Providing Direction For Your Marketing

How to Use LinkedIn to Generate Leads for Your Biz

By Rob • October 12, 2011 • Filed in: Inbound Marketing, Lead Generation, Social Media

LinkedIn Can Help Your Lead Gen EffortsEveryone has heard of LinkedIn and for most I’d bet the first thing which comes to mind is job search. Yes its true many people use this social media channel for job search but did you know it can be a powerful and easy way to generate leads for your business?

With 100 million members representing 200 countries and all seven continents plus executives from all Fortune 500 companies using this platform you will surely find fertile ground as you search for new customers.

How do I find them?

Keyword Searches – Similar to searching with Google or Yahoo you can search the LinkedIn community using specific keywords critical to your business, job title, location, zip code and even company name.  Using advanced search allows you to further refine your criteria specific to industry and groups.  If you upgrade to paid subscription (I don’t recommend it) you can also search on company size, seniority level, years experience and interests.

Track and Trace – Look at who has been viewing your profile.  Do they fit the profile you developed for your prospects?  If so, do some additional research on their company and see how you might be able to position your products or services.

How can they find me?

Set up a Company Page – This can take a bit of time depending upon how involved you want to get but it can give you that little extra push you need to increase your online visibility both inside and outside the LinkedIn world.  Google does index these pages so why not take advantage of that extra SEO juice?  It may be just enough to push you ahead of one of your competitors.  I discussed setting up a company page in an earlier blog post titled 6 (mostly free) Ways to Squeeze the Most Value from Your LinkedIn Company Profile.

Start or join a conversation.

Join a Group – Thousands of groups exist on LinkedIn and the only way to tell if one is a good fit for you is to join it and monitor the conversations for a while; are they quality conversations or mindless blabber and SPAM?  Look for a group with lively consistent discussions. only you know how much is too much or not enough.  Once you find a good group participate frequently and remember to resist the urge to sell, instead contribute ideas and engage your potential customers.

Like other social media platforms this does take a certain amount of time investment.  It’s not something you can do here and there and expect results. Focused and continual effort is the key.

One last caveat you need to consider is that your competitors are probably doing the same things you are.  With little effort they can glean information relative to your market approach, your messaging and even the type of prospect you target just as you can about theirs.  It’s a two-way street and one you should navigate carefully, it’s the price we pay for this transparent “always on” world we live in.



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