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LinkedIn for Selling - How to Generate Leads Using LinkedIn

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LinkedIn for Selling - How to Generate Leads Using LinkedIn

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1. Brief overview of the benefits of LinkedIn for selling.
2. What to update in your personal profile to be found in search.
3. Four ways to generate leads using LinkedIn.
4. Tips to help you make your time on LinkedIn efficient.

1. Brief overview of the benefits of LinkedIn for selling.
2. What to update in your personal profile to be found in search.
3. Four ways to generate leads using LinkedIn.
4. Tips to help you make your time on LinkedIn efficient.

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LinkedIn for Selling - How to Generate Leads Using LinkedIn

  1. 1. How to use LinkedIn for lead generation.
  2. 2. WHAT WE’LL COVER TODAY MAKE IT EASY Tips to help you make your time on LinkedIn efficient. WHY LINKEDIN Brief overview of the benefits of LinkedIn for sales. PERSONAL PROFILES What to update in your personal profile to be found in search. TIPS TO GENERATE LEADS 4 ways to generate leads using LinkedIn. 01 02 03 04
  3. 3. Sales reps using social media as part of their sales technique outsell 78% of their peers. (Forbes) Content shared by employees sees 8x more engagement than content shared through branded channels AND 61% of consumers say they’re more likely to research a product or service after seeing a friend’s social media post about it. (Social Media Today) Brand messages shared by employees on social media earn 561% more reach than the same messages shared by the brand’s social media channels. (Forbes) WHY WE SHOULD ALL BE ACTIVE IN SOCIAL MEDIA
  4. 4. WHY LINKEDIN LinkedIn saw a 55% increase in conversations among connections in 2020 33% of B2B decision makers use LinkedIn to research purchases 4 out of 5 people on LinkedIn “drive business decisions” LinkedIn traffic generates a higher visitor-to-lead conversion rate compared to other social channels
  5. 5. WHY LINKEDIN LinkedIn’s conversion rate is almost 3x higher than both Twitter (.69%) and Facebook (.77%). (HubSpot)
  6. 6. 3 OF THE MOST IMPORTANT ASPECTS OF LINKEDIN 1. Profile Your profile content helps people find you. 2. Recommendations Think of these as recommendations for your organization as well. 3. Groups Join groups to find new people to connect with.
  7. 7. Profile photo that focuses on your face. Skip the funny pictures – according to LinkedIn data, profiles with photos get 21x more views and 36x more messages. PROFILE Descriptive headline that utilizes frequently searched terms. What do you want to show up in search for? What’s your value proposition? About section is where you can expand on your headline. What makes you the best at what you do? Add a cover photo that represents your business. What could represent Unisan?
  8. 8. RECOMMENDATIONS Personal recommendations reflect on your organization and can help build your credibility when reaching out to people on LinkedIn. After you cold outreach, your prospects will often look up your personal profile on LinkedIn, so it’s important you reflect the organization in a positive light.
  9. 9. GROUPS Join groups to learn and to connect with more people. It’s most important to participate in discussions and share relevant content. When you do this the other members of the group are often notified of your activity.
  10. 10. 4 WAYS TO GENERATE LEADS ON LINKEDIN 1. Download your connections to generate lead lists. 3. Use personalized cold outreach messages. 2. Publish content and become an industry expert. 4. Use LinkedIn Sales Navigator to cold outreach.
  11. 11. DOWNLOAD YOUR CONTACTS 1. 2. 3. Download your connections to generate lead lists. If your connections’ email addresses are public you’ll get their email addresses, job title, company, and more.
  12. 12. PUBLISH CONTENT 5 best practices for LinkedIn posts: ● Include photos in all posts. Images receive 98% more engagement than just text and LinkedIn users are 11x more likely to read or click your article when you include a photo. ● Use videos when possible. Videos are shared 75% more than images. ● Content posted in the morning usually earns the highest engagement. ● LinkedIn has found that 20 posts per month can help you reach 60% of your unique audience.You reach roughly 20% of your audience per post. ● Always include links to drive traffic to your website and a strong call-to-action.
  13. 13. PUBLISH CONTENT A recent guide found that 91% of executives rate LinkedIn as their first choice for professionally relevant content. Make sure that when posting on LinkedIn, your content is focused on providing educational value as opposed to promotions. This can include how to’s, guides, FAQs, etc. Top phrases used in posts.
  14. 14. USE PERSONALIZED MESSAGES Decision makers are spammed on LinkedIn with copy and paste messages. Ideally, you should personalize each and every one of your outreach messages and likewise offer something in return to your contacts (i.e. a special offer, a free quote, etc). Example message:
  15. 15. USE LINKEDIN SALES NAVIGATOR LinkedIn Sales Navigator allows sales teams to engage with contacts and accounts within the LinkedIn platform without barriers. It also comes with a number of additional features and filters compared to the everyday platform. Features include: ● Ability to send InMail to anyone without being connected. The number of messages you get per month changes with the level of the product. ● Additional filters when searching for people. There are more than 20 different filters you can use to segment your search. ● Save prospect lists and sort your list by tags you create. ● Get recommended leads based on the sales preferences you set. ● You can also integrate it with Outlook for more efficiency.
  16. 16. USE LINKEDIN SALES NAVIGATOR https://business.linkedin.com/sales-solutions/compare-plans
  17. 17. 3 WAYS TO PUBLISH TO LINKEDIN Use the LinkedIn mobile app to post while you’re on-the-go. Use LinkedIn for desktop when you want to post jobs or publish articles straight to LinkedIn. Use a social publishing tool to schedule content in advance.

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