potentiality they’re looking for in you. After the completion, ask for a recommendation from your connections. It can be from your ex-supervisor or colleague. This thing will help you up to get lead generations.
If you’re creating a company page then you must provide some core details such as your company size, location, the operational years of the company and so on. Do not forget to add your company contact details and always use the company logo as the profile picture of the company page. If there’s a website of your company then add the website URL to lead the visitors toward your company’s website.
SEO in LinkedIn
A fun fact is whenever it comes to search engine optimization, everyone assumes it to be embedded in Google, Yahoo and Bing only. But here’s the catch. Search Engine Optimization principles are applicable in LinkedIn and other social media too. It ensures our name or company appearance whenever someone searches for any sort of products or services to people, on and off LinkedIn. As a result, it creates a push that drives visitors into our profiles or the LinkedIn page.
First thing first, what needs to be done is to have sound knowledge regarding search queries and phrases that our target group is likely to use. Perfect keyword selection makes us rank higher and get us to the top of the LinkedIn search engine. One another notable thing is, long-tail keywords helps us to get more specific leads.
Just to say an example, you’re a sales consultant in Dhaka city. You would want your profile to pop up when it says “Sales consultant Dhaka”.
If you’re running a company page, then you should go for adding a website URL so that it derivates to top your profile in the LinkedIn search engine. It will give you the extra benefit and will help you to drive traffic on your website where you can have some potential leads for your business or service.
If you have got the relevant keywords for your business then incorporate them into your profile and observe how the visitors respond toward your profile.
Communicating with the visitors to get lead
Since LinkedIn is a professional social media platform, it comes up with some really interesting features. One of the most interesting parts is the ability to see who has viewed our profile or LinkedIn page. When someone visits our LinkedIn profile it sends us an email. In most cases, we end up ignoring such emails and as a result, this doesn’t go any further. But if we take a deep look, then we can see there can be some potential leads for our business/service.
If we can see it in this way, there has been a visitor to our profile because he/she might have an interest in the service that we’re offering. And it has been tested around that responsiveness to their actions end up converting visitors into customers. So, when you’re having a number of visitors into your profile, have an email ready with proper body context that briefly describes your services. Have an automated option where one click would directly lead them to take a detour on your website and finally always use the call to action in your email.
Always keep a track of the incoming emails regarding who has viewed your profile. You can also use “who’s viewed your profile section” in the “profile” drop-down menu in your LinkedIn profile. This will be helpful enough to generate leads and detect potential customers for your business.
Starting with the people around us
So, everything is almost set and you’re quite good to go but you don’t know where to start. For a good start, it’s not necessary to start with the exact targeted group of people. Rather start with the people around you. As your colleagues in your office can be a great help for building your profile even stronger. You should always encourage them to share your content in their own LinkedIn profiles.
That will help down you to increase your potential networks on LinkedIn. If you’re a brand then it would increase the brand awareness of your business, excel the brand credibility, driving website traffic and finally generate quality leads for your business. Apart from your colleagues, even your supervisor or project coordinators can be the one who’ll be doing the job for you.
For having a good start you should also keep that in your mind, the people who’ll be sharing your content should have a completed LinkedIn profile for the much better impact. You can ask your friends, supervisors, seniors, and peers to enlist your company as their employer. In such a case, you can provide a link to your page.
For the starter, it will be helpful for you to have your profile or brand in the front row of people.
Content to Engage in LinkedIn
Till now, it was all about the procedure or as a metaphor you can say the appetizers. But here comes the main course for your LinkedIn profile or page. And that is content. But how you’re going to do that. Let’s have a look.
Remember the keywords, that we have detected for making our profile to the top of the LinkedIn search engine? Now it’s time to utilize that and use it to gain visitors and grab huge attention. Remember, creating content doesn’t mean something all about creativity and humorous. Rather a perfect relevant content resembles a precise message which connects a visitor with your company or the services you’re offering. For retaining a higher number of visitors, you must publish original, high-quality and simple connecting contents.
Start by thinking about why people should invest their time to see your business. What’s in it for the visitors? There are millions of visuals, blogs, and articles getting published then why should they come to you. If you go through the process you’d be able to see or capture the demand which you may fulfill by your services. And exactly that’s where you’d be able to produce some good content to engage people into your business.
In terms of LinkedIn Lead generation, there are several types of content that you may produce. There is a minimum of 5 types of content you should be posting on LinkedIn. Those are:
Blog Post distribution in LinkedIn
Blogs posts are a great way to enrich engagement, increase brand awareness and reach. When it comes to blog content, introduce it with a personal comment in the first place. If there’s any URL in the content, then don’t forget to make it short. You can always find tools like Bitly to shorten your URL link. The thumbnail of the post should be relevant and catchy so that it can grab people’s attention to take a look over it. Amplify the reach of the blog by promoting published articles on LinkedIn.
LinkedIn is a great place for business to business marketing. Since the users right here are also always seeking news or information related to their industry, it’s quite feasible to convert them as your potential lead. The users here are more likely to post and to know about different case studies, reports, and white papers. By sharing the trendy information of any particular industry will make the users follow your page where you can push your services and have some potential leads for your business.
How-to posts to generate good leads
Since we’ve got to know that people in LinkedIn tend to know more about their industry’s latest information, you should always have how-to posts in your content bucket. For example, How to generate ROI from digital marketing campaigns will catch the attention of all the digital marketers who’re trying to get a good return on investment.
No matter how much we say hard work is the key to success, people always prefer hacks back to their minds. So, the more you will have hacks regarding anything like productivity, motivation, leadership or professional success, the more people will like your content.
Photo and Company Updates
Always keep your audience updated about how you’ve been doing or what project you’re working on now or what’s up with your company and so on. And don’t just update but also visualize them the current scenario of you/your company.
Now the question is how and when you should be posting your contents. Is there any sort of content routine structure that we all need to follow? The answer is no. There’s no such specific content routine however there are some essentials you might want to follow every day in terms of posting contents. Those are:
- Listen to your audience
- Follow other company’s contents
- Try to incorporate facts
- Always try to have something different
Posting regularly is a must for generating leads
One of the most crucial challenges is getting connected with the visitors as well as the connections daily. Even if your contents are rich and high-qualified but if you don’t keep the connection for a while it will drive people to switch off from your business and as a result, you will lose a huge stack of potential consumers. Apart from that, your growth is also a matter and how can you keep growing that’s also something to think.
For solving all this issue, you can have one particular solution which is posting contents daily. Think of it in this way, you’re in a relationship that you adore so much. But just ask yourself how would you feel if you’re not able to talk with your favorite person for a long time. It sounds weird but it’s the truth and ultimately it’s a simple reflection of a relationship between a brand and its customers. For sustaining in the long run, it must have something that keeps the customers here as well as bring more leads from the visitors on LinkedIn.
If you post daily content, then people would start following you to have your unique perspective and get relevant and useful information data that are reigning as the latest information in that market. As a result, it will enlarge the community who are taking services from you or seeks to take service from you in the future. One thing that we must keep in the mind, daily content is like the water that we provide to the plants. If it gets stopped then it would start affecting.
An effective way of increasing the audience as well as engaging people into the service is to join all the relevant groups on LinkedIn. It’s one of the best possible ways to generate leads for your business.
After joining the groups, it will be your sole duty to contribute to the group. Like sharing your content, including links of your website, providing special offers to the people of the group. And don’t just get restricted into one/two groups only. Expand your horizon and join all those groups that might be remotely related to your business that will help you to grow further. Apart from that, start establishing relationships and build connections with the people. That would help you out to build your reputation and establish as an industry expert. That would ultimately drive people in your business and it would be possible for you to convert them into your consumers. Always follow some basic don’ts like over-promoting yourself otherwise it would be deleted through the LinkedIn spam filter.
So after all these procedures, you would be able to have a huge number of people into your Linkedin connection. But don’t just keep them as your connections, rather use them to generate leads by giving them heads up. The sponsored email feature would be able to target the exact people by inputting the data. This will help you out to reach your connections with the latest services you’re bringing on to your business and even if they’re not converted solely into your consumers but that would still help you to create a good brand image.
For a high quality sponsored email, it’s suggested to use a bit of eye-soothing color and the logo in the email. Keep your words short and exactly let the person or individual know about the latest service or the impact of the current service that you’re offering.
Always have your auto quotation ready so that you can instantly act on the basis of your customer’s reaction toward your services.
LinkedIn says, “Sales Navigator is a powerful set of search capabilities, improved visibility into extended networks, and personalized algorithms to help you reach the right decision-maker.” It’s one of the best tools a sales-person can have. It allows the sales executives to come up with contacts within the LinkedIn platform.
It’s a social selling platform that LinkedIn provides to the salespersons. This tool includes features like finding the right prospects to build trusted relationships. With this tool, you can have the right kind of search and filter features. It also comes up with some useful insights that pave the way for a deeper understanding of leads. With this tool, you can engage with the visitors at a far more personal level.