convert your linkedin network into clients
TRANSCRIPT
On LinkedIn, this meansmaking sure that you havecompleted your pro?le in
detail and taken advantageof all of the pro?le features
that the site provides.
Start with the headline. The default is yourjob title, but your jobtitle probably doesn’tindicate what you do.
Consider describing whatunique bene?t you provide,
and understanding howcurrent customers
describe what you do is agood starting point.
Use the 2,000 wordsummary space toyour advantage.
Who do you want to seeyour pro?le? What might
they be searching for?Use those search phrases
(the answer to thosequestions) as keywords in
your summary.
Make sure to includerelevant experience, but
take advantage of theother features that
LinkedIn offers (articles,video and presentations)
Utilize therecommendations section
of your pro?le.
LinkedIn offers a host of waysto upload your contacts intoLinkedIn, such as importing
your Gmail, Outlook or Yahooaddress book.
You can add contacts bydirectly entering their
email address oruploading a CSV file.
If this fails, do a searchusing LinkedIn’s search
engine to locate contactsyou might not have an
email address for.
You can start to broaden yournetwork by using LinkedIn’sblogging platform. LinkedInhas opened up its internal,
long-form blogging platformto all users.
Aim to write at least oneblog piece for LinkedIn ona topic that would be of
interest to the people whoyou want to connect with.
Try joining groups onLinkedIn, which are
relevant to your industryand interests.
One of the elements of being successful with LinkedIn – just likeoffline – is to provide value (sharing links to valuable content andhelping people with their problems).
Aim to contribute at least two or three times a week to each of thegroups that you belong to in order to see results.
Any time you send a connection request, take one extraminute to customize the request message.
If you have met offline, remind the person how you met them andreinforce the fact that you are not a stranger.
If your interactions were only online or if you haven’t actuallyinteracted, then use the connection email to reinforce the value thatyou think you can each bring to each other.
The right strategy for convertingyour connections into clients
depends on what products andservices you’re offering.
LinkedIn ads can be oneway to reach even
beyond your network.
LinkedIn offers severaladvertising methods to reachout to your target audience.
Their ad formats include textand image ads, video ads, and
text ads that allow you totailor your advertising style to
your audience.
Target your ads based onjob title, location, function,
seniority, and otheressential demographic
information.
As you target, keep inmind who the actual
decision-maker will be.
If you want to avoid spending money on LinkedIn client
conversion, you can directly approach potential clients.
Reach out to connectionswho fall into your target
audience, or who areconnected to decision
makers within this audience.
Watch their group posts, LinkedIn updates, and other
interaction with the site.
If you can tie your sales pitch into their recent social activity,
you have a natural way of opening up the conversation.
If you don’t have as much to go on, talk to the connection about recent projects
and news related to the company to create a more receptive audience.
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