There’s dozens of conversations happening right now, where your target client are watching on, and sometimes participating in. They’re looking for opinions, for help, for answers.
At this stage, you’re not sure how you can best use LinkedIn to help you generate more leads. You’ve seen that your prospective clients are in groups, and you want to learn more about the strategies that will help you achieve your sales targets.
You know that if you don’t get onto this, your competition is going to continue to dominate the conversations happening within LinkedIn.
At the moment, your opinion and your insights aren’t getting heard. Your business is getting overlooked for contracts and projects.
So in this chapter, we’re going to discover the top 10 steps to using Groups on LinkedIn to generate leads.
Why Participate in Groups?
LinkedIn is a social media platform, where we build our personal brands and attract our ideal type of client by participating in particular groups, making comments on other people’s posts and expressing our opinion and viewpoints.
When we confidently and consistently engage with our connections, and within the groups that we belong to, it gives our prospective clients a chance to learn more about us, and what we believe in.
By seeing your name come up in their LinkedIn feed, and reading your opinions, posts and comments, they start to become more and more comfortable with you. They learn that they can trust your judgement, and that you’re willing to go the extra mile to build the relationship.
Participating in groups is like attending a large business conference, like a tradeshow, and you’ve got all these rooms where they’re speakers on little stages talking about a particular topic, and facilitating discussion with their audience.
There are some rooms you won’t want to go into because the topic has nothing to do with you or your business. But they’ll be some rooms where your target market are hanging out in – these are the rooms – the groups that you want to be part of.
10 Steps on How to Use Groups to Generate More Leads
As this resource is focused on lead generation, I recommend you only select groups where your ideal of clients are spending the majority of their time, and similarly, where your potential referral partners are also spending their time.
- Have a look at your list of top 50 prospective clients that you want to target and get as a client, and have a look at their profile to see which groups they’re in.
- Go and visit those groups and see which ones they have been most active in, make a list of these groups.
- After you’ve gone through your hit list of prospective clients, and joint venture partners, you can decide which groups you want to join.
- Send a request to join the group and wait a couple of days for a response
- Once accepted into the group, read through the history over the last week or so and get a feeling for who are the key players, and what their views are. Pay attention to any comments your prospective client is making to learn more about their opinions.
- After a few days of getting familiar with the group dynamics, start to like, share and comment on topics that are pertinent to your ideal type of client. Share your insights, and knowledge regularly.
- Send an invitation to connect with your prospective client with a personalized note about being in the same group.
- Once they’ve accepted your invitation, send them a private message asking if they would be open to participating in a survey as part of some research you are conducting for their industry.
- Once they’ve accepted your request, get on the phone, or use email to ask your questions. One of the questions needs to be around “What are you biggest challenges with <attaining the particular goal>?
- Offer to send them some information that helps them solve their biggest challenges (a FREE report, an invitation to a webinar, a Video Series), then follow up with a request for an appointment.
John Logar, one of my mentors used this Strategy to bring in $40K in one month, simply by posting a few helpful tips within the groups where his target market were active. From inserting a comment in one blog post, he received 30 well qualified leads, and from those leads, he generated $40,000 within a four week period. Participating in Groups within LinkedIn works.