Do you know LinkedIn is the #1 platform for B2B sales and marketing on the planet right now? If you aren’t making the best use of the opportunity to pitch new business…you’re probably behind the race!
With more than 500 million members from 200 countries and 2 people becoming registered members every second, LinkedIn is surely no short of offering you infinite lead generation opportunity on world’s biggest media platform for corporates.
But does bringing your business to the network means converting all those hundreds of thousands prospects into paying clients? Probably not! So how you do hit the bull’s eye?
Well, today I am going to share with you some simplest and best tricks to win new business using LinkedIn as a medium. If you have been using the social platform already but never got to monetize it this way ever, here’s your golden chance! (If you are looking for a tool to grow your business instead, give a minute to another info-rich and practical guide on how to use LinkedIn’s Sales Navigator to boost your business remarkably!)
But before you dive into the steps to do that, it’s important that first, you know what makes LinkedIn the ideal place along with how you can strategize the same for your profit.
WHY LinkedIn: 5 ways LinkedIn is the best platform for new business
1) Using LinkedIn as the Search Engine For Sales Prospects
LinkedIn aims to be the ultimate hub for professionals across the globe. From training courses, industry-based news stories, and networking groups, to UGC and content, thought pieces, and job listings; the platform is heading to be a freelance marketplace and much more than that.
It works more like a search engine for sales prospects with the way it fetches, saves, and categorizes each bit of data shared by members on the platform itself. You can leverage on data like job titles, employers, physical locations, schools, and status updates to hunt down your potential prospects spread all over the network.
With the help of its inbuilt search engine, you can quickly find whatever they want using specific keywords. (I’ll be sharing with you the step to use it later in the blog!)
Be specific when targeting and you’re right there!
Not only easy, fast, and effective; but there’s probably no better way to create customized, relevant, targeted list of your potential clients and prospects than using the LinkedIn advanced search engine.
The tricky part is to find out how you can instantly build and measure the communication built up of Knowledge, Like, and Trust which is the driving force behind motivating stranger to be your prospects and ultimately to your paying clients!
Yeah, you got that right!
One-on-one marketing is the solution!
2) Use Personalized One-On-One Marketing As The Key
Alright so you have connected to your potential clients but you obviously wouldn’t want to be that desperate guy in the list who falls for the very first date! Be professional and have patience!
Try to build knowledgeable and meaningful interactions with your ideal prospects before running into the main motive. Pay attention and be mindful of attending the ones who you think are actually the people who are going to buy your service or product.
Be sure to have a client-facing profile (surely not in that resume like tone) and mention a few things in a customized LinkedIn message that will make the other person feel interested and comfortable about you, what you do, and why you want to connect.
Your motto is to sell on LinkedIn, do this by making your prospects feel like you are there to offer a solution that you can actually help!
3) Communicate in Real-Time With LinkedIn Messaging
LinkedIn has updated its one-on-one messaging system and now you can send a text message or live chat to chat up with your new connections in a friendly and fun way.
What’s better! The platform has additionally introduced an Active Now feature that shows a green dot next to the connection to show they are logged in at the moment. With this, you can actually know when they are active and get into a real-time conversation now and then.
4) The Key Is To Ask For Permission
What do you do after you have sent a personalized message briefing about yourself? You would want to take that introductory conversation to the next level and tell them what you are interested in. It’s really no good idea to throw in some too promotional or needy message.
So what do you do? You ask! Ask your connections if they are interested in seeing what you want to share on a specific topic. You can also ask them for their feedback on the stuff you shared.
5) The Land of Eternal Digital Opportunity
This is undoubtedly not the end of the process. For those who have been taking LinkedIn as a dormant, dull social network used only by those in search of jobs and HR professionals…you are letting go one of the lifetime opportunities for your business!
In my opinion, LinkedIn is so far the fastest and easiest way to create your brand awareness, generate quality leads, and establish your business digitally.
So how are you actually gonna win new customers? I’ve 4 coolest tricks to do that!
HOW: How to use LinkedIn as a medium to win new business?
No matter what’s the size of your business, you can use the platform as a real, simple, and economical way to come up with new, qualified prospects. Here’s the mystery revealed:
1) Conducting Relevant Targeted Searches
You should first give a shot to signing up for LinkedIn Premium account to get more and better search results or you can use the simple one to enjoy the most of benefits explained below. You can use the Search feature of LinkedIn to find potential clients (connections here) with the help of some parameters like job title, industry, keywords, geographical location, past companies, and other such criteria.
.You can also look after your previous customers to locate new potential customers.
Let’s suppose, You have been providing digital marketing services to companies. You should go through all your clients and find out the people playing the decision-making roles (otherwise founder, owner, etc).
So, your process becomes easy and you look for digital marketing companies with these job titles, and you are all set to build a list of qualified prospects.
2) Sending Meaningful Connection Requests
Take maximum 15 minutes every morning to filter and send up to 10-20 connection requests to targeted LinkedIn members. Suggestions will be displayed based on your search. The trick in these case is to write down a customized connection request that instantly offers a personal benefit to the receiver regarding should you two connect.
You shouldn’t look like a salesperson trying to force someone to listen how awesome their product or service is!
Here’s a demo template to help you out:
We offer ABC Pvt. Ltd. digital marketing services and can save your time and money. I’d like you add you to my professional LinkedIn network.
Now that’s a big NO-NO.
Here’s what you should write instead…
We recently helped XYZ [digital marketing company in the same region as your prospect’s] cut down the marketing cost by total 35% while offering better and more effective results. I’d like to add you to my network in case you ever think of getting little help. We will be happy to help your business in the future.
Just with a bit of research on your targeted suspects and the meaningful message, you will be able to get new connections (prospects) within a week.
That’s seems pretty great as compared to other lead-generation methods.
3) Creating a LinkedIn Group for all Connections
This one’s quite easy. You can create a LinkedIn group of your own to let your contacts visit, ask questions, and get help. In brief, creating such group makes it a cakewalk for your prospects to seek you for advice…which is a good thing isn’t it!
4) Offer Appropriate Webinars to your Group
Got something your prospects might be interested in? Assuming this is your case, make the best use of it and pitch in your contacts and leave them glued to you with Webinars.
Webinars serve a step ahead to direct emails and follow-up calls as:
- This leaves a choice in the hands of your prospects.
- And you can send Webinars to your connections without sounding needy
Another trick to promote your Webinars is to share them with the owners of other relevant groups with a similar or same targeted audience. You can also ask them if they would like to email your free forthcoming Webinar link to their group or audience.
Icing on the cake!
The Rare Yet Profitable Route
The another good way (yet not as popular as the above-mentioned ones) to win new business with the help of LinkedIn is to track down the employees that have worked in the companies that you are targeting. Here’s a brief roundup of 2 steps to do so:
1.) Find out the people who have earlier worked at companies in your industry: Let’s suppose, you provided SEO services to company A last year, now find out the employees of the same company who joined in some other company in the same industry and try to leverage your “Story” to help sell your services to the new company as well.
As you can see in the image above, the list of employees showing up are ex-employees of Google and Microsoft (or whatever companies you choose from the options inside the past companies filter).
Here, you get great opportunity to get relevant and targeted leads without having to follow any strict measures.
2.) Connect and engage with them using your meaningful client story as the catalyst: Knowledge of human nature and the ‘sphere of influence’ is a necessity for the sales professionals who will eventually interact with the clients. In most of the cases I’ve seen sales professionals trying to sell their case studies to clients who aren’t even interested and don’t give a damn about it.
But when you connect with the people who worked at your client’s company and now working somewhere else, you kinda start closing the loop on ultimate buyers. The people who worked there might have seen the good results due to your service and can help motivate the new business to opt yours for the same or even better. Who knows!
What’s your call?
The tricks shared above are generally the lead nurturing methods and used to cost businesses a lot of money as you needed to use big events rather than Webinars to create connections and build contacts. But now LinkedIn has made the process not only pocket-friendly and reachable for every business but also more effective and easy!
In every way, ensure that you follow this approach with your LinkedIn connections. And REMEMBER…when you target the relevant prospects via LinkedIn search, you are not wasting your time but engaging them in a friendly, instant one-on-one conversation. Apart from that, by following the steps to carry out the idea, you will reach the point where you get calls from more prospects and obviously…more deals!!!