![]() Take some time to determine what’s working in your strategy and refocus your efforts as necessary, but always, always be consistent in your participation. Steady participation in your groups is the secret is to building relationships that will pay off in the end. The key to generating leads via LinkedIn is consistency. Turning your question and answering activity into leads is a long-term strategy, but one that can prove successful as people will begin to look at you as an expert and leader in your industry. Engaging industry peers in a rich dialogue is a great way to build trust and confidence among members of your new group. After actively participating in a group for at least two weeks, start your own discussion within the group. Set a goal to answer at least two questions per week. Use the Answers section within your groups as a place to showcase your expertise. More connections equal more opportunities for discussion about your company’s products and services. LinkedIn makes it easy by providing suggestions based on your current connections and places of employment. Set aside some time each week to connect with five current or former business colleagues. If you’re a small (and growing) 3PL, for example, don’t just industry groups, expand your network by joining groups for entrepreneurs and small business owners. While there’s no limit to the amount of groups you can join, the sweet spot for lead generation is to join groups that are outside your industry or function that might help you grow your business. You may have to request membership approval if it is a private group. Once you’ve selected your group, join it. ![]() You might notice that when you do a search, LinkedIn also provides suggestions not only on “Groups” but in several other categories such as “Connections,” “Companies,” “Features” and “Skills.” Once you’ve used your keyword to narrow your search, find a group that best matches what you’re looking for. Drag down to “Groups”, then, type in a subject you’re interested in (e.g., marketing, sales, baking, etc.). ![]() From the homepage, navigate to the search bar at the top and click on the tab directly to the left on it. To start, let’s take Groups out for a spin. As a prerequisite, you should already have an active LinkedIn account. Never tried Groups before? Here’s a quick guide to get you up and running so you can start prospecting and finding leads today. LinkedIn describes their Group feature as a “place for professionals in the same industry or with similar interests to share content, find answers, post and view jobs, make business contacts, and establish themselves as industry experts.” Essentially, it’s an online community where you can connect with industry peers and like-minded professionals (read: prospects and leads). One of LinkedIn’s best features for driving new business leads and opportunities is LinkedIn Groups. When it comes to LinkedIn, reports suggest that users who command a deeper understanding of the social network’s capabilities reap far greater benefits than those that still view LinkedIn primarily as a job search tool. A growing number of companies are realizing there’s more opportunity than ever to use social platforms as lead generation and prospecting tools. And for good reason – last year, the total amount of sales that could be tracked to social networks hit $3.30 billion, up 26% from 2013’s $2.62 billion. There’s been a lot of talk about the impact social media is having on business sales. But what you might be missing on LinkedIn could be the key to unlocking more business opportunities.Īllow me to explain. With LinkedIn claiming the top spot for social networking professionals, there’s a good chance you already access the social network regularly.
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