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Why prospect on LinkedIn?



Why prospect on LinkedIn?


LinkedIn has been around since 2003, yet it's still relatively unknown among small business owners. It’s a shame really as this networking site offers so much more than just connecting with others in your industry or similar background. Here are five reasons why LinkedIn is an essential tool for all businesses looking to grow their customer base.

It provides easy access to your prospects.

You can find people by job title, location, company name, email address etc., making it easier to connect with those who have specific requirements that align with what you offer. You also get to see which companies they work at now and if there is any overlap between them and yours, plus how many other connections they have within your industry. This gives you valuable insight into whether these individuals may be suitable for your services—and even better, if you can help each other.

They're already interested in working with you.

A survey conducted by the American Association of Advertising Agencies (AAAA) found that 90% of US adults use social media to research potential vendors before engaging directly with them. And LinkedIn is one of the top three sites used to search for professionals like lawyers, accountants, consultants, architects, engineers and developers. The results show that almost half of Americans (49%) report using LinkedIn to make professional contacts.

The demographics of LinkedIn users match closely with those of key decision makers in your target market.

In terms of age range, gender distribution and education level, its user profile matches closely with the typical buyer persona for your product or service. For example, according to a recent study by the United States Census Bureau, women represent 54 percent of college graduates aged 25-34 years old while men represented 46 percent. In addition, only 13 percent of post graduates were female meaning that a large portion of LinkedIn members are male. Another interesting fact about LinkedIn comes from data collected by Nielsen Research Group. They discovered that 72 per cent of LinkedIn users belong to the 35-54 demographic group. What does this mean for your brand? Well, it means that when customers look online to solve problems related to your products or services, they will likely find you first. If you want to know where your ideal audience hangs out online, take advantage of tools such as Google Trends to discover new trends, interests and information sources relating to your niche. Then simply type "your keyword" into Search Engine Land to determine if anyone else is talking about it.

It allows you to establish yourself as an expert in your field.

If you've ever researched a particular topic on Wikipedia then you'll understand exactly how important establishing yourself as an authority figure works. When someone Googles something, not knowing who else might provide relevant content, they turn to Wikipedia because it is considered the best source of reliable information. Once you become an established expert, people begin searching for answers using keywords associated with your expertise rather than generic searches. So, once you create a bio page on LinkedIn, prospective leads will start searching through the platform specifically for the kind of solutions you offer. That said, don't stop there! Write articles that answer questions commonly asked by your buyers. Use targeted blog posts to share tips and advice related to topics that interest your desired audience. Add links back to your website throughout your profile. Your goal here is to position yourself as an expert above everyone else. By doing so, you build trust and credibility, attracting more followers and ultimately boosting sales.

Your competitors are already active on LinkedIn.

According to a recent article published on Forbes, 75% of Fortune 500 Companies have profiles on LinkedIn. A whopping 80% of global brands have accounts on the site either exclusively or alongside Facebook and Twitter. However, less than 20% of local firms have profiles on LinkedIn. Why is this significant? Because, unlike other social networks, LinkedIn is primarily focused on B2B marketing, allowing you to easily stay ahead of your competition. Since LinkedIn focuses heavily on business to business relationships, you can leverage this opportunity to gain visibility for both sides of the equation. According to statistics provided by Hubspot, 86% of executives say LinkedIn helps them identify qualified candidates for positions within their organizations. Plus, 65% state that it increases employee productivity. These stats prove beyond doubt that LinkedIn is a great place to generate leads and promote your products or services.

This isn't to suggest that other social platforms aren't useful for building your clientele. Of course they are, but LinkedIn is unique in that it presents itself in a more refined manner, helping you to stand apart from the crowd. After all, no matter how big your budget is, you shouldn't have to spend hours creating a beautiful website, designing eye-catching graphics, writing compelling copy, uploading images, managing SEO and PPC campaigns, monitoring analytics or updating frequently...the list goes on! With LinkedIn, you can focus entirely on developing strategic partnerships with highly skilled people within your area of expertise. Whether you need software development assistance, graphic design support or web hosting services, you can instantly reach out to hundreds of experts via LinkedIn. Even though some may charge higher fees for their time, you won't have to pay anything until after the deal is done. Not to mention, you could potentially land a huge contract worth thousands of dollars without spending a dime.

So, why prospect on LinkedIn?

With LinkedIn being a leading business networking platform for millions of entrepreneurs worldwide, choosing to join was probably pretty obvious. But we hear quite often, "I haven't joined LinkedIn yet." We understand this is due to several factors including fear of rejection, lack of knowledge regarding how to approach prospects, low self confidence or plain boredom. Regardless, joining LinkedIn couldn't hurt your chances of success when trying to increase revenue. While there's plenty of debate surrounding the effectiveness of cold calling on LinkedIn, one thing is certain—it's a must practice if you plan on growing your business successfully. As mentioned earlier, LinkedIn boasts a strong membership base with whom you can share ideas and collaborate towards common goals. Having said that, you should never feel intimidated by reaching out to complete strangers. Remember, every person wants to feel acknowledged and appreciated and starting conversations with new acquaintances doesn't always require you to be aggressive. Consider using LinkedIn Pulse to read up on trending news, share stories and engage with current discussions. Start by asking open ended questions to spark conversation. Then listen carefully and respond accordingly. If you'd prefer to meet face to face, consider scheduling coffee dates with colleagues or peers, especially if you live far away. Also, remember to keep things light and friendly during initial meetings. Don't forget, having fun whilst meeting prospective partners is crucial to forming long lasting friendships and/or collaborations.

To recap, LinkedIn is an invaluable resource for finding quality clients faster than traditional methods. Its extensive database makes it possible for you to locate high-quality leads quickly, enabling you to maximize ROI. Nowhere else can you tap into such a vast pool of talent and resources, making it a smart choice for anyone seeking to expand their business.

LinkedIn has long been considered an effective networking tool for professionals, but not many people know that there's more to its utility than just connecting with peers in your industry or field. The truth is that if you want to grow your business as fast as possible, using LinkedIn will be one of the most beneficial things you can do - even before you start sending emails!

In this article we'll explain how LinkedIn works, what makes it so powerful when used correctly, and why using LinkedIn to prospect could actually make you money faster than ever...

Why use LinkedIn to prospect?

When I first started my own online marketing career back in 2009, I was desperate to find new clients who would pay me thousands every month through affiliate programs. But since none were available, I had no choice but to spend hours trying to create my very own "marketplace" where these types of opportunities existed - which led to nothing but frustration (and lots of wasted time).

It wasn't until years later that I discovered how much easier all of that could have gone by simply knowing about LinkedIn. This platform offers such incredible potential because of how easy it is to connect directly with decision makers within any company, regardless of whether they're currently looking at buying anything or not. Once you learn exactly how to leverage LinkedIn properly, you may even find yourself getting paid up to $20K per month from companies interested in hiring top talent like you right now!

But don't take our word for it...

Here are some other great reasons to consider leveraging LinkedIn to help your prospects get hired.

1) You don't need their approval to submit job applications anymore. Many employers prefer candidates send them resumes via email instead of waiting around for someone else to bring them over.

2) If you've heard that recruiters spend 90% of their day searching for qualified applicants, then you probably understand why being able to locate only those who meet certain requirements is crucial. A lot of times, recruiters will search for specific skills and experience rather than generic keywords, making sure that any resume sent to them meets their strict criteria. That means you have a better chance of landing interviews with big-name corporations.

3) When you find a position you really want to apply for, why waste your precious energy applying elsewhere? Instead, head straight to LinkedIn and see if anyone related to the job posted recently applied. Chances are high that whoever got the interview did something special enough to earn it.

4) It costs less to hire employees on LinkedIn versus traditional methods. By offering lower salaries and benefits, businesses save hundreds -- sometimes even thousands -- of dollars each year because of the way they compensate their workers.

5) Since everyone on LinkedIn shares similar interests, it's a much safer place to exchange ideas and information without worrying about being embarrassed or judged harshly. In fact, according to Harvard Business Review, 84 percent of executives say sharing sensitive information freely is essential.

6) For starters, LinkedIn allows you to easily upload documents containing contracts, agreements, letters of recommendations, etc., to impress prospective bosses during initial meetings. Because of this feature alone, I've saved countless hours and tons of valuable work space compared to competitors' websites.

7) With access to millions of users worldwide, you can reach virtually anybody and everybody. And thanks to its advanced functionality, you won't feel lost navigating the site either. There are also plenty of user groups and forums dedicated specifically to topics relevant to your niche, allowing you to tap into discussions and feedback regarding current trends and problems.

8) Another advantage of this website is that once you register, you can build multiple profiles for free. Afterward, you can upgrade to premium accounts if you'd like to keep adding more details and personal touches to your profile, increase your visibility among others, and gain extra tools like the ability to post videos, add photos, etc.

9) One thing I love about this site is that it doesn't limit itself to strictly promoting products and services. On the contrary, it provides a community full of helpful resources to help boost entrepreneurs' careers and improve overall performance.

10) Lastly, you may end up finding someone who knows someone who needs your product or service. Or maybe you'll discover that you already know someone working for a certain corporation and you can ask him/her if he wants to try out your product for free, thus providing positive exposure for both parties.

Now let's talk about how exactly you should go about doing this. We'll discuss everything from how to identify your target market to tips on writing compelling messages.



Why is it important to prospect?

The main reason why prospecting on LinkedIn is vital is due to the sheer amount of traffic flowing across this platform daily. According to research done by Hubspot, nearly half of LinkedIn members log onto the site monthly, while 22 percent check it out weekly. These numbers prove how popular LinkedIn is amongst consumers, meaning that unlike other networks, you stand a real shot at reaching someone who might be a fit for your business goals.

On average, a typical person spends 40 minutes checking his Facebook account every single day. He may also scroll through Twitter for about 20 seconds, Google+ for five minutes, Instagram for 10 minutes, Snapchat for three minutes and Pinterest for two minutes. Now compare those stats to how often a member checks LinkedIn. Not only does this number represent a huge chunk of time spent on this particular website, but it also shows us how significant having quality leads could potentially be.

If you think about it, the odds of striking gold when calling friends and family to introduce yourself are slim to none. Why bother wasting your time and theirs? However, if you set up shop on LinkedIn, you'll never run out of fresh prospects eager to hear from you. Plus, here's the best part: LinkedIn gives you complete control over who sees your message. Unlike other sites, you decide who gets to receive your promotional materials. So you can rest assured that you aren't going to annoy too many people along the way.

What is the benefit of direct prospecting?

One major perk of using LinkedIn to prospect is that it helps you avoid the dreaded cold call altogether. Think about it: whenever you land a client opportunity through referrals, you typically have to wait days upon weeks for your contact info to finally reach said person's desk. Then again, when you approach someone directly, you usually speak to a manager who could theoretically schedule an appointment with you right away. As you can imagine, this kind of scenario is frustrating for everyone involved.

And although you may still occasionally encounter individuals who refuse to listen to your pitch unless you give them your phone number beforehand, most people today are willing to listen to what you have to say based solely on what they read about you on LinkedIn.

Another upside of using LinkedIn to prospect is that you can literally develop relationships with future colleagues and collaborate together in order to advance your professional endeavors. What happens after that depends entirely on you and your interactions. The point is that you'll likely become closer with your contacts after learning more about their backgrounds and experiences.

For example, let's say you found out that you share mutual connections with someone working in human resource management. Well, wouldn't it make sense to send her a message saying "Hey, I'm thinking about starting my own HR department soon. Would you mind taking a look at my portfolio?" Of course she'd reply positively! She'll gladly review your material and provide advice on ways you could improve.

So next time you come across someone in LinkedIn whose expertise fits well with yours, remember that you could potentially start building a relationship with them through this medium. Just follow your gut instincts and watch how far it takes you.

We hope you enjoyed this segment on the power of LinkedIn. To learn more about growing your business successfully, click below.

LinkedIn is a great place for networking, but it's not the only place where people are looking for solutions to their problems. There are plenty of other places that will help you connect with prospects in your niche — or any niche — including Facebook, Twitter, Google+, Instagram, Pinterest...the list goes on! And if you're already using these sites, then there's no reason not to use them to grow your business too.

But what about LinkedIn? Why would anyone want to join this site specifically when they could easily be connecting with others elsewhere as well? Here are some reasons why LinkedIn is worth considering for growing your business.

How can I attract better clients?

While all networks have an "About Me" page (and many also have a "Contact me" button), LinkedIn has the most useful information. It shows everyone who views your profile whether or not you've accepted requests from them. This means that if someone searches for you by name, occupation, location, etc., they'll see your complete bio and can learn more about how you work before contacting you. This makes it easier for them to decide which person to contact based upon your skill set rather than just clicking through blindly because they felt like adding you.

And while you may be tempted to keep your current job title and employer listed under "Job Experience," don't do it here. You wouldn't include personal info for your family members either. Focus solely on career-related information so potential customers know exactly what you offer. If they need further clarification, they can always ask questions via email or call. Your goal is to give visitors enough information to make them feel comfortable asking you for assistance. The last thing you want is for someone to think you aren't interested in helping them because you didn't share everything you had to say right off the bat.

If you were thinking of making a change in your field or industry, then show that clearly. People won't assume anything unless you tell them otherwise. Showcase your successes, accolades, and accomplishments instead of hiding behind vague statements such as "I'm open to new opportunities."

People love success stories. They crave inspiration and motivation. So speak up and let them know what you got going now that you wish you'd done earlier. Tell people what worked for you and what hasn't. Give them examples of things you did differently from others in similar situations. Share your best tips and advice. Let people know that even though times are tough, you still managed to figure it out somehow. That way, you'll stand out among those who haven't been able to pull themselves together yet.

You'll notice that many successful entrepreneurs post videos of themselves speaking at conferences, giving interviews, teaching workshops, presenting products, etc. These types of posts usually generate tons of comments and inquiries. When you start sharing content like this, remember to add links back to your own website within each comment box. Make sure you put the link in manually and not automatically generated by WordPress or something else. Otherwise, your traffic might drop significantly since people will click away after seeing the same old blog article again and again.

As long as you provide good quality content, you shouldn't run into much trouble getting approved for posting videos. Just follow guidelines stipulated by LinkedIn itself, as well as its users' feedback regarding spammy behavior. Many people tend to report suspicious profiles that try to take advantage of loopholes to promote themselves improperly. In fact, one study showed that 70% of spammers reported receiving negative responses towards their actions, leading to a decrease in engagement on the platform overall.

It's important to note that not every user is savvy enough to recognize sponsored content immediately, especially if it doesn't look obviously marketed. Therefore, we recommend trying to avoid making blatant marketing claims anywhere possible, especially in the description text of your posted articles. Instead, focus on providing valuable insight without being overly promotional.

How do you get clients to find you?

This is perhaps the biggest question LinkedIn users often struggle with, and it's easy to understand why. After all, how does one go about finding clients online? How can someone locate someone who offers services in her area of expertise? What kind of strategies works best?

The truth is, LinkedIn isn't really meant for direct client attraction. While it's ideal for building relationships first, it's not conducive to cold calling or pitching prospective clients directly. But if you can master the art of indirect selling, you'll become known as a professional expert in your field who truly cares about solving specific client needs. As time passes, word of mouth alone will bring in leads eventually anyway.

We highly encourage joining groups related to your line of work and engaging regularly in discussions. Don't be afraid to respond to comments left on your wall and answer questions posed by group members. Be helpful and friendly whenever possible. Most importantly, stay positive. Never act desperate or needy. Remember, you never know who might end up reading your response, and you definitely don't want to come across as rude or unapproachable.

When asked a relevant question or two, address it thoughtfully. Explain why you believe what you said was true and cite credible sources. Then wait patiently until the conversation comes around to you once again. Avoid talking about yourself constantly or bragging about past achievements. Focus on answering queries honestly and demonstrating value above all else.

Don't forget to check your notifications frequently to see if anyone reached out to request your service. Respond promptly to those messages, and thank the inquirer for reaching out.

Once you develop solid connections with the individuals in your target audience, you can begin sending emails periodically offering free consultations or sample sessions in exchange for referrals.

One tip: To increase chances of success, send personalized subject lines and message bodies tailored to individual recipients. For example, if you're targeting men in a certain age range, phrase your introductory paragraph accordingly. Even if only 1 percent of the emails sent hits reply, that's still thousands of leads per month, and that number only grows with practice.



How do I get clients online?

In addition to following the steps mentioned previously, there are several ways to market yourself properly on LinkedIn. Try the following tactics to create buzz around your brand:

Posting Updates Regularly

Updating your status updates consistently throughout the day allows followers to keep tabs on your news feed. Posting daily keeps them coming back for more. We suggest scheduling your updates during low usage hours. Also, be mindful of your privacy settings. Some users block statuses altogether, meaning folks viewing your public account won't see what you post.

Connect With Others Within A Niche Interest

By connecting with professionals in your field, you'll receive recommendations from top influencers and experts. Ask these leaders to endorse your skillset, highlighting special qualities or areas of strength. Encourage them to write short testimonials that highlight their experience working alongside you.

Share Content From Other Social Networks

LinkedIN provides a convenient space for interaction between users. However, it's critical to ensure that your published material reflects your branding accurately. Ensure your logo appears beside images related to your company, product, or profession. Always credit original creators appropriately.

Join Groups Related To Your Area Of Expertise

Joining groups related to your field of expertise increases visibility. Join a few pages associated with your industry, and spend time browsing posts within each group. Engage with other community members and leave informative comments occasionally.

Keep Track Of Who Is Following You

Followers can view your activity stream and interact with your postings. Keep track of who follows you to gain insights about your target audience and tailor future campaigns according to their interests.

Use Hashtags Effectively

Hashtags allow readers to filter content pertaining to topics of interest. Use hashtags relevant to your industry to draw attention to your offerings.

Also, consider creating lists to organize contacts based upon categories. For instance, you can separate your contacts into different teams: sales team, management staff, support staff, etc. Once you reach a certain point, start assigning tasks to various employees within your organization. Organize projects for upcoming events and assign deadlines to them so nothing gets overlooked.

A simple tactic to remember is to use #hashtag+your keyword + your city. Example: #salesmanLosAngeles. Since search engines rank results higher depending upon relevancy, this type of tagging helps boost position rankings.

How do I find high paying clients?

There is little doubt that LinkedIn is a powerful tool for attracting targeted prospects. Its vast database contains millions of active accounts searching for answers to their problems -- yours included. All you have to do is tap into that resource.

To do so, simply browse profiles according to category or region. Search for keywords relating to your particular field or specialty. Start conversations with people whose profiles match your criteria. Think outside the box. Take initiative and approach strangers. Do whatever it takes to break down barriers and build rapport. Eventually, you'll find interesting prospects willing to pay handsome commissions for your services.

Remember to treat your interactions like real life meetings. Stay polite and focused on problem solving. Offer value beyond your pitch first, and gradually ease into discussing fees later. By doing so, you'll maximize your chance of landing lucrative contracts.

Finally, remember that you don't necessarily have to sell your services exclusively on LinkedIn. Consider incorporating other social media platforms into your strategy as well. Using a combination of methods and channels gives you greater flexibility to craft your messaging, improve conversions, and drive qualified leads to your website.


Author

Mathieu Picard

CEO, Anyleads, San Francisco

We are the leading marketing automation platform serving more than 100,000 businesses daily. We operate in 3 countries, based in San Francisco, New York, Paris & London.

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