LinkedIn Lead Generation In 6 Easy Steps

 The L.I.N.K.E.D. Daily Process

So this is your daily checklist on LinkedIn, and it’s easy to remember cos it’s an acronym

Look For Prospects - accept new connection requests ONLY if they are in your target market.  STOP accepting connection requests from any old contact – only let them into your pool if they meet your ideal client criteria, OR you think they will be a good fit.

Look at the connections of your connections [your 2nd level]  So that means click on someone’s profile, then go to their contacts – look at all the ones who are in your 2^nd level, so they know someone who knows you.  Then go down and connect with the ones that fit your IDEAL client criteria.  Your contact has already found all of these ideal clients and brings them to your door! 

Invite 10 to connect – do a search and find a batch of ideal clients, then connect with 10 sending a personalised approach 

Always send a personalised note and use their first name.

Here’s an interesting fact – when you get a new connection, you don’t get just ONE person – you are adding all of their 1^st and level connections into your pool.  Think about that.

So if you weren’t already connected to me, once you do, you get my 4195 connections

Nurture The Relationship - have a non-salesey conversation and build trust and rapport the way you would in person

Make it all about them.  Imagine you’re at a live networking event, what would you talk about?  As simple as “How’s business?”  Another one I’ve had success with is “So do you get much business from LinkedIn?

No selling.  No sales close.  In fact, you’ll actually stand out because you didn’t attempt to sell them, I actually got a message the other day saying “And thanks for not hitting me with a sales pitch!”

DO WHAT YOU’D DO AT A LIVE NETWORKING EVENT

ONLY move into the next step when you feel like there’s a good rapport and connection between you.  Would you want to have this person as a client based on the past interaction?

Probably 4-6 messages by the time you get to this stage.

Key Questions To Find A Need – Now every product/service/treatment business has certain questions that the provider will ask a prospect to establish if there’s a need for your p/s/t, right?  Think about what you ask a prospect in the initial conversation?  Ask whatever questions you would normally ask to see if there's a need for your product/service.

YES you’re a problem solver, but you FIRST have to be a problem FINDER!

THINK OF IT THIS WAY – who does a Doctor want to see?  Healthy patients?  Or Sick patients?

So as I’m in marketing I might ask How’s business?  Are you getting plenty of new leads coming in?  Could you handle any more right now?  Are you happy with your social media?

A great question is What’s your biggest challenge right now?

Do you have any problems with your sales and marketing?

If they say no, they probably don’t need me.  I’m looking for a need.  No need = move on.

I call these Key questions – mainly cos I needed a word that started with a K J

Once you find a need, you ask simply: WOULD YOU LIKE SOME HELP WITH THAT?

Explain How You Can Help - if you uncover a need and your connection wants help, take it offline.  In other words, suggest that they have a phone call or Zoom call or a 121 with you to discuss it further.

DO NOT try and close deals on LinkedIn. The LINKED process is a marketing process.  Now you take them into your SALES process.

Diary The Appointment - schedule a meeting/call and invite them to become a client

This what really counts.  This is the ONLY thing that counts. 

Involve yourself - by Liking, commenting, and sharing.  Also known as engagement, but another E would have ruined my acronym J

I’d recommend you LIKE at least 3 posts

Comment on those posts – the algorithm likes more than 7 words, and use their first name

Share at least 1 post you like.

This not only tells the LinkedIn algorithm that you’re a serious player, it also helps your connections get more visibility, so you’re helping them too.

New post – valuable, informative, that will attract your target market

EDUCATE – INSPIRE – ENGAGE THEM

Posts make you VISIBLE

This is where you put something up that will resonate with your target market. 

LET ME EXPLAIN MY THINKING AROUND THIS

So you’ll see that contrary to most people’s approach to LinkedIn which is like a few things, comment a couple of times, and fling up a post that I hope is relevant, the emphasis here is we do that stuff LAST.  The emphasis here is making the connections with the right people, building the relationships of know, like, and trust, separating the high probability prospects from the low or no probability prospects, and then we do the engagement stuff.

I was asked recently by a prospect  “How many views will my LinkedIn posts get?”  I told him that’s not the key performance Indicator to watch.  That’s vanity.  What matters is how many appointments are in your diary, and how many of them turn into paying clients.  If my diary is full, I don’t really care how many views my post gets.

You want the right people seeing your posts and engaging with you, so that’s why we find them first and fill your LinkedIn pool with the IDEAL prospects, who then see your posts and comment.

Is that making sense?

Different mindset = different results.

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