Lead generation can leave people scratching their heads. Businesses know that growing their customer base is important, but sometimes they can’t think of appropriate and financially responsible ways to do that. Cold calls and cold emails can feel invasive to some potential leads and be counterproductive. So, what’s a business to do?
This is where social media can be a cost-effective way to grow leads. Specifically, using LinkedIn to its full potential can be an asset to your prospecting efforts. This article will give you some great LinkedIn prospecting tips that you can start using today.
LinkedIn Prospecting Tips: ProTip 1
Engagement is key to many social media algorithms. However, when prospecting, it’s important to remember that what you do on social media from your business page is a direct reflection of the morals and values of your business. As you continue to engage with LinkedIn, the algorithm will show you more and more content that meets the interests of your account.
Even better, the more you engage with relevant posts, the more likely you are to come across your target audience. The easiest way to engage with a relevant post is to click “like”. As your engagement rises, people will start to associate your name and profile with the high-quality posts that you are engaging with. Therefore, you need to make sure the content you engage with is quality content.
The brand recognition you are creating by engaging with quality posts helps your future interactions with possible leads. Use LinkedIn groups to find posts in your niche.
There are two big mistakes you can make when engaging with “likes.” These are, liking low-quality content and liking too many of one person’s posts at a time.
LinkedIn Prospecting Tips: ProTip 2
Following is another engagement activity that can generate leads. As you are trying to gain leads, it’s a good idea to follow members of your target audience. This is another way to get potential leads to recognize your brand name.
As you engage with their posts and content, not only does your brand name become familiar with potential leads, but you can also learn a lot about the person. When you interact with the person repeatedly, you will learn about their thoughts, habits, and interests.
LinkedIn Prospecting Tips: ProTip 3
Messaging your potential lead can make or break you. It’s important to craft a thoughtful and meaningful message to make your first solid connection with your prospects. When you utilize LinkedIn’s InMail, you have an opportunity to use a tool with a higher click-through rate than normal email.
If you use this tool and the information you have gained by engaging with your prospect’s content, you are likely to create a meaningful connection that will move this prospect or lead further along the sales funnel. You do not want this message to sound like it is copied and pasted. It should be tailored to each individual with their content in mind.
As you craft your InMail message, make sure to include a call to action. That call to action should be some sort of meeting with you to discuss how your business solves their pain points. At this point, you should know at least one of their pain points because you have been following and engaging with them and their content.
InMail can be a great resource for you; however, there are a few things to be wary of as you work with this tool. Make sure you do not:
- Copy/paste generic messages
- Do not use more than one call to action
- Do not create spam for prospects to ignore
Finally, make sure you only reach out to those who you have been engaging with so you can get positive results)
Want More Tips?
GreenStar Marketing is here to help you gain prospects and leads through an effective LinkedIn marketing campaign. If you would like to learn more about LinkedIn, other social media platforms, and how to move prospects through the sales funnel, contact us today.
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