LinkedIn Lead Generation: Making Connections That Count

 Today we’re going to look at ARGUABLY the most important part of the whole LinkedIn lead generation process – how do you nurture and follow up your connections, and begin to steer the conversation towards an appointment off of LinkedIn?

There’s an old saying that your network = your net worth

The more connections you have, the more of an Influencer you become, the more widely known you are and therefore the more likely you are to make money from your services.  The more people who know, like and trust you, the more likely you are to get referrals and recommendations to people. 

But you need to actively build those relationships, by being proactive.  Like any relationship, it takes energy and effort, and time to nurture it.

So you’ve been building all these new connections - now what?  What do you say next to turn your contacts into contracts?

You want to have a pool of ideal prospects who know who you are, like what you do, and trust you enough to either recommend you to their contacts or do business with you themselves.

Imagine if there were 5 hot customers hiding in your LinkedIn contacts right now…

Because there are.  At least!  You just need to reveal them.  And the way you’ll do that is what in sales is called “Qualify the prospect” by asking the right questions to elicit a need.

Someone out there in LinkedIn land needs what you sell RIGHT NOW – you just have to find them

AND they will buy from someone within the next 12 months. Question is, will they be buying from you?

So it’s not connect then pitch.  You don’t send them a brochure, you don’t jump on them and say” You don’t need some LinkedIn training, do you?”  You don’t tell them all about you and then try and get them to agree to a phone call in the first message.

I’m sure you know the sort of thing I’m talking about?  

Your new connections want to be

• ·      Heard
• ·      Understood
• ·      Remembered
• ·      Respected

·      They want you to “get them” Only then will they be happy to do business with you.  Or recommend you to their friends, family, and colleagues.

So your initial conversations are all about THEM.  Go into your inbox each day and sort by UNREAD. 

Try and reply to every message within 48 hours, otherwise they start to go cold.

Be yourself, but always remember to talk about their issues, their headaches, things they will resonate with.  

If you uncover a need – they have a problem that you can help them with, you ask them the magic question:

“Would you like some help with that?”

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How to use LinkedIn to win clients with sniper-like focus

http://linkedleads.co.uk/ The 6 Things You Need To Be Doing On LinkedIn TODAY To Get 3-5 New Clients Every Week...

How To Use LinkedIn For Business

 Imagine if you were getting 3-5 new customers or clients every week who were eager to speak to you...

 If you were fully booked and you did it all at your keyboard.  You could stop burning money on expensive and risky advertising and instead only speak to quality people who have a genuine need for your service.  No Starbucks, no petrol expense, no commuting.  And anyone can learn how to do it in half an hour a day.

Here’s a true story - we have a client who ran a business with 2 other staff members.  Their average sale was £2000.  If he got a sale he was delighted with that £2k.

He’s been using this approach for 3 months now, he now employs 9 staff members and his last two sales were for £22k and £45k.  Not bad for spending half an hour a day on his laptop!

You know yourself that the world has gone online in a huge way since Covid19 hit.  Businesses that weren’t online before needed to pivot [hate that word] quickly.  Those that were already online needed to up their game.  Everyone was stuck at home buying from Amazon, networking online, and learning online.  

If you were in a business that relied on face to face appointments with customers, or you ran workshops, seminars, or training, then you were screwed overnight.  

Most business networkers went virtual and learned how to look up people’s nostrils on Zoom.  But even so, most of them weren’t working it correctly and sales plummeted.  Meanwhile, the professionals who knew about LinkedIn started spending more time on it, and they did so much better.  If you honestly think LinkedIn doesn’t work, or you’ve never used it before, I’d invite you to think again.  There are 600 million business owners on there right now and it's growing.  And you can message any one of them for free…

So before you ask “How do I use LinkedIn?” my advice is to take a step back.  Decide how much you want to earn in the next 12 months.
Based on your average sale, how many sales do you need to hit that?
Based on your current conversion rate, whether it's 1 out of every 10 or 1 out of 3, how many appointments do you need to book?

And breathe!  OK, so there’s this amazing social media site called LinkedIn where business owners and decision-makers show up every day and connect with people.  You can network, chat and uncover potential prospects all day long.  BUT you need to know what you’re doing.  Before you start pitching people and connecting with everyone and anyone cos that must work right? [wrong]  you need to decide what you want out of this – get 100% clarity on your business goals so you go into the online networking arena fully informed.  

This is step 1 in my LINKEDLeads process and you need to set your sniper scope on the target first.  That’s step 2 – just who exactly are you trying to reach?

So what are your next steps? Start by working out your numbers – target income for the next 12 months, how many sales needed, how many appointments needed.  Then you might want to get in touch and I can help you with a personalised game plan so you use LinkedIn to earn what you need to earn.  

Email me at admin@instantedge.co.uk [or look me up on LinkedIn :-)]