3 Essential Elements of a LinkedIn Presence that Generates Leads

I work with a lot of clients who are competing with big businesses. To succeed against the big players in their industry, who outstrip these small businesses in terms of resources and ad spend, LinkedIn offers a great opportunity to promote your expertise and generate leads.

By creating a presence on the professional network, you can increase your reach by making yourself and your business easily findable, and by connecting and engaging with others.

Social Media Consultant Charlie Harper spoke of the professional advantages of using LinkedIn compared with other social media sites to generate leads. He said, “while there are 5x the people on Facebook, the people on LinkedIn are there for a completely different reason – to promote and grow their business. Why are you active on Facebook? To connect with friends and family. Different reasons to be active, different results for making money.”

But how exactly do you achieve results using LinkedIn? The first step is to create an engaging, findable and professional profile. Keep the following in mind:

Have clients come to you: It’s important to remember that LinkedIn is a search engine. This means it offers a great opportunity for you to be found by new clients. The key to this is SEO. LinkedIn is indexed heavily by Google, and this means that with the right SEO you will be found by the right types of clients.

Then show how you add value: To support business-to-business selling, your LinkedIn profile needs to market you and your business. It needs to be clear to the potential client how you can help them and what problems you solve.

Once you have these things in place, here are the top 3 essential elements of a LinkedIn profile that generates leads:

Publish: Position yourself as an expert and make your presence known via the LinkedIn publishing platform. Write your own articles and make sure that they not only provide information, but emphasise why the topic is important. It’s about educating your market. Include some practical steps so that readers can start taking action.

As highlighted by Poynter (a global leader in journalism) journalists are frequently searching LinkedIn to identify and source experts to write for other publications or to add validation to their own stories. If you are regularly showcasing your industry knowledge by publishing articles, you could be picked up to contribute to other publications. That’s a massive boost to your credibility and visibility!

Don’t forget to also like, comment on and share other people’s posts. By sharing industry-relevant content with your connections, you’ll get your name in front of more people and create a strong online presence.

Collaborate: Identify and connect with other experts in your field. LinkedIn has handy search tools to help you find exactly the kinds of professionals you want to connect with. By aligning yourself with other professionals, your network will expand.

Top tip: When reaching out to connect, ensure you send a quick, personalised message. There’s an option to do so as soon as you send a connection request, and I find this is a much more effective strategy for creating meaningful connections than sending a request with no introduction.

Leverage groups: Engage with others in your field, potential clients and like-minded professionals by providing information and answering questions posted in LinkedIn groups. There are groups for every industry and just about every niche within those industries. You can also sort group interactions so you can quickly identify discussions around your area of knowledge.

With an article on the benefits of LinkedIn engagement citing that those who interact in LinkedIn Groups on average achieve 4 times more profile views, the reasons for integrating this into your business marketing strategy are abundantly clear.

By following these 3 essential elements, professionals and business owners can create a strong presence, increase their connections and generate leads using LinkedIn.

 

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.

3 Things That Are Stopping You Generating Leads on LinkedIn

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.

3 Ways Virtual Assistants Can Use LinkedIn To Grow Their Business

I was recently speaking with a Virtual Assistant based in Brisbane. She wanted to grow her business and offer new services.

As a Virtual Assistant, she is fortunate to be part of a growth industry. PR News reported that with advancements in Virtual Assistant technology and rising demand among businesses and professionals, the Virtual Assistant market is expected to experience high growth in the next decade.

And as this Entrepreneur article outlines, Virtual Assistants are a must-have for businesses to grow and succeed in 2017.

But to benefit from the demand, this Virtual Assistant needed to be noticed. That’s where LinkedIn comes in.

There is tremendous opportunity for VAs on LinkedIn – for both attracting new clients, and offering new services. Along with Virtual Assisting, LinkedIn is experiencing a boom that will only grow over the coming years. It’s something businesses need to be involved in, but not everyone wants to dedicate the time to managing their profile and content. That’s where you come in.

It’s a bit like having a savings plan and an investment plan for your money – two things that make sense to put together.

This particular Virtual Assistant could grow her business, both by developing her own profile to help generate enquires, and by providing LinkedIn profile writing services to her clients.  Here are the three steps I shared with her, to help her grow her business and offer new services.

Improve your profile: The first step was to see if there was any opportunity to improve her own profile, to ensure she would be found by potential clients and that she came across as an expert when they landed on her profile. This includes profile positioning, content management and a solid overall LinkedIn strategy.

Offer LinkedIn services: As a Virtual Assistant, she could offer LinkedIn management services to her clients. This includes preparing strategies, writing profiles and providing a service to manage content and updates.

Define your offering: This included defining her services, packages and prices. This way, when making new connections, she would have a streamlined information packet ready to show. This makes it easier to convert enquiries into clients.

LinkedIn and Virtual Assisting are two essentials for business success in the digital age. By bringing the two together you’ll be providing indispensable services to corporate professionals and business leaders, and you’ll grow your Virtual Assistant business.

Kylie Chown is a LinkedIn expert. She helps Australian Writers and Virtual Assistants grow their revenue by increasing their service offerings. Click here to download our 32 Ways Virtual Assistants Can Increase Their Income e-book.