Winning Over Top-Tier Clients With LinkedIn
Let’s talk LinkedIn. The top-rated social media network lead generation platform that’s 277% more effective for B2B than Facebook or Twitter. If you’re pitching a product or service that needs to go straight to the decision makers of company, there’s no faster way to cut through the noise. You won’t even need the Sales Navigator or a Premium profile to get results. So have you best lookin’ headshot ready, let’s do this!
Step one: Give your profile a complete makeover
There’s a never-ending list of blog posts out there that will tell you how to write a killer bio. We can’t tell you the right way to go about formatting, but do your research and draw inspiration from two to three impressive profiles. Same goes for your own business page too. It’s true that current and “complete” looking profiles attract twice as many visitors as ones that don’t. What makes a “complete” profile? We’re talking a detailed work history, education, skills, recommendations and accomplishments. Oh, and a neat cover photo, of course!
Step two: Connect and conquer!
Now to reach out. Once you’re feeling proud of your shameless plug, you’re ready to build relationships. You know your industry well enough by now. Find people in companies, roles and groups that can fit your ideal client. Don’t be shy about sending a random invitation (we’ve all been there). Just remember to send a brief, personal message with your request to connect, and include a warm introduction as to why you want that person in your circle. Do wait a bit before selling your services here though! Let the relationship brew and illustrate your value and relevance before trying to close a deal.
Step three: Show interest and credibility
This one’s easy. Get into the habit of keeping your profile active with a mix of educational and inspiring content. The goal here is to be visible on the feed – you can do this by sharing noteworthy articles and updates, and also by showing some love to your potential clients. Comments and likes travels far!
Step four: Spark a little more conversation
When your newsfeed activity opens an opportunity for a genuine convo, shoot a message to your prospect. No need to be sales-y. It’s a general chat about a topic or industry you’re both passionate about. If you can link back to the article they recently posted, or the new position they’ve been promoted to, it’s easy to build rapport. Eventually, it’ll be your turn to get into what you do and how you can add value to their company.
Step five: Take it offline
You’re closing in! Once you’ve illustrated the ways of how you and your contact can work together, grab that phone number or email and book your first meeting. What’s even better is that you’ll now have this person saved in your database. That means you’ll have many excuses to touch base in future, even if you don’t land the gig straight away.
Felisha Mendoza Mina is a multidisciplinary creative, teaming up with brands across Australia, North America and Europe. With 8+ years of experience across Graphic Design, Creative Direction, Videography, Photography and Marketing, she takes a highly integrated approach to media and communications that uses a breadth of technical and analytical skills to help industry leaders look better, work smarter, and create with efficiency.