linkedin conversion: kick ass strategies, case studies and metrics

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Converting Prospects to Clients on LinkedIn Metrics, Case Studies and a Kick Ass Strategy for Powerful LinkedIn Conversion http://linkedintobusiness.com/ MPB2B2014/ Viveka von Rosen @LinkedInExpert

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Content: MarketingCoPilot found average conversion rates using Content Marketing on LinkedIn to be around 15% Ads: Vertic showed 17% conversion rate using LinkedIn ads According to a recent HubSpot study, LinkedIn generated the highest visitor-to-lead conversion rate, with 2.74% of site visitors converting into leads, compared to Facebook and Twitter, with respective conversion rates of 0.69% and 0.77%. Engagement: My clients show (an average) 42% conversion using TOMA and direct engagement

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Page 1: LinkedIn Conversion: Kick Ass Strategies, Case Studies and Metrics

Converting Prospects to Clients on LinkedIn

Metrics, Case Studies and a Kick Ass Strategy for Powerful LinkedIn Conversion

http://linkedintobusiness.com/MPB2B2014/ Viveka von Rosen @LinkedInExpert

Page 2: LinkedIn Conversion: Kick Ass Strategies, Case Studies and Metrics

What do the Stats Say?

According to the Sophisticated Marketer’s Guide to LinkedIn…93% of B2B marketers rate LinkedIn as the most effective social channel (above Facebook, twitter, Pinterest, G+ and blogging) in generating leads65% of companies acquire a B2B customer through LinkedIn

Page 3: LinkedIn Conversion: Kick Ass Strategies, Case Studies and Metrics

How Is LinkedIn Converting?

Content: MarketingCoPilot found average conversion rates using Content Marketing on LinkedIn to be around 15%Ads: Vertic showed 17% conversion rate using LinkedIn ads According to a recent HubSpot study, LinkedIn generated the highest visitor-to-lead conversion rate, with 2.74% of site visitors converting into leads, compared to Facebook and Twitter, with respective conversion rates of 0.69% and 0.77%. Engagement: My clients show (an average) 42% conversion using TOMA and direct engagement

Page 4: LinkedIn Conversion: Kick Ass Strategies, Case Studies and Metrics

Metrics to Track

Total ConnectionsNew InvitationsLinkedIn Profile ViewsRankingEndorsementsPersonal Update ViewsPost ViewsCompany Page FollowersCompany Page Update Views and Analytics

Page 5: LinkedIn Conversion: Kick Ass Strategies, Case Studies and Metrics

Case Study: Guy Kawasaki

Too much content automatically fed & not the right content = little engagementInvited to INfluencers program – grew from 0 to 1.2+M followersSwitched from “just like the others” to focused Content StrategyPractice: Be strategic in what you share and make sure you are speaking to the right audience!

Page 6: LinkedIn Conversion: Kick Ass Strategies, Case Studies and Metrics

Case Studies: Ulises Bacilio

Oct 2013 – gets introduced to Hubspot and begins a focused inbound Oct 2014 – brought on stage at Inbound 2014 as one if its most successful non-American companiesPractice: “Checks into” LinkedIn for about 15 minutes a day – uses it mostly for research and connectingResults: Closes 1-3 “Big partnerships or deals” per month (Hubspot lands him clients and visibility)SME positioning, creating valuable relationships with would be competitorsTeaching Point: Do a little bit every day, and don’t be afraid to reach out

Page 7: LinkedIn Conversion: Kick Ass Strategies, Case Studies and Metrics

Case Study: BSL Construction Group

Elena Petrunina, CEO – successful user of LinkedIn – hires us Feb 2014Results: Grows employee connections by an average of 400%Result: Engagement results in average of 5 new leads a weekResult: Selling in excess of 200K in equipment strictly through LinkedIn engagementResult: SME positioning in her industryPractice: Focused connecting, daily TOMA techniques

Page 8: LinkedIn Conversion: Kick Ass Strategies, Case Studies and Metrics

Conversion Engagement Strategies

1. Find Prospect (Advanced Search / Boolean Search / eGrabber / Google)

2. Research Prospect (Activity Feed / Twitter Feed / Updates / Website / eGrabber)

3. Find Prospect in a Group – Initiate Engagement (Comment/Like/Message/Invite)

4. Connect5. Tag Connections6. Engage through TOMA tactics (Updates,

Publications and message campaigns) Ask for the meeting!http://linkedintobusiness.com/MPB2B2014/

Page 9: LinkedIn Conversion: Kick Ass Strategies, Case Studies and Metrics

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Your LinkedIn Business ResourceLinked into Business:

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