In our previous blog, we discussed Lead Generation and the concept of generating quality B2B leads through reaching out and creating a connection between the potential customer with your product and services.
As mentioned, Outbound Leads have great potential in generating a steady stream of leads for nurturing and producing long-term results. We briefly touched on making use of LinkedIn as a networking platform to build this target audience.
Now let’s look more closely at how you can start leveraging LinkedIn for quality results.
Optimise Your Profile
Start with a strong presence on LinkedIn and set yourself up as an industry expert. Don’t underestimate your online reputation especially when you’re building new network connections and opportunities. You want to put on the best front and be seen as a thought leader. Optimise your professional profile and position yourself before your start.
Identify Your Customers
The next step is to do some research to find your potential customers so that you are targeting the right audience. Define the location, industry, and type of business that you aim to reach. Then use LinkedIn to search for similar companies and the decision-makers that you should connect with.
Connecting with Your Prospects
With your customer profile ready to go, you can start building a connection with them. While you can work with a template, it’s best to personalise your message so that your request is more likely seen as genuine rather than a ‘sales spam’. Mention something about their experience or role in the company that you think would relate well with your business, and how it’d benefit both of you to connect. The key here is to build up a network of connections for long-term nurturing, save the sales pitch for later.
Nurturing Your Connections
Now that you have a new network of connections on LinkedIn, it’s time to start nurturing these leads and establishing a relationship for the long term. You can start with providing value by sharing relevant content so that your new connections can organically become interested in your products or services. You can also host a webinar or podcast and invite them to join, building community and trust. Customise your invitations for an added perosnalised touch.
Engaging Your Leads
Once you have established that trust and a relationship at a one-to-one level, you can begin engaging them in individualised conversation and offer them your products and services. Remember to focus on how your business can help and provide a solution, and why it would benefit your relationship to partner together. When done right, you can gain quality results without the need for a hard-push sales pitch.
LinkedIn is the perfect platform to leverage valuable leads for long-term results. It should be a top priority for all business owners. However, we understand that not everyone can invest the time and energy especially when you’re busy running your business well. This is where Concept Designs and Marketing can help.
We offer a LinkedIn Optimisation service to give you a boost, starting with a professional profile to set you apart in a strong position, and helping you identify and build your connections.
Get in touch to find out more today.