How to Find Prospects on LinkedIn: Advanced Strategies

I’m finally getting around to watching the recordings from Social Media Marketing World 2014 #SMMW14 and these notes came from the presentation by Viveka von Rosen .  Viveka von Rosen

Some interesting Stats

From the Sophisticated Marketers Guide to LinkedIn

  • 1 out of every 3 professionals is on LinkedIn
  • 65% of companies acquired B2B leads through LinkedIn
  • 93% of Marketers rate LinkedIn as effective for generating leads
  • LinkedIn drives more traffic to B2B blogs than Twitter, FB and G+ combined

The Content Marketing Institute claims that LinkedIn is the only platform that the majority of B2B marketers consider to be effective

Six Advanced Strategies:

1.  Attract Prospects

See Who’s viewed your profile and get specific information about them.

Who's viewed your LinkedIn profile

Get more information in each area when you mouse over the graphs.

Whos viewed your LinkedIn profile Search

Make sure you are adding Keywords in every section!

  • Professional Headline (120 Characters)
  • Titles and Descriptions in Experience (100 / 1000)
  • Summary Section (2000)
  • Interests (1000 characters)

Key word placement: Use your keywords mostly in your description section and summary section-no longer necessary in your title so much

2. Target your Search

 Use Boolean search!  Vivieka’s resource guide including Boolean.

+ keeps the words together
OR when either will do
AND when you are clarifying
an audience or industry or niche
NOT to ignore an audience

Example:
CEO OR Chief+Executive OR Founder OR Owner AND Medical AND
New+York NOT Consultant NOT Marketing NOT job+seeker

Advanced LinkedIn search

Site: linkedin.com/in(any content you pull from your search) and Google search for more in-depth information

3. Let LinkedIn show and send you leads

SAVE your searches! LinkedIn will then send you more search results that fit in your criteria as they come available…directly to your email address!!

Use your “You visited” icon-from there it will show you “similar people”

Similar people

4. Communicating with leads

Use the “People you may know”-You can tell them “LinkedIn thinks we should know each other. Want to connect?”

People you may know

Use your “who’s viewed” me icon: these are all either competitors or LEADS!

Use your groups to connect with new people. For more info on this check out Jill Konrath.

LinkedIn Groups connect

ALWAYS customize your invitations!

5. Manage your Network

Tag your contacts! This helps you to segment your network.

Tag LinkedIn Contacts

Use LinkedIn’s note keeping and reminders-use them to keep notes on conversations with a leads-remind yourself to follow up ___ days later–this can even be used as your CRM if you do not have one set up.

Tag Contacts from profile

6. Content Marketing for Lead Generation

Set up and then use Publisher. People can then search your articles

LinkedIn Publisher

You can also easily add content to your stream with Pulse or the LinkedIn Bookmarklet

Bookmarklet

Viveka left off with several great questions to ask yourself about LinkedIn:

  • Who is your target market?
  • How will you connect to them?
  • How will you engage them?
  • How will you be perceived?
  • What are three steps you’ll take within the next 24 hours?

Wonderful ideas – what are you going to do next on LinkedIn?  Share your thoughts in the comments below!