Finding Leads on LinkedIn

Finding Leads on LinkedInLinkedIn is a great prospecting tool for B2B companies. In this article, learn more about finding leads on the platform. (If you’ve already established that you should develop a LinkedIn strategy, based on my article, “Is LinkedIn Right for Marketing my Small Business?“)

The key to finding leads is making connections, both by inviting many people to connect with you and by having memorable interactions with those people.

When you invite someone to connect with you, personalize the message beyond the default, “I’d like to add you to my professional network on LinkedIn.” My friend and business expert Steve Yastrow‘s biggest pet peeve is when people he barely knows send him the default connection invitation– he just ignores them. If you act like a robot, people will treat you like one.

How Do You Find People to Connect With on LinkedIn?

You know more people than you think you do! Most people can double their number of professional connections in just a few days.

Make connections with employees at your vendor and partner organizations– these contacts will be eager to connect with you and might have access to valuable leads.

Similarly, make an effort to connect with several people at your client organizations, not just your main contact. Developing more relationships will help broaden your involvement with your client.

Reflect on your past for opportunities to make connections. Consider high school classmates, church youth group friends or professors from college. Also, reach out to social contacts that might be professionally relevant, like parents from your kids’ playgroup.

If you’re fairly new in your career or business, consider connecting with friends of your parents who are more established professionally and will probably be glad to help your development.

These are just a few ideas to get you started expanding your LinkedIn network. Remember, “connecting” is not enough! Your lead generation will only be successful if you develop and maintain your relationships over time.

Is LinkedIn Right for Marketing my Small Business?

Is LinkedIn Marketing Right for my Small Business?A few weeks ago, we answered the question Is Facebook Right for Marketing my Small Business? Today we shift focus to a different social media marketing platform, LinkedIn.

LinkedIn is a professional networking platform with social elements, like status updates, groups and those connection update emails I’m sure you have received in your inbox. These are free tools that can be used in small business marketing. In addition, LinkedIn also offers premium accounts and advertising options.

Before deciding to use the free tools or premium offerings, you should determine if LinkedIn marketing makes sense for your business.

When LinkedIn Marketing is Right for Your Business

  • Your small business is B2B. In this case, you should have a LinkedIn marketing strategy. Marketing efforts should focus on where your customers are, and I can almost guarantee your B2B customers are on LinkedIn.
  • You have a business brand. If your customers are businesspeople, LinkedIn is a great way to find them. Examples of ‘business brands’ include of professional development training or ergonomic office products.
  • You frequently need to hire new employees. If you need to market your business to prospective employees, LinkedIn has amazing tools to do so.
  • You are seeking investors for your business. It’s very likely potential investors are using LinkedIn, and you will want to build up your employees’ and brand’s credibility through LinkedIn.

When LinkedIn Marketing is Wrong for Your Business

If your business meets one of more of the following criteria, you can probably allocate your marketing resources elsewhere:

  • Your customers are consumers. 
  • Your customers aren’t businesspeople. 
  • Your business is local. Contrast this with Facebook, where local businesses thrive. LinkedIn typically isn’t used for staying up-to-date with what’s happening at local businesses.

Even if you don’t use LinkedIn in your marketing plan, it’s a great resource for finding and researching employees and partners. Also, you may find benefit by connecting with groups of other businesses in similar industries. Have questions about LinkedIn marketing? Send me an email: amanda@zooinajungle.com