A great quote I heard many years ago and it still rings clear today is “Your lead generation strategy is only ever as good as your ability to convert leads into sales…”
2022 has arrived and I’m sure we are all ready to go for a big year, many have plans in place for creating content, generating leads, and ultimately increasing profits this year. The question I always get asked is “Adam I’m getting more traffic and enquiries coming through this year but I’m still struggling to generate more sales, how can I convert more with my list on LinkedIn?”
Lead generation is a necessary part of growing any business. If you want to have paying customers, it’s crucial that your company has an active stream for generating leads and converting them into sales!
But generating leads isn’t as easy as one might think. In fact, it requires quite a bit of finesse and a whole lot of time. The quality of the leads being generated is ultimately the first step in generating more sales.
Here’s how you can generate more quality leads on LinkedIn without wasting your time:
1. Maintain your Profile
Maintaining a quality LinkedIn profile is the first step in any LinkedIn strategy, your LinkedIn profile is your digital business card and needs to be nurtured and updated regularly. It’s the first place a new business or potential client will go to connect and research your business.
Make sure your profile has the following elements:
- Professional Headshot
- Informative Headline with Keywords
- A Background Image that stands out and informs your audience
Check out my LinkedIn homepage for a great example of how to set up your profile: Adam Houlahan
2. Make connections
Linkedin is a place to connect with like-minded businesses and clients alike, it’s a social network so it’s vital you use it that way. Reach out, be sociable and connect with people to expand your network.
Here are some ways you can connect on LinkedIn:
- Like Content
- Share Content
When connecting with someone new on LinkedIn make sure you are being genuine in all your conversations, there is nothing worse than receiving a scripted greeting or connection message from someone you have never met before. People pick up on messages coming in that seem rushed and not genuine so make sure you’re not making those mistakes when reaching out for the first time.
3. Create and publish quality content
Usually, once someone has looked over your profile and thinks you may be someone they want to connect with they will make their way down to your recent updates and posts on your profile. Linkedin will allow you to create content in the form of updates, Images, Posts or Newsletters.
Before you start posting anything on LinkedIn you should be creating a content strategy and monthly schedules for posting your content. I have previously spoken about a content strategy here so check it out for more tips. Make sure you are using a mix of organic content and curated content that is relevant to your audience.
Make sure your content is professional and matches your brand and message across the board, the amount of content you publish and when to share is also important, creating a consistent schedule of content that you are planning in advance is the key when posting your content. For example, if you plan to post 3 times per week make sure you are consistent in making and scheduling those posts, I would suggest posting or sharing something daily. Look to leverage and repurpose older content, you could share content from someone you follow or you can create your own content, make sure you’re keeping it consistent with a good mix of all of the above types of content for best results.
4. Use Sales Navigator
Every time I run a web event about LinkedIn someone asks whether they should sign up for a Sales Navigator account. The answer is if you want to drive lead generation and sales conversions then Sales Navigator really is the only choice. Although it might look expensive it’s an investment that will easily pay for itself.
So what does Sales Navigator give you that Premium doesn’t? Here are some key features:
– It has a more extensive reach that allows you to search for targeted prospects, save, filter and monitor leads.
– You can set alerts to trigger follow-up actions and capture relevant notes.
– You can save searches to avoid having to re-run them.
– You can find clients who’ve dealt with your company before but have ‘gone missing’.
– You can identify prospects who are the most likely to respond to an approach. You also have more Inmails available for directly contacting prospects.
5. Lead Magnets
Another great way for you to stand from the crowd and generate more leads on LinkedIn is to use engaging lead magnets. This may include webinars, podcast series, engaging videos, consultation calls, virtual & automated events or Scorecard Marketing. These can also tie in with free book offers, free courses and free workshops which are all going to help entice your audience to take action and sign up for what you are offering.
Sharing quality posts with your audience about your events, free offers and marketing tools is a great way to create engagement and entice your audience to opt-in and give you a chance to speak with them directly about what you offer.
My final thought and something to always remember….
Every move and decision you make should be part of an overall strategy to create conversions for your business. Try asking yourself this key question when you are marketing your business: If I was my prospect, what would influence me to become a paying customer/client of my own?
P.S. Here are 5 ways we can help you accelerate your Lead Generation results:
1. Grab our free 4-Week LinkedIn Profile Optimisation Course
It’s the road map to positioning your profile in the top 5% of the 800+ million LinkedIn members – Click Here
2. Join our FREE LinkedIn Group and connect with entrepreneurs who are scaling too
It’s our Facebook community where smart entrepreneurs learn to get more leads and smart ways to scale using LinkedIn — Click Here
3. Take our FREE LinkedIn Productivity Assessment
Score your current presence and activity on LinkedIn against industry best practice benchmarks. Receive customised results instantly and as a BONUS you’ll get a FREE PDF download of Amazon’s Best-selling book “Influencer” Click Here
4. Join our LinkedIn Inner Circle Solo Program Click Here for more details
5. Work with our team privately
You might be surprised to know what exactly we do, it’s a little different to what you may expect. Watch this short video that outline the 3 outcomes you will achieve working with us – CLICK Here