How to Make Money Marketing Your Business on LinkedIn by Jamie Turner

Author:Jamie Turner
Format: epub
Publisher: FT Press

The Top Five Ways Businesses Use LinkedIn to Generate Leads

There are five key ways businesses use LinkedIn to generate leads. But before we talk about how people use LinkedIn for business, let’s talk about why they use LinkedIn for business:

• If you’re a consultant, you probably want to connect with prospective clients to keep them aware of your experience and services. LinkedIn is perfect for that.

• If you’re in marketing for a B2B company, you might want to let prospective customers know when you’ve launched a new product or service they should know about. LinkedIn is perfect for that.

• If you’re a salesperson, you might want to do some research on the person you’re about to cold-call so you can know their hot buttons. LinkedIn is perfect for that.

• If you’re someone looking for a job, you might want to expand your circle of business contacts so you can stay in front of more prospective employers. LinkedIn is perfect for that.

• If you’re an entrepreneur, you might want to stay in touch with prospective customers in order to keep your sales funnel full. LinkedIn is perfect for that.

• If you’re in any business, you might want to stay in touch with existing customers and future prospects. LinkedIn is perfect for that, too.

The bottom line is that LinkedIn is a great way to have a dialogue with prospective and current customers. By opening up a dialogue with them, you’re building a relationship. And when you have a relationship with someone, who do you think they’re going to call the next time they’re in the market for your product or service?

You. That’s who.

So, now that I’ve given some examples of why people use LinkedIn, let’s talk about how people use LinkedIn to generate leads:

1. LinkedIn Answers. One of the most useful features on LinkedIn is the Answers link. This is where people go to ask industry-related questions to get feedback from people like you. I know one person who answered questions about marketing research on a regular basis. The result? $80,000 in new assignments for his company. Not bad, eh?

2. LinkedIn Groups. As mentioned earlier, you should definitely join several groups on LinkedIn. Of course, you’ll want to join groups in your immediate industry, but don’t hesitate to stretch out a little bit. For example, if you’re an accountant, don’t just join accounting groups—join groups for entrepreneurs, small business owners, restaurateurs, and other groups outside your immediate circle. After all, you already know many of the folks in your particular industry. One of the great things about LinkedIn is that it lets you expand your network.

How to Make Your Way Around a LinkedIn Group

For starters, don’t be shy. Go in and shake things up a bit. Don’t worry, there aren’t really any hard-and-fast rules for LinkedIn Groups. Here are some ideas:

• Start a discussion. The best discussions ask a question of the group’s members. What’s your favorite business book? Who do you recommend as an accountant? What is your impression of Apple’s marketing strategy?

• Comment on someone else’s discussion.

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