There are 500 million users on LinkedIn today, and you want to be the special one everyone notices.
Or, at least, the special one your leads notice.
LinkedIn is a powerhouse for B2B social selling. 75% of B2B buyers and 84% of C-suite executives use social media to make purchasing decisions. And there’s nothing like a professional network like LinkedIn to help you get in touch with real prospects who are interested in buying what you’re selling.
Let’s face it, cold calls just aren’t effective anymore. Consumers want their needs met, and their needs are unique, which is exactly why LinkedIn is a great platform for prospect research, as well.
The trick is in not only getting in touch with the people you want to convert, but in making them get in touch with you. Inbound marketing is powerful, and here’s what you can do to get noticed on LinkedIn and improve your lead generation.
1) Improve your profile
This is the easiest thing you can do if you want to get noticed on LinkedIn.
Think about a profile that just plainly states your title (“Sales Representative at NAMEx”) and repeats that throughout various columns. What can your prospects gauge about you through that?
Instead, put your leads first in your profile.
What do you do? How do you do it? What does your product do? Are you speaking from experience and if so, what are your results?
Give the customers enough data to be able to make an informed choice, and they will choose you.
Get noticed on LinkedIn by improving your profile:
- Use relevant keywords that have significance not only for Google and SEO, but for your customers, as well. Avoid vague-speak, and focus on areas of interest directly.
- Get endorsements from satisfied customers. By all means, add your professional skills like communication, strategic planning, and whatever else applies. But add the skills that matter to your customers, not just to your bosses.
- Include CTAs. A lead shouldn’t be able to leave your profile without suggestions for the next steps they should take. This can be: “Visit my website” or “Get in touch with me today,” but there has to be something that will get your lead to contact you.
2) Use content to get noticed on LinkedIn
Even though we keep talking about social selling, we’re not fully aware of how much customers care about your knowledge and personality as a salesperson (or as a sales team).
An optimized profile can take you very far, but actually sharing your insights and showing that you know what you’re talking about will take you even further.
Remember, when you want to get noticed on LinkedIn as a part of your inbound sales strategy, you’re essentially marketing yourself as a proxy to your product.
At that point, your reputation is connected to the reputation of your product. Leads will either feel positively about you (and consequently, your product) or they’ll think you and your product aren’t fit for them. There’s very little compartmentalization with social selling, and you can make that work for you.
Content marketing is perfect for getting noticed on LinkedIn.
You can either share your insights through blog posts and status updates, or you can curate and share content from other sources while adding your commentary.
It’s important that you provide additional value. Why did you like an article you shared? How is it connected to your product?
Get noticed on LinkedIn with content marketing:
- Keep track of recent trends in your industry. Write a post explaining what you think about the events, write helpful posts, write posts that your prospects will read and think: “I want to do business with this person because they understand our field of work. They’re competent and qualified enough to help me and my company.”
- Curate content your prospects are interested in. Share articles, white papers, studies. Don’t forget to add your own commentary.
- Get in touch with your prospects. Ask them for their opinion.
- Use LinkedIn groups as a jump-off point for increasing your profile’s visibility.
3) Use LinkedIn automation to increase your visibility
Engaging leads takes up a lot of time, and it’s a must with social selling.
That’s why it’s good to automate your LinkedIn lead generation; from viewing prospects’ profiles to connecting with them and messaging them.
If you have a great profile and shared enough about your industry position for prospects to have something to “get hooked on,” you shouldn’t just stop there. Reach out to your prospects to get them to reach out to you.
When someone views your profile, you’re almost forced to look at theirs. Do that to your sales prospects. After that, you can connect with them and send them a personalized message that’s tailored to how they want to be approached.
This may sound like a lot of work, which is exactly why you should use LinkedIn automation. You can fully set-up the outreach process to start as soon as you add a lead.
After all, the right tool won’t only help you get noticed on LinkedIn. It’ll also show your leads that your solution is good, but you’re even better.