How to Generate Leads on LinkedIn
How to Get 200 Leads Every Day Using LinkedIn (Start This Week!)
I want to be completely honest. Sometimes social media marketing is like the Wild West.
LinkedIn has a wide range of robust analytics and marketing tools, but we often don't use them.
The reasons for this are obvious. There are so many platforms and every marketer wants to give his or her mustard. You can quickly get overwhelmed.
You rummage through countless platforms to find out which of these options best suits your company, and still quickly see:
There are a lot of great social media platforms that are simply overlooked.
And that's exactly what this article is about today: LinkedIn. The most overlooked and underrated social media platform in the world of marketing.
But first things first. I want to make a couple of things clear.
There are tons of great platforms that you can use to gain leads and expand your reach.
I'm not saying that LinkedIn is the only, or the very best, platform for your needs.
What want so do I tell you?
I want to be very clear about the hidden potential of LinkedIn. I will now show you a step-by-step process that can be used to quickly establish contacts on LinkedIn.
The great thing about my approach is that it can be extended to other social media platforms as well.
But first ... a little bit about LinkedIn
LinkedIn is the proverbial marketing diamond in the rough.
Many marketers prefer better-known platforms and ignore LinkedIn because there are still many misunderstandings regarding this platform.
- Misunderstanding # 1 - No regular users. People only use the platform to get in touch with other people they already know or to update their résumé.
- Misunderstanding # 2 - LinkedIn is too small. You have better chances with Facebook or Instagram if you want to attract good leads for your company.
- Misunderstanding # 3 - You can only contact people you know personally, which is why the platform is not suitable for lead generation.
Neither of these statements is true.
LinkedIn is a thriving social network with many regular users - over 500 million to be precise. In addition, the platform has 9 million company profiles from over 200 countries.
But numbers are just numbers.
The quality of LinkedIn users is what really convinces. These users are very active on the platform.
75% of all LinkedIn users make over $ 50,000 and 44% make over $ 75,000 per year.
Executives from all Fortune 500 companies are represented on LinkedIn and a recent study shows that 76% of all executives view their LinkedIn profile at least once a day.
This commitment is responsible for the fact that you can gain more leads with LinkedIn than with blogging, Twitter or Facebook. This platform has the best conversion rates among the largest social media platforms.
According to B2B News Network, over half of all users are not averse to buying from a company they are connected to on LinkedIn.
So it makes no sense that a lot of people just ignore this platform, because with LinkedIn you have another ace up your sleeve.
What's the secret recipe? accuracy
With advertising on LinkedIn you can not only address a target group that lives in a certain geographic region or shares certain interests.
LinkedIn can do so much more - including geographic location, current company, old employers, industry, languages, non-profit organizations and school education.
This is why LinkedIn is the perfect place to break down communications with prospects into “micro” demographics.
So we have successfully refuted the first two misunderstandings.
Now for the third. You can You can exchange ideas with every user on LinkedIn. It's a perfectly normal social network.
You don't have to be connected to the appropriate person via 1st or 2nd degree connections.
To this day I don't know what led to this misunderstanding.
For example, if you have a business and offer educational resources to people who want to go to law school - LinkedIn can help you with that.
You need to align your marketing strategy with “paralegal” or “paralegal”.
In the beginning you have to try it out a bit, once you get the hang of it, targeting your target group on LinkedIn is child's play.
Now you know that LinkedIn is the perfect platform for your marketing efforts and we also got the prejudices out of the way.
Now I'll show you how to build a network and gain leads.
Step no.: The profile optimization
Many people feel cold at the mere word.
It's so broad and so vague that you don't even know where to begin.
In our case, it means revising your profile so that the content is optimized for search queries. In addition, it must be visually appealing and well filled.
The content must also be SEO friendly.
You need to do well thought out keyword research and revise your profile to the best of your knowledge.
Do you deal with web development?
In this case, terms like “software development”, “website developer” and “website programming” are important.
With long-tail keywords you can already provide more specific information and gain higher quality traffic.
If you are a Washington DC website developer, the term "Washington DC software development" produces better results than "software development" alone.
Here is the search for "software development".
Over 97,000 results!
And here is the search for "software development Washington DC". Only 159 results.
The LinkedIn algorithm is very similar to that of Google. So you have to optimize your profile well.
But please don't write a novel.
Most people just don't have the time or patience to read long texts. It is best to stick to the KISS principle.
You also shouldn't try to outsmart the LinkedIn algorithm by stuffing your profile with keywords.
You could(and I do not handle this statement lightly) initially see results, but they do not last because LinkedIn will catch you sooner or later and your popularity will then plummet.
In addition, such profiles are totally annoying.
Even if you might not like to hear this now, your profile must be completely filled out.
This is the only way you can use the optimization strategies for search queries on LinkedIn and Google.
Studies have shown that fully completed profiles are 40 times more likely to receive a request.
You have to be strategic and plan your content so that you stick to the given character limit.
You can also create a personalized URL.
These URLs are more effective, build trust faster, are easier to remember and easier to share.
You can hide the “Also viewed” section so that the visitors to your profile really only focus on you. This little box shows profile suggestions that are similar to yours and presents your competition on a silver platter.
You can make this setting in the “Settings & data protection” area.
You can also improve your profile by creating projects.
Projects let you highlight your expertise and even share URLs.
This has two advantages:
- You can create high quality references for your website (s).
- You can show your talents and your knowledge.
LinkedIn can - and will - reward you for your efforts because most people never even come close to filling out their profile.
When your profile is complete, however, you must not forget it. You have to keep updating it!
Thanks to the updates, it keeps appearing in the feed of other users and companies.
Your posts should be useful and inviting.
You can write articles, create presentations, or write white papers and e-books to give people a reason to contact you.
Never lose sight of your goals.
Always keep your KPIs in the back of your mind and always pay attention to your most important key figures.
Step no. 2: The exchange with other users
As with any other social network, the exchange with other users is the key to success.
You have to convince your contacts on other platforms to connect with you on LinkedIn as well. Then you can look out for opportunities to use these people's contacts and networks to attract new leads.
You can also look for potential customers and contact them yourself.
Join groups and actively participate in discussions.
Ask meaningful questions and diversify content. You can also provide assistance and answer questions yourself.
LinkedIn Pulse is a great tool because you can do three things:
- Sharing knowledge
- Spread awareness
- Build authority
By sharing your own experiences or giving interviews, you can not only spread awareness - an important step in generating new leads - you can also establish yourself as an authority in your industry.
Here are a few suggestions to keep in mind when posting on LinkedIn Pulse:
Update content regularly.
You should create a schedule and stick to it. Consistency inspires trust and doesn't let you fall into oblivion.
Tuesday, Wednesday, and Thursday are the best days to post new posts. The best time to do this is between 7:00 am and 8:30 am. You can also share new content around the lunch break and then close the day with another post between 5:00 p.m. and 6:00 p.m.
These are the best times to post new posts so that your content always appears at the top of the news feed.
Write compelling headlines.
If you want to stand out from the crowd, you need to write catchy, engaging, and intriguing headlines.
Don't forget the SEO basics.
Your headlines and content must contain relevant keywords. Nevertheless, you must not clutter your content with key terms, as this would otherwise have a negative effect on readability and your credibility.
Promote the content on other social networks.
This step is extremely important. You also need to share your content on Facebook and other networks in order to send traffic to your LinkedIn profile.
You can fall back on hard facts and data to adjust and optimize your content strategy.
It's a lot of work, but it pays off in the end.
You have to make a little effort if you want to see results. From nothing, comes nothing!
If you invest more time in your profile than other users, you will be successful.
Step # 3: Advertise
A good profile is helpful for your existing network. But it is also important for making new contacts.
And if you want to expand your reach, you can use sponsored content to attract new leads.
Regular and direct sponsored content
Sponsored content is very effective because you can target specific users who do not yet know you.
Advertising on LinkedIn is very similar to advertising on other social platforms.
However, there are two key differences:
- LinkedIn has much more specific and detailed targeting capabilities. You can address very specific users. In this way, your posts will only be shown to the ideal target group and not to users who are not even interested in your offer.
- In addition, LinkedIn distinguishes between sponsored content and Direct Sponsored content.
Sponsored content is content that is published on a company website.
Direct Sponsored content does not appear on the company website.
These advertisements are much better geared towards the specific target audience. You can personalize and test your ad even better.
In order to make the right decision between the two options, you first need to know how your content will be presented in both cases.
Contents in the sidebar are e.g. B. not played on mobile devices.
Direct sponsored content that appears in the users' news feed is therefore more reliable than the banner at the top of the page.
You have to consider the different devices other users use to access your profile in order to make a decision.
This is important for optimization. You can test to your heart's content, but you shouldn't let your site sink into an infinite number of posts.
With InMail you can address people who are not yet part of your “network”. This way you can bypass the character limit.
You can send personalized messages that will appear in the recipient's mailbox.
Are you afraid of being perceived as spam?
This fear is unfounded.
LinkedIn limits Sponsored InMail so that users are not showered with advertisements.
This way, your messages are more likely to be noticed and read.
Creating a personalized and targeted message like this is easy. The clear user interface is easy to use. You can even set up multiple campaigns at the same time.
If you want to customize the sender, you have to share a 1st or 2nd degree connection with the recipient.
If so, you can write a personalized message before sending your InMail.
The recipient will then receive your message in their mailbox and can accept or reject it.
You will be notified in both cases.
It is important that InMail is only available to premium members.
Your message should be useful and interesting. It's best to look at a few examples before you write your InMail.
- Be responsive to the recipient's needs. Don't fall immediately Yours Services in the house. You have to respond to the recipient. Put yourself in the position of the recipient and respond to it as you would receiver can help.
- Be personable. This is especially true for the subject line. That’s the first impression. You absolutely can't be boring, aggressive, or pushy. You need to come across as interesting and friendly, and tailor the message to your target audience.
- Keep it short. Your counterpart also has little time. You should get straight to the point. Preferably in the first or second sentence. The complete message should ideally not be longer than 1,000 characters.
You have 200 characters for the subject line and 2,000 characters for the message.
- Use hyperlinks. You can use links, but don't overdo it. The CTA is best suited for this. You can set hyperlinks to refer to your website and direct users to a specific landing page.
- Don't ask too much of the recipient. You can't ask too much right away. You must first gain the recipient's trust by offering your help and expertise. This means that it is impossible for the recipient to say “no” later.
Do you want to measure your results?
LinkedIn has a robust analytics function in Campaign Manager. With these reports you can keep an eye on your performance and measure your conversions.
You can even embed the conversion tracking tool on your website or landing page by installing an insight tag.
To do this, you have to log in to the Campaign Manager.
Move the mouse pointer over the “Resources” area in the menu.
Then click on Conversion Tracking. You will get to a settings page where you can enter the URL of the page on which you want to install the conversion tracker.
Enter the URL and click "Next". On the next page you will find the Insight Tag.
This code has to be installed in the source code of the website in order to track your conversions.
You can copy and paste the code into the HTML section of the website.
How does the code recognize which action is to be counted as a conversion? A conversion can be the download of an e-book, the subscription to the newsletter or the purchase of a product.
When the code is installed, you have to set the conversions on the platform.
You tell the Campaign Manager and the code which behavior should be followed and what should be rated as a conversion.
You don't have to deal with complex coding. LinkedIn makes it easy for you. All you have to do is fill out one form.
When this step is complete, you will be redirected to a page where you can select the conversions you have created, which you can then monitor.
Select the actions you want to add to the campaign and click “Finish”.
On LinkedIn you can display both pay-per-click (PPC) and cost-per-impression (CPM) ads. You can also create a custom target group for these ads.
The most popular targeting characteristics for text ads on LinkedIn are age, gender, work experience, schools, degrees, and groups.
As with traditional advertising platforms, including Google Adwords, you can set bids and budget for your campaign to only pay for services provided, and then manage the metrics in the LinkedIn Campaign Manager.
Step # 4: Give your contacts what they want
If you want to get 200 leads every day with LinkedIn, you need to know your target audience and engage with your audience.
Every previous step is important to running successful marketing campaigns on LinkedIn, but this step is the most important.
Your target audience always stands first of all. If you don't address their needs and don't share helpful content, you can't expect anything from your contacts.
The users on LinkedIn want to make real and professional contacts. Stay away from sales jargon and bland marketing pitches. Instead, exchange ideas with your contacts.
Sales tricks damage your credibility.
How do you create high quality content to “effectively and efficiently influence users' thoughts, feelings and behavior”?
Research and planning, starting with good segmentation.
You can segment your audience so that you can assign contacts to specific categories and thus better target your efforts.
You need to be as specific and detailed as possible to create your own niche.
“Generation Y” is a very broad segment and therefore probably not very useful.
You are probably already familiar with segmentation based on demographic characteristics, e.g. B. Age, gender, income and education.
However, psychographic characteristics are just as important and play an important role in targeting targeting.
The psychographic characteristics and behaviors include, among others. the personality, values, lifestyle, activities, interests and opinions of your target group.
Understanding the basics will help you tailor your message to your audience.
Once you've segmented your audience, you can then trim the message to each segment for even better results.
Your tone, style and format play one role important Role because the segment of your target audience shares certain personality and character traits.
The shared content is also important.
White papers, guides, SlideShare presentations, and webinars are effective, but don't suit every audience.
You have to address the specific needs of your target audience and find out which content they prefer. You then have to make this available to them.
If you want to collect valuable leads with LinkedIn every day, that's entirely possible.
But you have to earn it.
You also don't just win 200 new leads overnight.
However, if you put in the necessary time and work, you can achieve great results and outperform your competition.
What strategies have you used to collect leads on LinkedIn?
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