Have you ever wondered how to generate leads on LinkedIn?
Most people know LinkedIn as a professional social network created for making professional contacts, hiring, job-seeking, and other business purposes. However, though not everyone realizes this, this network has broad marketing potential as well. In particular, it can be of great use for lead generation.
Before we can move on to tips and tricks for generating good leads via LinkedIn, let’s take a moment here to grasp the concept of a high-value lead. In a nutshell, pretty much every LinkedIn contact can be transformed into a lead. The two key components of a lead are interest and contact information. This basically means that anyone who is interested in your business, service, or product, and whose contact details you can get can become your lead.
Now, let’s look at the easiest way to generate leads via linked for free and with minimum effort:
Step 1: View Target Accounts
To get started, you need to have a clear idea of who is your ideal lead. Once you have a specific profile in mind, you can move on to discovering users’ accounts that suit your needs. LinkedIn offers a great search tool for this purpose and we will tell you more about it in the tools section of the article. Then, view suitable target accounts.
Step 2: Send Connection Inquiries
After viewing target accounts, it is a good idea to wait some time until people view you in return. If a person you’ve viewed also visits your profile, this is a clear sign of interest.
The next step is to send connection requests to those users who viewed you back.
Step 3: Gauge Interest with a Message
Finally, when a person accepts your connection request, it is always a good idea to send a short message. In this message, you can thank a person for accepting your request, introduce yourself, and encourage further communication.
Using this method and committing to the process at least 2-4 times a week, you can significantly expand your contacts list and gauge interest. Then, all that is left to do is data scrapping with relevant filters (to ensure that you get the right leads) and the extraction of data. For the latter purpose, it is wise to use a reliable email finder and extractor. To make the process of extracting emails quick and simple, we offer you our Free Email Extractor. But, we will get back to it later.
Don’t just find target accounts that meet your ideal lead image and send connection request straight away. The main reason step 1 is called “view target accounts” and not “find target accounts” is because when you open a person’s account on LinkedIn, you show up in that user’s “Recently Viewed” list. This trick will allow you to track users’ interests by looking at whether a particular person views you back.
Add only users who are 2nd connections to myself. This trick has two objectives. First of all, it provides a larger potential to convert the lead. A study revealed that 87% of consumers make a more favorable impression of a salesperson who is connected through their network. Secondly, when you add people who are 2nd connections to myself, this basically means that you have something in common with them and, thus, helps avoid the mass spamming.
Always take some time to wait for your target contacts to take action (for example, view your profile back or accept a connection request). An action is an indicator that a person is interested in interacting with you. Thus, waiting for a responsive action ensures that you are not being perceived as intrusive or spammy, and it also helps you filter potential leads from those who are not interesting in making a connection with you.
When sending requests, try to make them as personalized as possible. When you add someone to your list, LinkedIn sends the recipient a standard message, which doesn’t provide any explanation at all about why a particular person should connect with you. Also, personalization makes you stand out and helps establish trust, making a person more open to further dialog. Thus, it is always a good idea to personalize these messages.
When sending your first message, keep it personalized and not overly salesy. Remember that your initial goal is to connect and start a conversation, not to sell. Messages that are too salesy may prevent your targets from wanting to develop a relationship with you.
Don’t hesitate to follow-up! If a target doesn’t respond to you, it is not a bad idea to send one more follow-up message after a few days. This will help you grab the recipient’s interest. However, don’t push new contact too much. If someone didn’t respond to the first message, he might’ve been busy or haven’t noticed it. However, if he also doesn’t reply after a follow-up message he might as well not be interested in starting a conversation with you.
If you are looking to generate more leads using LinkedIn, here are the two essential tools you should try:
LinkedIn Sales Navigator
LinkedIn has taken decent care of its users engaged in inbound and outbound marketing using this platform. They even have an advanced lead search tool to help you find the right target accounts. The search has 22 different categories of filters that include:
Years of Experience
And much more
This tool will help you to refine the search result into a list of accounts that meet your ideal lead characteristic.
Finding your ideal targets and establishing contact with them are large steps in lead generation. However, one more thing without which you can’t do is the extraction of the contact details of those leads, and that’s when our Email Extractor is the best choice! We offer you a simple tool that extracts the right contacts in a single click. All you need to do is to set up our Email Extractor chrome extension, authorize to LinkedIn, and filter out the contacts you’d like to export.