Using LinkedIn as a Dynamic Lead Generation Tool

There is no doubt that LinkedIn is an effective platform for recruiters to find the right talent to fill their vacancies, but it can also be a dynamic lead generation tool for your business. These 5 tips will help you find, attract and capture new leads – new customers – for your business.

1. Work it through your headline

Just under your name there is a headline which tells people what you do. LinkedIn automatically completes it with your current position title and the name of the company you work for. Now, that sounds good, but if you happen to be Director, Grey Goanna Legs, what information is that really sharing about you? What does Grey Goanna Legs even do?

Director, Grey Goanna Legs – designing vibrant stockings to raise the self-esteem of goannas with dull colouring.

Much more interesting, and if “stockings” is one of your keywords, you have given your profile some SEO juice, too.

Make your headline work for you by editing it to tell people what you actually do. Include your keywords to help people find you. Give them a reason to stop and pay attention to you.

2. Arrange the page to show yourself off

Did you know that LinkedIn allows you to drag and drop the different sections of your profile into a different order?

Click on the grey Edit Profile button and in each section of your profile you will see the little double ended arrow at the far right of the box. If you hover over the arrow you can pick up that section and rearrange your page. That means you can pick up those sections of your profile which are most important or of which you are most proud, and pull them to the top of your profile.

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3. Build your connections

LinkedIn is a networking tool so it is designed to help you connect with people you know, far and wide. The more connections you can build, the wider you can spread your name and brand message, and the more referrals are likely to come your way. Spend some time searching LinkedIn to find people on your contact list and send each one a connection request. I recommend including a personal message with your request, too.

4. Join relevant groups

Hang out where your ideal market is likely to be and usually that means in a group.

You can find groups by searching for them using keywords. For example, a search using the term “virtual assistant” brings up 213 groups (current figure) including VA associations and a group of people looking to hire. If you are a VA, some of your lead generation has already been done for you.

Not all groups are worth joining. Some are full of self-promotion and some are dormant. Social Media Examiner shared this very useful tip:

“To gauge the health of a group before joining, look at the Activity tab in Group Statistics, which is available on the Group Profile page even for private groups. Look at the ratio of comments to discussions. More comments than discussions indicates highly engaged members, whereas many discussions and few comments indicate a group with little real activity and lots of self-promotion.”

If you can’t find the right group, create your own!

5. Stay on top of the hot topics in your industry

Use LinkedIn’s Trending Content tool to stay in touch with what’s hot and what’s not in your industry. Not only will this help you write exciting and timely content for your business, it helps you start lead generating conversations by tapping into the burning issues of your ideal customers. When you can see what’s important, you can strategically build conversations around it. If you want to know how well your content is performing, measure it with the Content Marketing Score. This tool helps you fine tune your material so it appeals more directly to your ideal clients and build your reach.

LinkedIn is built to connect people. It has all the tools you need for lead generation but it’s up to you to make them work for you. Take a look at LinkedIn with fresh eyes.


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