In this age of information overload and overcrowded inboxes, how many touches does it take for your prospect to agree to a meeting? Wouldn’t you love to stand out from the crowd, stay top of mind, and get that phone call when they’re ready? LinkedIn can help you do that. LinkedIn can grow your revenue.
With access to over 738 million users in 200 countries worldwide, LinkedIn is an excellent platform for B2B business growth. To understand the magnitude of its potential, consider that:
- 40% of LinkedIn users check in daily,
- 80% of social media B2B leads come from LinkedIn
- LinkedIn is 277% more effective at generating leads than other social media,, and
- LinkedIn drives more than 64% of social traffic to B2B sites.
When you’re ready to grow your revenue on LinkedIn, here are the 7 steps to position yourself as an authority in your industry, connect with key prospects — and consistently turn leads into clients.
1. Create a Client-Centric Profile
Your goal is to make it clear to visitors that you help people just like them overcome problems and achieve specific goals. The best profile speaks directly to those in your prospect persona and leaves them with a call to action such as “connect with me,” “send me a message,” “check out my blog,” “download this checklist,” or “subscribe to my newsletter.” Position yourself as an authority in your space to convert profile views to connections.
Key Takeaway: Position your personal brand with a client-facing profile to show you’re someone prospects will know, like, and trust.
Tip: Download the 7 Keys to a Client-Centric Profile and optimize your profile.
2. Develop Your Content Strategy
The purpose of a content strategy is to educate, add value to your brand, and build relationships. Without value, the content you share will be useless to your target audience. Your content strategy must be informative, relevant, and high-quality. Crafting your strategy starts with defining your objective and then sharing valuable free content that fits that objective. By offering a mix of original and curated content like posts, tip sheets, videos, eBooks, checklists, and guides, you can remain top of mind, positioning yourself as an authority in your field.
Key Takeaway: Craft a content strategy to stay top of mind with clients and prospects
Tip: Best days and times to post are:
- Wednesdays, 8 – 11 am and noon
- Thursdays, 9 – 10 am and 1 – 3 pm
- Fridays, 9 – 10 am
3. Find High-Value Prospects
LinkedIn’s search functionality is an effective tool to find prospective clients outside your network. You can use specific search criteria geared toward your prospect persona to filter individuals by industry, geography, title, function, company size, and more to find those most likely to use your services.
Key Takeaway: Use LinkedIn search tools to identify potential clients.
Tip: Search through your existing connections and re-engage with the warm leads you already have. Be sure to nurture referral partnerships as well.
4. Build a Quality Database
Once you’ve identified your ideal clients, it’s time to send them personalized invitations asking to connect. Giving prospects reasons to connect is key. Having a client-facing profile that addresses your title, company name, and industry and gives proof of your credibility is the best way to start. Don’t give them a cheesy sales pitch. By filling your database with high-quality prospects that fit your persona, you’ll be able to leverage connections for years to come.
Key Takeaway: Build your database with your ideal prospects and leverage that database now and in the future.
Tip: Draft message templates as a starting point, then make each message personal.
5. Set up ‘No-Pitch’ Messaging
When it comes to LinkedIn messaging, don’t come out of the gate selling. Seek to add value because, as soon as they sniff out your sell, you’ll lose them. Set up your messaging machine by establishing a reliable system for staying in front of your prospects, building rapport, and demonstrating expertise. Be respectful and allow for two or three weeks to pass between messages.
Key Takeaway: Your personalized messaging machine will build your Know, Like, and Trust factor so you stay top of mind.
Tip: Keep messages brief, as if you’re typing them on your mobile phone.
6. Systematize & Simplify Activities
Developing a system capable of managing your activities is essential to your success. CRMs, schedules, tasks, tracking sheets, and automated processes can significantly improve your playbook. Calendars, spreadsheets, and software tools can be powerful assets that add value to your brand and help you remain top of mind with your clients. However, it’s necessary you integrate all parts to effectively manage your progress.
Key Takeaway: The sooner you find monotony, rhythm, and routine the better.
Tip: Use a scheduling app to make finding the perfect time for a call easier. If you don’t already have one, we recommend Calendly.com. Their free version may be enough for you.
7. Nurture Leads so YOU get the call
Not everyone you meet will have an immediate need or desire to hire you. Therefore, what happens AFTER the initial meeting and throughout the buyer’s journey can make all the difference. Nurturing your leads is not a one-size-fits-all approach. Build personalized long-term relationships with your key prospects, continue to add value and remain top-of-mind so YOU get the call when they’re ready to buy.
Key Takeaway: Build relationships by sharing assets, offering advice, asking for opinions, recommending, endorsing, and more.
Tip: Identify the triggering events and plan to nurture your leads.
Time to Take Action
They say that products and services make you money, but systems make you a fortune. This 7-step process is the system we use to grow our clients’ revenue. You can now make it yours. But only if you implement it. Don’t let LinkedIn and this system sit on the shelf while someone else builds their fortune.
Take time to download and fill in the Grow Your Revenue Checklist. Map out your content strategy and build your messaging machine. Commit to taking action on each of the seven steps to fill your sales pipeline. Be ready to reach for the phone when they call YOU.
I’ll leave you with one last LinkedIn statistics: 50 million companies have a presence on LinkedIn. Are you one of them or are you missing out on the visibility? In the next article we’ll share how to optimize your LinkedIn Company page.
Need help with your LinkedIn process, then we should talk.