Cheers to the first installment of Cocktails and Lead Generation! This series will feature our project manager ,Bea, and our SEO/PPC Specialist, Cole, who will be diving into how to increase leads to your website. In the inaugural episode, they’ll be talking about LinkedIn lead generation. But before they do that, they’ll teach you how to make the perfect Whiskey Smash…
Recently at Hook, we had a successful lead come in through LinkedIn, so we thought it was appropriate to talk about the best tactics for improving your own LinkedIn lead generation.
Where to Start With LinkedIn Lead Gen
Start off with Google and search your niche – who you want to target. Keep in mind that LinkedIn will obviously be used typically for B2B businesses, so if you niche are actual consumers, LinkedIn is not the marketing medium to focus on.
You’ll likely see a whole mess of results on Google, so in order to whittle down the list and get rid of weaker prospects, make sure you do some investigating to see if they are a good fit. Read about the company and leadership. Do they seem like a high quality company that you would want to attach your own brand to?
When we are searching for prospects this way, we look at the overall quality of their website to make sure that they take their online presence seriously.
Once you find a high quality prospect, search their website to see if you can find our who you should be connecting with for potential business opportunities. We typically look for the head of marketing, while you may look for someone in sales or their operations.
Then, simply search their name into LinkedIn and once you find them, send them a message.
Now, anyone can search for someone on Google and then send them a message on LinkedIn, although it will take some time depending on how many leads you want to reach out to. Where LinkedIn Lead Generation really gets tough is in how you write your message. When you initially reach out, your message should be a short, quick description of who you are and what you do.
You don’t want to get too sales pitchy or send a huge long message that they’ll never read. Just tell them what you’re all about and how you can help them with their business.
From Cold Reach to Warm Lead
If they respond to your LinkedIn message, great! If not, that’s fine. Plenty of more prospects out there.
The next step is to get a phone call, or better yet, a lunch meeting set up to meet with the prospect and to further discuss how you can be of value. That is how will find success with LinkedIn. You must be able to offer solutions. Also, it’s important that you try and form a relationship and avoid the sales talk or pitch.
We sent out 100 LinkedIn messages and as a result, we got 1 new client. And that’s pretty darn good. So don’t get discouraged if you get a lot of rejections or no responses. All it takes is one sale to make the effort worth while.