Use Linked In For Your Next Sales Lead
How to Optimize Your Profile to Get Leads
It’s pretty much a given that business people have LinkedIn accounts these days. Most don’t know how to make the most of them and don’t think they are that much of an advantage. With the right tools, a businessperson can use a LinkedIn account to find good leads to increase their sales.
The first step is to enlarge your network. That is fairly easy to do but don’t stop there. Build relationships with the people in your network and establish yourself as a valuable resource for information in your field. Here are some useful tips to make finding leads and potential prospects using LinkedIn easy.
Start with your profile. You want it optimized so it will come up in search engines when potential leads are searching for information in your field of expertise. Your profile needs to be client-focused and professional but also needs to be optimized for search. When potential clients find your LinkedIn page in search, you want them to know from your profile that you are the best person to help them.
Imagine yourself as your ideal client. What keywords would you use to find what you are searching for? These are the keywords you want to include in your profile. It is important to use good strategy in choosing your keywords. Keep them simple but targeted. If you are a real estate agent who specializes is commercial real estate, using “commercial real estate” as a keyword in your profile will draw potential leads to your LinkedIn page. Choose one or two more keywords that might be commonly used as search terms to include in your profile to increase the number of people finding your profile.
Position the keywords in a professional and logical manner. It should not appear as though they were simply stuffed in just anywhere but fit seamlessly into the flow of your profile. Placement is important. Among the places to put keywords are in the headline, summary, work experience and skills. Your summary tells who you are, what your expertise is and why you chose your field of work. This is where you establish your credibility and describe your ideal client. At the end of the summary, encourage readers to contact you so you can offer them the solution they need.
Relationship building is necessary to develop solid leads from your new connections. To accomplish this, write a series of messages to send to prospects on a regular basis. The messages should contain valuable information they can use right away and encourages responses. The messages should not mention your products or services so they will not be seen as a sales pitch. This builds trust and sets you up as an authority in your field so they will be all the more likely to purchase from you rather than someone they do not know.
Share informative and relevant content with all of your connections. Doing so will establish you as a valuable resource for your network. The content can be videos, articles you or someone else has written or an audio file. As long as it is relevant to your field of expertise and has value, it will work to put you in as an authority.
Saving successful searches is a more valuable tip than most people realize. LinkedIn has an advance search tool that can be quite useful in finding good leads. It can be used with a free account so it does not need to be considered something you can’t use if you don’t have a paid account. Searching for people based on keywords, industry, groups, relationship or location lets you expand your potential for finding leads within LinkedIn.
Using the available filters will narrow your searches. Not all of the results will prove to be right on target but your search will be narrowed down a good deal. Check each search and remove anyone who is already in your network. Each time you do a search that turns up good results for potential leads, save the search with the Saved Searches function in LinkedIn. If you have a free account, you can save three searches so be sure to save only those that do show good promise for leads.
For your own resources, join LinkedIn groups. You can join as many as 50 at this time. This is a good way to stay current on news and events related to your field. One type of group to look for is a type that has people who could be ideal clients.
Using all of this information on using LinkedIn to find good leads is something far too many people don’t know to do. Now that you know about it, you have an advantage.