Magnify Your Linkedin Lead Generation

Craig Hansen - Microsoft Master Trainer

Finding Targets for Linkedin Lead Generation (Sales Navigator)

There is so much information available on Linkedin when we are searching for potential targets for Linkedin Lead Generation!

If you’ve upgraded to Sales Navigator (SN) you have the benefit of identifying who has been on Linkedin recently, and is therefore a much better target for lead generation.

Notice in the image below, there are four numbers above the list of search results:

  • Total Results
  • Changed jobs in the last 30 days
  • Posted on Linkedin in the last 30 days
  • Share experiences with you

The most important number is…

Posted on Linkedin in the last 30 days

This is quickest was to eliminate rogue or dead accounts, and yourself time, money and energy chasing people who are on Linkedin once very couple or months or less – waste of time, too long to get a response from and they do not value the platform
Linkedin Lead Generation targets
Notice the number in the circle

Why is the ’30 days’ number so important for Linkedin Lead Generation?

  1. You know they are active on Linkedin
  2. They will be checking messages more frequently
  3. Your time-to-conversation will be shorter
  4. They are more likely to engage with content if you tag them

To use the number wisely, focus only on these people for your most critical lead generation campaigns. All the other people can become part of your wider brand-building exercises.

Changed jobs in the last 30 days…

This number is a second, though not so powerful number, that can allow you to contact, tag, congratulate or otherwise communicate with a connection. Sending a brief message saying, ‘Hey Brian, I noticed your changed jobs recently. Wishing you all the best in your new role!’ keeps you top-of-mind, without being salesy.

6 Keys to Growing your Linkedin Lead Generation (Company page)

Linkedin Company Pages are a great way to increase your company’s exposure to the right people. The following is a summary of a great article I published on Linkedin.

The 6 Keys

  1. Set up a publishing schedule – Linkedin uses a 3-4 times per day structure. With hundreds of publishers they can do this, and the same content is published multiple times on different platforms – so do not feel it all needs to be new content or you need to be this prolific. The key point is to publish regularly.
  2. Use Rich Media – images, slideshows, videos, animations, infographics, GIFs, charts and graphs are all useful to help engage readers.
  3. Scale and realign your Rich Media to fix the recommended publishing guidelines so your media appears perfectly on all platforms.  Linkedin recommends 1200×627 for images (see below for an outline).
  4. 4-1-1
    • Share 4 valuable pieces of content created by other people
    • Share 1 piece of content about you – skills and talents or opinion related
    • Share 1 piece of content about your company – goods, services, CTA
  5. Tag potential customers – if you have connected with someone on Linkedin (1st Connection) use the @name process by putting their Linkedin publicly displayed name in place of ‘name’ so they are tagged (like on Facebook) in your ‘post’ of your article. They will be notified, read and hopefully engage.
  6. Hashtag – if you’re not sure which hashtag to put in your post text or on your articles, check our the searchable list here and find some to follow & use that will alert your audience and appear in search results on Linkedin

This is a short list and will be very helpful as you begin to build your sales funnel using Linkedin for Lead Generation.

29 Critical Factors (in Linkedin Lead Generation)

As a Microsoft Master Trainer, I have the chance to educate and provide services to hundreds of clients each year. It is very apparent that Linkedin (one of Microsoft’s products) is critical to B2B and B2C organizations. Here are the 29 critical factors in Linkedin Lead Generation that will open up your sales funnel and gather you more inquiries.

Linkedin Profile

The starting factor has to be your profile, which is your doorway to potential clients. Ensure you have completed these aspects:

  1. Profile cover image that includes a CTA or service description
  2. Professional photo (this is not Tinder)
  3. A headline that tells Linkedin Leads
    1. what you do,
    2. who you do it for and
    3. how you do it (see mine by clicking the link)
  4. A summary that begins with testimonials/recommendations
    1. from real people
    2. found further down in your profile
  5. Endorsements for your key skills
  6. Recommendations for your services

Thought-Leadership Content

If you’re going you’re going to standout and appear in search results for potential clients, you need content. Generally posting nice photos of your cat or kids on holiday won’t cut it. Post content appropriate to your industry and write articles that are useful, predictions, training-focused and sharing new developments.

  1. Have a clear, short title
  2. Include relevant images
  3. Link to your bio or website
  4. Paste hashtags at the bottom for your keywords
  5. Use keywords in the headings and text
  6. @name invite people in your industry (that you are connected with) to view your content when you post it

Consistent Linkedin Lead Generation Outreach

It is true, that Rome was not built in a day. Additionally, a successful sales funnel is built over time, consistently reaching out to the right people. Here is how:

  1. Buy Sales Navigator (SN) if you can afford it
  2. With or without SN use all the filters possible to dig deep into your prospect demographics
    1. industry
    2. role title
    3. seniority
    4. location
    5. recent activity on Linkedin
  3. Reach out to 100 new people per day
    1. You can view their profile
    2. Invite them to connect & share your external links
    3. Endorsement
    4. Send a message – more importantly, send them a link to your content and invite them to share, like & comment

Launch your Linkedin Lead Generation today

You can book a free strategy session with Craig right now, at no charge and review your Linkedin outreach.