BUILDING LINKEDIN LEADS IN 2019: THE ULTIMATE GUIDE - SOCIALMINDR
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Building LinkedIn Leads in 2019: The Ultimate Guide
Building LinkedIn leads Today you’re going to learn about Building LinkedIn Leads in 2018: The Ultimate Guide. In fact, by using these exact strategies, we were able to increase Lodex’s lead conversion rate by over 200% across 4 months, and create over 42,000 connections. The best part? These aren’t technical, and can be reproduced with ANY industry. Let’s jump right in...
How you can gain access to rapidly
growing audience
It’s no secret that LinkedIn is one of the most powerful business platforms available in the
market, but unfortunately, as Melonie Dodaro has suggested, it’s an “untapped goldmine
of leads” (2018) that is proven to generate more revenue for almost any business, but is
rarely taken advantage of.
With over 526 million users as of September 2018, it shouldn’t actually be a surprise that
approximately 94% of B2B organisations embed this platform into their marketing mix
(Omnicore 2018), but many miss out.
LinkedIn Audit
Before you can actually begin to send messages to prospects,
and start generating at the very least, a warm lead, you need to
conduct an audit of your LinkedIn profile.
To unlock this powerful tool, assess yourself using this modified
version of Dodaro’s LinkedIn Quality Score, and ask yourself:
STEP 1
“Am I getting the most out of my profile?”
YES NO
10 I have keywords in my profile that I want to be found for.
9 I receive at least 100 views on each of my posts.
8 LinkedIn reports that I show up in at least 30 searches every day.
7 LinkedIn reports that at least 10 people view my profile every day.
6 My current experience is described in my profile
5 My profile is complete including past work experience, education, etc.
4 I receive at least 10 new connection requests each week.
3 My profile is written to focus on the clients I’d like to attract.
2 My profile presents a comprehensive picture of who I am and what I do.
1 LinkedIn had helped me general several leads for my business
Goals and KPIs
Once you’ve assessed what needs to be
improved, it’s time to take it one step
further through SMART goals, and KPIs.
Perhaps at this moment in time, you’re
not even generating any leads from
STEP 2 LinkedIn, so go ahead and make that
priority number one. How can you begin
writing SMART goals? Well, follow this
exact formula!
Specific What will be accomplished? What actions will you take?
Measurable What data will measure the goal? (How much? How well?
Achievable Is the goal doable? Do you have the necessary skills and
resources?
Relevant How does the goal align with broader goals? Why is the
result important?
Time-bound What is the time frame for accomplishing the goal?
e.g. Reach 100,000 new unique site visitors per month by November 21st
2018.
Your KPIs will then come down to the specific metrics you would like to
track, such as weekly conversions, connection rates or reply rates.
Ultimately this will be based on your SMART goals, and what you aim on
tracking to achieve those specific aspects, and for this reason, this step is
undeniably flexible to your business goals.
Build your target
audience
Unless you’ve predefined this in your
marketing strategy, this next stage involves
creating a specific target audience that you
can use to keep your future messages (we’ll
touch on this later) consistent, as well as
STEP 3 optimize your LinkedIn profile for your most
interested prospects or connections.
As HubSpot has stated, creating a persona encompasses “the various needs,
goals, and observed behavior patterns among your real and potential
customers” (HubSpot 2018). By capturing these unique elements, you will not
only be able to tailor your messages to specific prospects, but gather
segmented feedback to refine your message, as seen in step six.
To begin, you can create a table as simple as the one below, inserting a name
and description to get you rolling.
Industry Position Pain point Key words Touchpoint
Don’t forget!
The persona’s goals and challenges are crucial in understanding how you’ll
communicate to them, so at this point, take a deep look at some profiles with
your target role in mind, and begin to analyse their LinkedIn profile
descriptions, experience and skills.
Now, if you want to start generating tens-of-thousands of connections, like we
did for Lodex, you’ll also have to establish some demographic details, although
tailor where necessary to fit your target audience.
- School
- Industry
- Past Companies
- Current Companies
Optimise your profile
Whilst optimising your profile is quite
optional, we recommend that you
implement a few of these tactics amongst
your profile, since approximately “80% of
B2B leads come from LinkedIn vs. 13% on
Twitter & 7% on Facebook” (Omnicore
2018).
STEP 4
Thanks to this fantastic article from Launch Recruitment, you can begin with
the following tactics:
1. Upload a professional profile picture
a) Get this! Your profile is 14 times more likely to be viewed with a
professional headshot, compared to leaving it out. Although not
your entire target audience may view your profile, see this as an
effortless step in creating security and trust, and therefore rapport
with your leads.
2. Include keywords in your summary
a) Based on who you plan on targeting, we recommend that you
tinker with your summary in order to further build a consistent
message with your target audience.
3. Reorder your skills
a) Adapt the order of your skills to suit the target audience. You may
find yourself gaining future endorsements, or alternatively
intriguing your leads even further.
4. Publish posts regularly
a) Our recommendation? See what useful articles you can take from
your organisation’s website (which relate to your target audience).
Before posting, ask yourself “is this something I would read?”, and
if the answer is “no”, it’s unlikely your target audience will care, and
in future, this could damage your reputation of being credible.
5. Upload a header image
Shifting your style
Out of each step, perhaps this is
the most important!
STEP 5
As you’ll hear from Melonie Dodaro, CEO of Top Dog Social Media, the
fundamental change in attracting leads on LinkedIn is shifting from a
sales-based approach to a value-based approach.
If you open your LinkedIn right now, I can almost guarantee you that
your inbox is filled with sponsored messages that (ironically) provide a
lower ROI than organically sent messages.
In fact, by using the exact template below, we increased the connections
of a Lodex account by approximately 125% - from 12,000 to 27,000 in
under 4 months. What’s more? Those connections turned into powerful
leads, simply from widening the funnel, and adopting a value-based
approach.
Otherwise put, change the invite message from “what can I sell you?” to
“how can I help you?”.
Hi [insert their name],
I’m a [insert role] from [insert company name] that specialises in [insert
value proposition].
It would be great to have you on my network, and hopefully collaborate in
the near future.
Kind Regards,
[insert your name]Go big, or go home!
Now, if you want to reach and connect with
prospects beyond the 42,000 achieved with
Lodex, you’ll need to find a tool that can
automate those processes for you, and that’s
where a service such as SocialMindr can
STEP 6 assist.
We not only takes care of the previous six steps for you, but can
provide personalised messages for each of your segments,
alongside 24/7 support.
We can provide a free consultation, analyze
your current LinkedIn lead generation
strategy and assess where improvements
can be made.
If you would like to find out more
information, book a free consultation and
let’s have a chat over coffee.You can also read
