8 Ways to Find Leads on LinkedIn
Have you thought about using LinkedIn to find new leads? With these simple tips you can find several leads a week that are divided into industries, ie high-quality leads! LinkedIn is the best platform for you who work with B2B, although the B2C part is continuing to grow on LinkedIn as well.
According to a survey, 64% of all visits to a company’s website come directly from LinkedIn, while Facebook accounts for only 17%. LinkedIn now has hundreds of millions of users and is the world’s largest professional business network. Using this powerful tool to find new leads can have a huge impact on sales results.
Learning to manage LinkedIn and understanding how it works is crucial to find leads and understand its full potential. Before you start searching, you need to know who your ideal customer is and what industry and job title they have. The more you understand about your target market, the better results you will get when using the search function.
There are many ways you can find and attract leads on LinkedIn. Here are 8 tips you can start with today.
1. Improve your presence
What does your activity look like on LinkedIn? Everything you do on LinkedIn is visible to everyone. Everything you commented, shared and liked is visible on your profile. Take a look at your profile, what does it look like?
Create and share relevant content, comment on interesting articles in your niche. Invite your knowledge and show that you know this topic. Use the opportunities that LinkedIn offers, write articles, make “regular” posts, make movie clips and be active in relevant groups.
The more specific you are, the better others will understand what you can help and who you can help. Make sure your message is clear in everything you do and that in the summary you also tell how you can help.
2. Improve your profile
If you use LinkedIn to build a professional network and connect with people you do not know, your profile must be optimized and complete. If you’ve never met a person before and are trying to connect with you on LinkedIn, what are you looking for and what impression do you get?
If it is missing or you see an unattractive profile picture and the profile contains only one sentence or two that describes what the person is doing, you will probably refuse that person’s request.
Would you attend a business meeting or networking meeting without preparing and showing off your best self?
However, if you see a professional image and an interesting summary, you will probably want to know more about the person.
Set aside time and fill in everything on your profile.
3. Join relevant groups & get in touch
Targeting groups in your industry make your focus more concentrated. Use the search function to find groups that are relevant to you. Then when you are active think about sharing relevant high-quality content. Make sure you are active and answer questions and show your knowledge.
One thing that many miss is that you can send free messages to other group members who are not part of your network. Some groups have high activity with many members and among them, you can find decision-makers.
You can also create your own group within your industry. Once you have created a group, fill with relevant content before you start inviting participants to the group.
4. Export your contacts
A lesser-known feature on LinkedIn is the ability to export their contacts to a spreadsheet such as Excel or Google Docs. This makes it easier to manage and follow up contacts.
How to export your contacts:
Click on “my network” at the top of the menu
Click on “see all”
Click on “Manage synced and imported contacts” in the upper right
Click on “export contacts” in the lower right
5. Create a potential customer list
Using LinkedIn’s built-in search function, you can create a list of leads. With the huge number of uses, it’s quite easy to make a list of 200-400 potential customers. Focus on the people who are in your industry and at the right level. Once you have created the list you can save it as a “people search alert” which means that your list is updated as soon as someone meets the criteria you have chosen.
You can then use this list to connect with these people. Remember to customize your message and your profile is up to date before you start sending inquiries to people.
6. Look at your contacts’ contacts
You can access your contacts and see what contacts that person has. This allows you to connect with other people who are in the same industry. Either you go into a person’s profile and look at their contacts (it works differently if you access via computer or mobile) or you use the search function and select filter “connections of” and enter the person’s name. You can choose between viewing 1st, 2nd and 3rd hand contacts.
You can also look at “people also viewed” when looking at a person’s profile. Then you get LinkedIn suggestions on people who are in a similar role to the person you are looking at. Here you can further find interesting contacts who might otherwise have passed you by.
7. Your contacts
Review your contacts. Many people build a network with quality instead of quantity. If you choose to say yes to everyone, you get a large network that may be partly irrelevant to you.
Your goal should be to make contact with those who want to talk to you. Decide on what material to share with whom and to whom. Is it white paper, movie clips, blog article or a podcast that helps the specific person? Make direct contact with the decision-maker who will help you and the company reach set goals.
8. Care for your network
You will get in touch with people who occasionally need your solution to their problems. Although it may not be the most common thing for them to realize their need until you have presented the solution. These are the contacts you should cherish. Don’t try to sell, but instead focus on providing them with relevant content.
Offer value to your contacts become known in your area by sharing relevant blog articles within your area. Get in touch and try to solve their problems. Maybe you should even offer webinars?
Plan in advance how often and what content to share so that you can position yourself as an expert in your industry. This will mean that you will start dialogues with your target group.
Generating leads through LinkedIn is time-consuming but if you do it correctly you will see a positive result. Using these tips, you can build a relevant and strong presence for your target audience.