Generating Inbound Leads With LinkedIn
Website calls-to-action (CTAs), free whitepapers and e-books are just a few tactics most marketers use to generate inbound leads. Did you know there were several opportunities to generate inbound leads with LinkedIn?
Take Advantage of Profile Information
People provide a lot of important information on their LinkedIn profiles. This information can be used as a way to start conversations with your prospects. Review profiles and use commonalities, like, “I see you went to Michigan State. That’s my alma mater, as well, Go Spartans!” or “I noticed you volunteer at Toys for Tots; my son and I give to them every holiday.”
Don’t be afraid of a little homework when it comes to crafting direct messages for your LinkedIn first degree connections. These are the types of things that resonate with people, and when you connect with someone on a more personal level, they are more likely to want to do business with you.
Leverage the Recommendations People Write
When people write a recommendation for your LinkedIn profile, this is social proof that attracts other prospects. Social proof carries more weight in buying decisions than marketing content does. It also bears more weight on LinkedIn than Skills Endorsement, since people are aware that not everyone knows if the person has experience in the skill they are endorsing.
Having happy customers write thoughtful recommendations for you is a way to passively attract leads that will have a sense of trust before they engage with you.
Leveraging Your Brand Followers
There are people in your network who can be considered brand followers. Some of them may be clients and others may be prospects, but they like and share most of the content you post. These people are publicly endorsing you to their network each time they share your posts.
This is an aspect of LinkedIn lead generation many business owners don’t fully understand. Unlike Facebook, LinkedIn doesn’t limit your organic reach when you post an update. If you post valuable content, and your network consistently shares your posts, you are attracting people to your brand and generating trust far beyond your first-degree connections.
For instance, if you share a post and 10 of your first-degree connections share it. Each of those connections has 1,000 first degree connections of their own. You just reached another 10,000 people who are beginning to know, like and trust you. If even 1% of those people reach out to you to connect, that is another 1,000 possible prospects you added to your network with no additional effort on your part.
Leveraging Your Brand Awareness
LinkedIn’s algorithms rank people’s profiles based on keywords in their profile, the number of views their posts receive and other sharing data. The higher you score in those algorithms, the higher you appear in LinkedIn’s search results.
This means that prospects who have never heard of you can easily find your profile when they conduct searches on LinkedIn. LinkedIn influencers are also more likely to come across your content. And if a LinkedIn influencer shares your content, your brand awareness has the ability to go viral.
Leveraging Referral Traffic
One of the reasons businesses are often on social media sites like LinkedIn is to attract people to their company website. Guiding your prospects to your website is another LinkedIn lead generation strategy that generates inbound leads.
If you guide people to key pages on your website with your social media content, this referral traffic has a higher chance of converting to leads than those who find your website via search engines.
People typically go to your website from a social media site because they are already a brand follower or someone they know shared your information with them. This means some of the awareness and trust that are so vital to sales conversions is already present before they visit your site.
These people are more likely to engage with your website, either by downloading lead magnets, subscribing to your blog or filling out a contact form. These warm leads are already aware of some of what your company offers when they are ready to speak to a salesperson, so it is easier to close them in a shorter period.
Prospects that come to you because of social proof, people requesting to follow you, attention from influencers and increased referral traffic are some of the many benefits of an effective LinkedIn lead generation strategy. Maximize your social media efforts with LinkedIn to generate revenue and increase your return on your LinkedIn investment.
Are you ready to learn how? Book your Free LinkedIn Strategy Session today!
RevGrow is a Lead Generation and Business Development firm based in Dallas-Fort Worth and proudly serves clients throughout the United States. RevGrow help businesses grow their revenue by generating a predictable flow of qualified leads and appointments using LinkedIn. To get these results, RevGrow positions you as an authority in your field and someone prospects will know like and trust. You can connect with RevGrow onLinkedIn, Facebook, and YouTube.