Welcome to part 5 of our 5 Step LinkedIn Strategy to attract your ideal clients. If you missed part 4, you can find it here, where we discussed connecting with your ideal client. Now it’s time to nurture and convert them!
Here’s a proposed plan on how to nurture your leads from LinkedIn:
Short on Time? Here’s the Summary:
Step # 1 – LinkedIn Message with Email – Send your digital brochure to provide some more information
Step # 2 – Sales Appointment by Phone or In person
Step # 3 – Send Proposal or Present it in person
Step # 4 – Win the business or continue with the nurturing of the relationship
Step # 5 – Prospective Client Receives Email Nurturing Sequence to provide further education about the topic.
Step # 6 – Remarket to them through Google Ads or Facebook
Step # 7 – Advertise on LinkedIn with Laser Focused Targetting
Step # 8 – Email Case Study Reports to show prospective clients what results your company achieves for its clients
Step # 9 – Make Follow up calls, perhaps inviting them to another event….
Step 5 : How to Nurture the Leads You Make from LinkedIn
This is the last step in our 5 step series and it involves pursuing the leads you’ve attracted. The best way to do this is to take your conversation off LinkedIn. When someone raises their hand and responds to your messages, or they find you organically, you want to develop the relationship off LinkedIn, so you can build a strong relationship. This is where this process merges with your existing marketing strategies and as such, we’ll make some suggestions on how you can proceed, but you will need to integrate them into your own processes.
Step 1 – Firstly, send an acknowledgement to your lead via LinkedIn, but then back it up with an email. LinkedIn messages can easily get lost in the LinkedIn message box, so use this as a reason to send that first email. Confirm that you’ve just sent them a message via LinkedIn but you’re sending it here too just in case they miss it in their LinkedIn messages. Upload your digital brochure / one pager etc and from there, keep the messages flowing from email, not LinkedIn.
Step 2 – The next step is generally to pre-qualify the call. Listen to the questions they’re asking and make sure that you can help them, and that they’re a good fit for your company.
Step 3 – Arrange to meet in person if you can. This step is overlooked in today’s digital age, but good relationships start with meeting people in the flesh. Smart business people can tell a lot from speaking to people in person and its’ a great way to build relationships. If you can’t do an in-person meeting, a video meeting is the next best thing.
Step 4 – After the meeting, send your proposal.
Step 5 – Follow up with some personalised emails, sent once a week, fortnight or month (the duration will depend on the typical lifecycle of your sales pipeline). The emails should give them some great insights into your company and your methodologies. Share case studies of clients that you’ve helped.
Step 6 – Remarket through other channels. You can use alternative social media platforms and your own website. Speak to a Google ad consultant to make sure your Google Cookies are there and that you’re gaining all the information you can from your client’s traffic.
Step 7 – Advertise on LinkedIn. You will definitely want a professional to help you with this as it’s fairly expensive at approximately $5.50 per click. As a result, this tends to be the domain of bigger businesses who can devote $10K+ per month to it.
Step 8 – Share your Case studies. Show your market that you generate good results. You want them to feel that they have missed out by not making their decision when they did. Fear of missing out (FOMO) is a powerful emotional driver in the decision-making process.
Step 9 – Phone calls. Touch base with your client personally from time to time. A great pretext for a call is to invite them to an event you’re hosting or attending.
A mix of these activities will provide a varied approach to your nurturing process and they’ll all get your clients off LinkedIn and communicating with you directly. Hopefully, this translates into the client accepting your proposal. But after a while you will need to make the decision about when to move them off your lead pipeline. This is something only you can determine.
In summary, we’ve covered a lot of ground in these articles. Bonnie Power and the Perfect Boom team have developed and refined this 5 step process with clients from the professional services sector across a range of industries and we’re really excited to share it with you. If you’re interested in getting help implementing these strategies in your business, we can spend anywhere from 90 minutes to 3 hours per day building your business via LinkedIn. Please feel free to reach out and if we can assist in any way. We’d love to hear from you.
- Missed Step 4? View the video training on Step 4 of our LinkedIn Marketing Strategy
- Ready to Learn more?
Speaking with a LinkedIn Expert can give you clarity in what you want to achieve on LinkedIn, and how you should be positioning yourself and your company, so you are recognised as an Industry Leader.
Contact Bonnie Power via email on bonnie @ perfectboom.com or by phone on 1300 979 640