LinkedIn offers unprecedented opportunity for businesses to identify, connect and engage with their audience. LinkedIn isn’t going anywhere any time soon! It continues to have an impact on the digital world and the way businesses engage online, which means it is crucial for professionals and business owners to get involved.
As cited in this recent Forbes article:
“LinkedIn has become an essential personal branding tool. It has never been more important to build and maintain a stellar LinkedIn profile. The virtual professional network has morphed from an online resume and networking site to a comprehensive personal branding resource.”
With that in mind, here the top 3 things I see businesses do that stop them from generating leads on LinkedIn.
By avoiding these mistakes, you will be better positioned to generate leads (and then sales) from LinkedIn.
NOT HAVING A SEARCH ENGINE OPTIMISED PROFILE
There are people out there who need your professional assistance and services. But they don’t yet know about you. Most of these people will do an online search, and LinkedIn presents an opportunity to be found by these prospective clients, both on LinkedIn itself and Google. Optimising your profile for SEO will greatly increase your chances of being found quickly and easily.
NOT BEING POSITIONED CORRECTLY
When someone lands on your profile you want it to be clear that you’re exactly what they’re looking for – that you can solve their problem and improve their business – because you have positioned yourself and your professional expertise well.
There is also ‘social proof’, which means there are others validating what you’re saying. This is achieved by receiving recommendations and testimonials. When you have completed a project, ask clients to write a LinkedIn recommendation for you. If they have loved your work, most people are more than happy to share a positive review.
You can also support positioning by writing blog posts. The posts that you write should offer a clear perspective and insights into your approach. By giving people insights you are not only building credibility, but trust as well.
NOT KNOWING HOW TO CONNECT AND ENGAGE
Your connection and engagement is about how you use LinkedIn to identify, connect and engage with your ideal client.
By being findable and positioned, as well as knowing how to connect and engage with your target audience, you’re on your way to being able to leverage LinkedIn to grow your business.
Of course, all of this works best when it is part of a bigger marketing plan and strategy. Your LinkedIn strategy needs to support and compliment your other social media activity, as well as traditional marketing. Ensure consistency across all platforms.
The benefits of using a multi-platform marketing approach that includes LinkedIn are well recognised by marketing experts, as acknowledged in a Social Media Perth article:
“Marketers using a cross-channel strategy see greater ROI for their marketing spend. Consumers viewing ads across multiple platforms convert 24% more than those that see an ad on only one channel.”
By optimising your LinkedIn profile reflective of your overarching marketing plan, you have a great opportunity to grow your business.
What difference would it make to your business if 80% of your leads from LinkedIn were generated in less than 7 minutes per day? I specialise in helping business owners, professional service providers and consultants get more clients using LinkedIn. Let’s see what’s possible for you! Click here to book a complimentary LinkedIn Strategy Session.