davidmil
LinkedIn – A New Source of Lead Generation
In the last few years, LinkedIn has gained a lot of prominence as a channel for marketing and sales. Sales teams of most organizations now run Sales Navigators and LinkedIn ads as part of their lead generation strategy. But this is often an expensive and generic process. A much better solution is to train sales reps to utilize LinkedIn better.
Top 3 Effective LinkedIn Lead Generation Strategies
Building a Personal Brand
Each sales rep gets minimal sales time to make an impression on the customer. Building a personal brand in this limited time is difficult, but it can be done with the help of a few basic changes.
The first step for most brands is to completely re-do their LinkedIn profile. The profile should specifically highlight the solution provided by the brand. It's also helpful to highlight how various clients have benefitted from the brand's solution.
Marketing experts suggest asking for profile recommendations from successful clients. The basic aim is to ensure that any new visitor to the profile will immediately identify what the brand does and what problem it can solve.
The next most crucial step of personal brand building is regularly sharing helpful content about the particular industry. The company's marketing team should generate good quality content as per a pre-set schedule. You can work with content marketing teams to produce blog posts highlighting the expertise and skill-set of that executive. Short blogs and articles related to the concerned industry can also be linked directly on LinkedIn.
This constant flow of content is needed so that you, as a sales rep of a particular brand, will repeatedly appear on the home feed of potential leads. The goal of the content is to increase engagement by encouraging people to share their thoughts and opinions. Studies have found that people like to talk in-depth about their jobs with people involved in the same industry. The goal is to build connections and create conversations without directly selling to the leads. Once a good profile has been created with high engagement and traffic, it will automatically draw in sales.
Finding New Connections
Many sales reps depend on InMail and LinkedIn messaging to connect with potential leads. But in most cases, these leads are flooded with many similar messages from different brands. So it becomes imperative for you to present yourself as an industry expert rather than just one of the many salespersons contacting the lead.
The best way to find new connections is to start exploring the search and network features of LinkedIn. You should begin by exploring businesses similar to the ideal client profile. The next step is to find key employees from those companies by searching through job titles.
Once the target employees have been identified, it's time to send connection requests. When you make conversations on posts, send out connection requests to anyone who responds to them. This helps to eventually build a large base of mutual connections involved in the same industry.
It is also important to join active groups and communicate with active thought leaders. Commenting and responding to their posts can help create engagement that will be the basis for sending connection requests to a large number of leads. Whenever someone visits your profile, the person learns about the brand and its solutions.
Keep Encouraging Interactions
LinkedIn works by building a sales funnel for you. When mutual connections see your profile on their feed, it creates awareness about the brand. The leads then progress along the sales funnel by engaging with the brand content you have posted. This helps build strong leads by bringing them to the interest stage.
It is also essential to always keep track of trending topics your leads are interested in. Commenting on trending issues helps build quick engagement. You should also include these trending ideas in your general outreach posts to help increase interaction.
Sharing posts from other team members also helps boost the total engagement of the brand. Increasing sales lead generation from LinkedIn requires you to spend a few minutes every day ensuring that you can appear on the feed or notifications of the maximum number of people.
But it is not enough to just stop at increasing LinkedIn connections. Many leads often log in to their LinkedIn, approve some links, and then disappear for a few months. To bypass this problem, you should add LinkedIn connections to your sales CRM or database. Once the email address and other contact details are added to the database, these leads can be outreached through various communication channels.
The primary method of LinkedIn lead generation is to gain authority by presenting yourself or your brand as a thought leader or an expert in your field where you share value with other members of the online community. Expand your network of connections and then nurture your ideal interested prospects down the funnel.
by davidmil on 2022-02-01 05:52:05
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