Start Generating Leads and Sales on LinkedIn Today
There Are 3 Essential Steps For You To Follow
If you are a B2B firm struggling to see a tangible return on the time & effort you invest in LinkedIn, you are not alone. Many business owners convince themselves that it just "doesn't work for our type of business", because they haven't seen the payoff. However, when leveraged correctly, LinkedIn can become one of your biggest sources of new client wins.
Our Founder, Tony Restell, recommends that B2B businesses focus on three sequential steps in order to transform results:
Step 1: Grow Your Audience of Prospects
The initial and most fundamental step is figuring out how to grow your audience in a highly targeted way. Success comes from highly targeted visibility and outreach, achieved by building relationships with a core group of your ideal clients (rather than chasing mass visibility). You can gauge how far away you are from saturating your market by performing a search targeting key job titles at your ideal companies and comparing the results to how many of those professionals are already your first-degree connections. Usually the gap here is staggering.
Step 2: Build Trust and Credibility with that Audience
As you establish a carefully targeted audience, the next crucial step is to build trust and credibility with these new contacts. Your content strategy should aim to take decision-makers from barely knowing you and your firm to viewing you as credible experts in your field. To effectively build credibility, focus on helping your ideal clients solve their challenges. This demonstrates expertise more persuasively than merely writing about your services.
Step 3: Convert the Audience into New Business
The final step is to convert your warmed-up audience into something more tangible, such as calls, meetings, or event registrations. Research has demonstrated that professional services firms are six times more likely to generate business from LinkedIn if they engage in proactive outbound activities rather than waiting for inbound enquiries. So you need to experiment with conversion approaches. Examples of effective approaches include inviting people to register for a business breakfast, book a Zoom call, or sign up for a webinar. Ultimately, the goal is to successfully take the relationship off LinkedIn, with meetings and event attendance bringing prospects more squarely into your business development pipeline.
If you're ready to implement this three-step social selling strategy to generate client wins consistently, we can help. To understand the kinds of results you could expect, and in what timescales, we invite you to book in a call with our team.
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