4 Tips for Leveraging B2B Relationships with LinkedIn Marketing
LinkedIn is about so many things and not just about finding career opportunities, as many think. It’s the perfect platform to build relationships and introduce your product and/or service through LinkedIn B2B marketing.[embedyt] https://www.youtube.com/watch?v=xo_15dR-YcE[/embedyt]
It’s important for high-level professionals (CEOs, CIOs, CTOs, COOs, etc.), to network on LinkedIn. Connecting with other professionals, beginning new relationships, nurturing these newfound relationships, branding yourself and your business and using LinkedIn B2B marketing are all reasons to be using this platform. LinkedIn offers so much to professionals that it’s important to take advantage of it.
When it comes to personal branding, it’s important to create an effective LinkedIn B2B marketing strategy. Personal branding helps you gain and build the right relationships. People will be more willing to engage and accept a call to action from someone with whom they feel connected.
If you’re a high-level professional hoping to leverage LinkedIn’s powerful tools to build relationships and to market your business, here are four tips.
#1 Research your target audience.
While this first “tip” may seem intuitive, it is often neglected.
Market and build relationships with those who matter to you and for your business. LinkedIn offers a variety of tools to explore potential connections’ industries. Finding commonalities can be essential to alleviating any potential awkwardness when making initial connections and can also be an effective means to discover the ways in which connecting can be beneficial to both of you.
Here are some different types of characteristics to look for when researching LinkedIn to build your target audience:
- Job Title
- Years of Experience
- Company Size
According to LinkedIn Business, 90% of the leads coming from LinkedIn are high quality, qualified leads. Their high-level professional titles, the years of experience they bring to the table, their education, and the amount of people working for or with them are all great reasons why these people are highly qualified and on LinkedIn ready to do business!
Also, look to your competitors. Connecting with people on LinkedIn who are potential competitors gives you access to their LinkedIn network so that you can target the same people.
#2 Develop your LinkedIn B2B marketing and messaging strategy.
After you’ve researched your target audience and connected with them, it’s time to start messaging and marketing, which is incredibly important.
As RevGrow has mentioned before with regards with developing a LinkedIn B2B marketing and messaging strategy, the three items below are quite crucial to take into consideration.
- Define your objective
- Use and share content
- Advertise to your audience
Remember, when it comes to defining your objective for your messaging strategy, you need to know who your target audience is, know what you’re looking to gain, and know what actions you want your potential client or customer to take away with.
Using and sharing the right kind of content can help when it comes to marketing and building relationships. The more people who read your content and engage with you, the quicker you will begin to see the results you are looking for in your business.
Advertising is another great tool to use to target your audience. You can use paid advertising or simply advertise to your current connections by posting valuable content to your personal profile feed or company page.
Like you, your audiences’ time is valuable, so follow the three C’s when creating your message and be:
In your personalized LinkedIn messaging, be clear why you are requesting to connect and the value it could hold for both of you. Be concise with your message, avoid rambling, and be consistent with your belief that a connection is beneficial to both of you. If a message goes unanswered, it’s okay to follow up with a gentle reminder.
#3 Invest in relationships.
The relationships you build and maintain are actually your most valuable asset. It’s not your product or service, it’s not your profits, it’s your relationships! Strong connections are not built overnight. They require time, energy, and focus – and you shouldn’t wait until you need something to reach out. Communicate effectively, give referrals, provide value and feedback. Come up with reasons for both of you to stay in touch – be creative and have fun.
#4 Add value and be creative.
Adding value to your LinkedIn connections goes beyond conventional advice. Simply sending messages every month or opting them into your company’s email list is not good enough. Again, here’s where research can help. Utilize commonalities and seek out ways to help others by sharing content, engaging with them on LinkedIn, and building relationships over time.
These are the sort of out-of-your-way gestures that can genuinely strengthen relationships – and you never know what surprising benefits could result.
In a nutshell, LinkedIn B2B marketing and building relationships tie into one. Once you establish a relationship with your potential client or customer, they will trust you, which in turn increases your marketing efforts of getting them to take a look at your offer or service.
Don’t forget to really dig deep and find out exactly who your target audience is, develop your marketing and messaging strategy, invest in your relationships, and produce great value and content!
Need some help with your LinkedIn marketing? If so, we invite you to have a conversation with one of our LinkedIn strategy experts. Whether or not you decide to work with us, we will offer some insights and strategies that can help you be more successful. Here is a LINK to schedule.
You’re Invited To RevGrow’s Next FREE WebClass…
“7 Proven LinkedIn Methods to Crush Your Sales Goals in 2019” with Brynne Tillman and Mark McIntosh
Tuesday, January 22nd, 2pm CST
Looking to crush your sales goals in 2019, but not getting the results you want with LinkedIn? Join social selling experts, Brynne Tillman and Mark McIntosh, for this innovative approach to accelerating your business development efforts using LinkedIn. In this action-orientated webclass, you’ll learn seven proven LinkedIn methods that will help you consistently fill your sales pipeline and crush your 2019 sales goals!
To Register: LINK Spots are limited!
RevGrow is a B2B LinkedIn Marketing and Lead Generation firm based in Dallas, but proudly serves clients throughout the United States. RevGrow specializes in helping business owners, consulting firms and sales professionals grow their revenue by generating a steady flow of qualified leads and targeted C-level appointments, while positioning you as the authority in your field and someone prospects will know, like and trust. You can connect with RevGrow on LinkedIn, Facebook, and YouTube.
[Note: This is an updated version of the blog post 4 Tips for Utilizing LinkedIn as a High-Level Professional – Published on Sept 21, 2017