As the business owner, or person who is responsible for getting the leads into your company, LinkedIn offers a wide scope of opportunity to find your ideal type of client, connect with them, and then build a solid long term relationship.
LinkedIn is experiencing exponential growth in the amount of people who are starting to log in on a daily basis, and now is the time to get your profile updated and optimised so it helps you attract a steady flow of new enquiries.
LinkedIn Lead Generation
Here are 30 tips that I’ve created to get you started on what’s important in your LinkedIn profile and lead generation activities.
If you’re interested in finding out more, please click the videos to get even more insight into each LinkedIn tip.
A Slide Summary of The 30 Tips to
Attract More Clients and Opportunities on LinkedIn
LinkedIn provides a powerful way to help you generate a steady flow of leads. These tips can be implemented within 30 minutes and you can do them yourself, or delegate it to your assistant. The important point is that you do them!
Tip # 1: Control the First Impression
Make your LinkedIn Profile provide a positive first impression by creating great content. You should create monthly articles that promote your:
- industry expertise
- thought leadership
- opinions on industry trends
Tip # 2: Attract Higher Quality Leads With High Quality Content
Know the difference between a poor quality lead and a qualified lead. Attract more of your ideal type of client by:
- connecting with your prospective clients
- sending them relevant messages
- asking the right questions via a phone call
Tip # 3: Have a System for Nurturing Your LinkedIn Leads
Nurture Your leads once they’re in your database. Smart and swift action, plus a well thought through nurturing campaign will help you convert more, and sell more.
Tip # 4: Open Your Summary with a Compelling Statement.
The first 195 characters of your summary are vital, because that’s the only part that shows up when people click on your profile. Make it compelling enough that they click the “See More” link
Tip # 5: Think Strategically About What You Share, Comment and Like
Think twice before sharing and liking other people’s posts. You’ve got to be strategic about what type of issues and content you want to be associated with. Ask yourself “What do I want to be known for?”
Tip # 6: Have no more than 2 Calls to Action
Minimise the number of ‘calls to action’ on your LinkedIn profile and in your articles to no more than two. You want to be crystal clear on what you want your audience to do next.
Tip # 7: Test and Measure Your LinkedIn Activities
Don’t “Set and Forget” your LinkedIn marketing activities. You should measure the success of your posts, comments and most importantly, your messages to your connections.
Tip # 8: Be Careful Not to Sound Too Salesy or Spammy in Your Messages
Never spam your connections with salesy messages. Stand out from the crowd by doing something different – for example, ask a question about their business.
Tip # 9 : Use the Skills Section to List Your Top 30 Keywords
Make sure your skills section features the top 30 keywords and skills that you want to be known for. Rearrange them in order of relevance so you get endorsed for all the right skills. This is great for SEO!
Tip # 10: Offer Your Prospective Clients a FREE Gift – without asking for anything in return
Have a ‘no brainer, low friction FREE gift’ in your summary section, and at the bottom of every article you create. This offer should not require them to give their email address, you don’t want to create obstacles for them to get the gift. Offer them a higher level offer off the back of your FREE gift.
Tip # 11: Check Your LinkedIn Profile Image is Warm and Engaging
Make sure your photo emanates a warm and engaging feeling when people look at it. Unfortunately, there are too many bad profile images on LinkedIn that look rehearsed, nervous and off putting.
Tip # 12: Build Your Personal Brand through a Content Marketing Strategy
Create compelling content that is targeted to your ideal type of client. Write about your best tips and strategies and use examples and case studies that will relate to them.
Tip # 13 : Turn Your Privacy Settings On Before Major Updates on Your Profile
Before making major changes on your LinkedIn profile, ensure your privacy settings are turned on! Then turn off privacy so people can get your updates.
Tip # 14: Use SEO Methodologies in Your LinkedIn Profile to Attract More Clients
Ensure your LinkedIn Headline, Summary, and Employment section all contain the top 5 keywords that your ideal type of client use to search for your type of services.
Tip # 15: Consider training Your team to do LinkedIn Marketing, or Outsource it, or use Marketing Automation.
Many of your LinkedIn activities can and should be delegated or outsourced. There are dozens of reputable training organisations teaching LinkedIn Lead Generation around the world. Also, consider using Marketing Automation to speed up the process of building your network. Examples are Dux-soup and Linmail pro, which are Chrome Extensions…but use carefully, as LinkedIn really don’t like you using them!
Tip # 16: Organise for Others to Tell the World How Fabulous You Are!
Let your prospective clients know the value you can add and the results your company generates by collecting testimonials, case studies and recommendations through LinkedIn.
Tip # 17: Stand Out from the Crowd By Writing Opinion Pieces
Become a well-regarded industry leader in your sector by writing opinion pieces on industry news and issues.
Tip # 18: Ensure Your Headline Attracts Your Ideal Type of Client
Your LinkedIn Headline is one of THE most important elements of your LinkedIn Profile. Make sure it clearly states what you do, and who you help, while using keywords to boost SEO.
Tip # 19: Highlight Your Best Testimonials with Some Graphic Design Elements
Amplify the power of your LinkedIn recommendations by creating images and positioning them under your Summary section.
Tip # 20: Use a Conversational Tone in Your LinkedIn Profile Summary
Your LinkedIn profile is not your professional bio. Use a conversational tone in your LinkedIn profile to build rapport with your audience. Use ‘laymen’s terms’ to describe what you do, and the positive outcomes you generate so anyone can understand the value you offer.
Tip # 21: Don’t Accept Connection Requests from Just Anyone
Don’t accept connection requests from just anyone! Be selective about who you allow into your network. Only accept requests from friends, clients, prospective clients, referral partners, sponsors and people from your local business network.
Tip # 22: Grow Your LinkedIn Connections to 1500 Prospective Clients
Aim to connect with at least 1,500 prospective clients and referral partners on LinkedIn. Then start building your personal brand with high quality articles, updates and messages to your connections.
Tip # 23: Put Your Contact Details in Your Contact Area, Your LinkedIn Summary and Employment Sections
The purpose of your LinkedIn Profile is to build your personal brand and attract opportunities. Make it easy for people to contact you by giving your mobile and an email address.
Tip # 24: Articulate your opinions on Industry News and Issues
Be confident in your opinions and view of the world and clearly articulate your points within comments, updates and articles. You’ll stand out and attract clients and opportunities!
Tip # 25: Make an Offer to Your Prospective Clients Once a Quarter
Once you’ve developed a good online presence, and built rapport with your prospective clients, make them an offer to try out your service or buy an entry level product to get them started as clients.
Tip # 26: Never Copy Your Competition – Stay Ahead Instead!
Don’t worry too much about what your competition are up to. Instead, focus on innovation and offering supreme value to your market.
Tip # 27: Make Your LinkedIn Profile Easy to Read
Use lots of white space and special symbols to make your headline, summary and employment section look interesting. For example: ✉ ☎♚ ♛✪►⚑➊ ➋ ➌ ➍ ➎
Tip # 28: Create a sequence of short videos to share your knowledge
If you feel like you don’t have ‘a head for radio’ then consider creating a sequence of 2 minute videos to share your best tips, and show the passion you have for what you do.
Tip # 29: Ensure Your LinkedIn Profile Links to Your Company Page
Make sure you have a Company Page so your logo appears next to your current employment section. This helps to build your brand.
Tip # 30 : Contribute in 2-3 Groups to Attract Your Ideal Type of Client
Find one or two groups on LinkedIn where your prospective clients and potential referral partners are communicating. Follow the group, and then contribute your best tips and suggestions to build your personal brand.
I hope you’ve enjoyed watching and listening to these videos?
If you need any help with implementing these tactics and strategies, we also provide LinkedIn Lead Generation services, corporate training and public workshops.
If you’re interested in checking if these LinkedIn lead generation strategies are likely to work in your business, please feel free to book in a time to chat with me by choosing a time that suits you: