I have recently undertaking a few marketing mentoring sessions with customers, as part of the process I like to reflect on the learning that has taken place. Some of the following maybe of use to you and your business.

LinkedIn for leads and networking

According to a leading national social media agency Linkedin is the most effective social platform for attracting more B2B prospects to your business.

When used correctly LinkedIn is one of the best platforms to connect with both influencers and leads. With the right strategy in place you can make this as an effective social selling tool. However, this is not new news at least it should not be new news. Yet I see businesses and business people still trying the “numbers” approach to LinkedIn marketing and networking.

Social Media and networking have a few common goals, one of them is building and maintain relationships. By providing helpful feedback, comments, and valuable information you can attract them to your business. Note no sign of selling at all, this is about pulling people to your business not about pushing you and your products to your customers.

Consistency is key with your activities, it’s important to make these activities a regular part of your marketing schedule in order to have a chance of being successful. There are several ways you can attract more leads and sales without being pushy.

Test the new LinkedIn Advertising – This tool (formally part of LinkedIn Accelerator) gives your brand the ability to grow your leads, go beyond InMail, generate a sponsored ad, and more. When undertaken correctly you can use this paid resource to better connect with influencers in your industry with precise B2B targeting.

Build relationships with InMail – If you are not ready to add advertising to your budget then your business can create a meaningful email to your contacts that fosters a positive relationship. The focus should only be to build a relationship and the interest in what you have to offer will follow. Avoid mass emails in order to appear as a spammer, which can also hurt your reputation.

Re-purpose your content –  We have seen many customers publish both a blog and a summarised LinkedIn article to raise their profile. Use this feature to bring more subscribers to your website and connect with your readers through comments. Additionally, you can track who your readers are through their analytics.

Exchange ideas in professional groups – These targeted communities are a great way to learn more about your industry as well as provide helpful information to others and establish credibility. Unfortunately, many see the members of the group as a sales opportunity and reduce any credibility they may have gained. These are places to leave the sales message out and instead contribute something of value.

Monitor daily notifications -With smart phones there is no excuse not to monitor your new connections, comments, published posts, and group activity. Be ready to communicate with your connections in a way that is personal, helpful and open.

Post something useful – Increase the level of interest on LinkedIn with your articles, a video, the odd quote, news article, remember who the audience is and this will dictate what you share. As you share your knowledge, expertise, and updates on what you are doing in your industry you can attract more interested connections and prospects. This information can also be promoted on your company page, which can attract a good number of followers.

With these steps your business can attract new leads from LinkedIn, which can be converted into sales as you nurture your relationships. The more effort you put into the process the better the outcome. Use this social network to build more brand awareness as you establish yourself as an expert in your field.

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