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February 6, 2012

How to Generate Leads With Linkedin

Imagine – a platform of only business owners and business professionals that has over 140 million members and is growing daily; where the average income per member is $120,000 US.

And the best part? Almost no-one is using this to its full potential.

What is LinkedIn?

LinkedIn is a business directory that specializes in finding businesses, talent, and opportunities. It is therefore a place to discover businesses and for others to discover you. A place to discover talent; for recruiting, outsourcing, partnering with, or consulting. In short, people who can help your business.

It is a place where you can see credentials, build a relationship first then trust. It is a place where you should be able to generate 4 – 5 leads per day for your business. 75% of your business should come from LinkedIn.

In short – you are the talent that others are looking for.

But are they finding you?

LinkedIn has a record number of searches per day for SEO, Reputation Management, Mobile Marketing, List Management, Web Development, PPC, Lead Generation, YouTube management, and many others.

Why is LinkedIn so Popular for Business?

The main reason is that it is a search engine where you can search for people rather than information. You can see their credentials, and get to know them first before you commit to anything.

You also get geographically targeted search results so you can search for local people.

LinkedIn is perfect for you if you have the skills that are searched for, or if you want to outsource to people with those skills.

Benefits of Using LinkedIn

– You can only have one profile.

– You can generate leads all over the country and even the world even if you have a free account.

– You can use apps on your profile which help you to showcase yourself and your business.

How to Use LinkedIn:

You need to have a well written and well-presented profile that is SEO optimized with keywords. It is best to have a salesletter or similar copywriting for best results. Only talk about what you do for your clients and how you do it. Your past is irrelevant, unless it shows your experience in your current position. Use apps to help you. Slideshare is a good one to use as you can upload powerpoint presentations or YouTube videos to slideshare which will then show on your profile.

Always keep Search Engine Optimization in mind as people need to find you. Also, make your email address visible on your profile.

A systematic approach to networking works best. So decide first what you’re going to offer, and make sure it will pre-close clients for you, and generate relationships with your prospects. It should help you find business, and generate value for your leads.

In our case study, a start-up business approached his target market and asked them if they knew a good accountant in their area. They had one of three responses: No, I don’t know an accountant; yes I know an accountant; or no response.

He mentioned his business only in his signature with a keyword rich sentence and a link. He contacted 100 prospects. Of those 100, 22 responded that yes, they did know an accountant and made a referral. 43 responded that they didn’t know an accountant, and 35 gave no response. He then wrote to the accountants, told them that they came highly recommended and asked if he could recommend them to others.

The results: one accountant offered him $500 to buy his list of people in his area who needed an accountant. And 21 people wrote back and asked about his SEO services. He made five sales resulting in $4300 income.

Now you don’t have to offer the same, but you need to offer something of value. This way you will build excellent relationships and trust with your prospects.

For more information on LinkedIn, visit Attraction Marketing, and search for the article: The keys to Success on LinkedIn.