4 Tips For Generating Leads Through LinkedIn: Small Business Online Marketing

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Looking to generate sales leads? LinkedIn could be a great resource, especially if you’re in a professional service business. Here are some interesting statistics:

  1. • 65 million business professionals are connected on LinkedIn
  2. • LinkedIn claims to be the world’s largest audience of influential professionals
  3. • Average household income of LinkedIn members: $109,000
  4. • 45% are actual business decision makers

Lots of people have joined LinkedIn for business networking purposes and to get their resume online for public consumption. Many LinkedIn users, after posting their profile and linking to some college classmates and former colleagues, will move on and rarely look back. But there’s much more to LinkedIn than resume sharing and popularity contests.

Tip 1: Position Your Profile Intentionally
Headline. Remember that your prospects will spend no more than about 10 seconds deciding whether to click through to your profile, and your headline is your make-or-break chance to capture their interest – so make it count! Don’t just list your job title or position, but instead use your headline to say who you are, what sort of person or company you can help, and what you will help them to do. Think about the person you want to find you, then speak to them and describe what you can do for them.

Summary. Once you’ve caught their attention enough for them to visit your profile, use the Summary section to elaborate. Your Summary should build on your headline and describe what you’re passionate about, what your business does, what problems you can solve, and why you’re qualified to solve them. Use the Specialties section of your Summary to give a succinct list of the skills and abilities that set you apart.

Additional Information. Do you have a website? A blog? A Twitter account? If they position you well and reflect your desired image, list them. Given them a name more interesting than “my website” or “my blog” (click “Other” when prompted) to entice your visitors to click. If you’ve received an honor or award or hold membership in groups that enhance your desired image, include them. Be cautious about adding “interests”, and remember you’re addressing a potential client, not a hiring manager. That said, listing one or two interests can give it a more personal touch, if that’s what you’re after.

Tip 2: Be Smart About Keywords
LinkedIn is a search engine, just like Google, and people use it to find contacts with particular expertise. Optimizing yourLinkedIn profile follows the same general principles as SEO. Think carefully about how you want to position yourself, and choose2-3 keywords you want to be “found” with. Make sure those keywords are prominently used in these places:

  1. – Your profile headline 
  2. – Your current job description 
  3. – At least one past job description 
  4. – Your summary 
  5. – Your specialty

Tip 3: Try the Advanced Applications
To further enrich your presence, click “More” on the LinkedIn menu and go to the Application Directory. You’ll find a list of options and should try one or two to spice up your page and give prospects who want to look further a more rounded sense of who you are. Have a Twitter account? If you manage your Twitter interactions professionally, then give LinkedIn visitors a peek at what you’re Tweeting. Author a blog? Pull the feed into your LinkedIn profile so visitors don’t have to leave to read it.

Tip 4: Create a Group in Your Niche
Hosting a LinkedIn Group is a terrific way to build leads. Make sure you spend time in other Groups in your niche first, so you’re not flying blind and you first get a feel for Group etiquette. When you set up your own Group, LinkedIn allows you to create a Welcome message, which gets emailed to each new member when they join. Use this to let newcomers know the purpose of your Group and what they can expect – but also to build your brand, send traffic to your website, add a call-to-action, etc.

How You Can Use LinkedIn to Get Success in Your Business and Professional Career? Why You Should Use It? Watch this Free Presentation at: http://www.linkedinsuccess.org

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