In this guide, you will learn step by step process how to optimise LinkedIn profile, write outreach messages and target potential leads and start driving sales on LinkedIn.
LinkedIn is the right place where you need to be in 2020 if you are in the B2B world, according to statistics number of conversions is 80% on LinkedIn, 12% on Twitter and 7% on Facebook.
Profile optimisation
Profile optimisation is the first step in the lead generation process. When potential lead visits a LinkedIn profile is crucial to understand how you can help to improve his business.
Profile headline
The most important thing on the LinkedIn profile is the tagline. Bussines owners tend to represent good qualities about their business and they are forgetting about their what are the needs of their potential clients.
Most business owners put that they are the owners or co-founders in the tagline, potential clients are not focused on their title in the headline, they want to see how you can solve their problems and help them to grow business.
That means that the focus needs to be on their problems, show them with one sentence how you can solve their problems.
Here is an example of the tagline:
Co-Founder at the ultimate lead generation tool– Helping companies make more sales on LinkedIn with photo personalisation.
The tagline is showing to potential leads how I can help them to make more sales and how I will do that for their business.
Now potential lead knows how you can help. And its big chance that they will contact because of the well-optimised tagline.
About section
About the section of the LinkedIn profile is the right place to share more about your business or services that you offer. Write a description of services and go in-depth on how you can help potential customers. At the end of the text, include a call to action and share more information about how potential lead can contact.
LinkedIn cover photo
The next thing in the process of the profile optimization for lead generation is the LinkedIn cover photo. The cover photo is one of the details that can help in the lead generation process. An easy way to make a cover photo is to use Canva. Personalise cover photo with your logo or with message how you can help leads. and include a call to action, email, and phone number.
Outreach messages
When a LinkedIn profile is optimised for a lead generation its time to prepare messages for outreach. The process of lead generation is different than other methods like cold calling and cold emailing, the sales process on LinkedIn is focused on building valuable relations, not trying to sell immediately. Focus is more on sharing content that is valuable for leads.
Invite to connect message
Invitation to connect is one of the most important steps in the campaign, this message is deciding for further communication because the next message will be sent only if potential lead accepts an invitation to connect.
The message needs to be personalised and one of the most efficient strategies is to find a connection with a potential lead. One of the favorite strategies is to search group members in the Sales Navigator search and target with the message we are members of the same group on LinkedIn.
Here is an example of the message:
Hey {{firstName}},
I came across your profile here on LinkedIn in B2B Sales group and
thought we could benefit from being connected.
Thanks!
Rochelle Green
Founder The Ultimate Lead Generation Tool
The recommendation is to test different connection request messages and to see what will perform better for the same potential leads.
1st message
Never try to sell immediately, that is one of the biggest mistakes if you are trying to find clients on LinkedIn. Ask them questions, try to better understand their needs and how you can help them.
Here is an example of a message that I use in the campaigns
Hi {{firstName}}, thanks for the connect!
I have a question if you don’t mind me asking, where do you find most of the clients for {{currentCompany}}?
If lead replay that is a great opportunity to better understand needs and arrange a discovery call.
2nd message
If there is no reply to the previous message the second message is a chance to share valuable content with potential leads. Share blog post, guide or a link to your Facebook group.
Here is an example of the message:
Hey {{firstName}},
I build a Facebook group where you can find:
How to create content that generates leads for your business on LinkedIn Cold outreach on LinkedIn tips and tricks
Best tools for LinkedIn
Would you like me to send a link to you?
3rd message
This is the last message in the sequence and if there is no reply here is the opportunity to pitch your services. This message will be sent 7 days after the previous message.
Here is an example of the message:
{{firstName}}, my tool can help {{currentCompany}} to generate more leads with deep personalization on LinkedIn.
What’s a good time to discuss more on a call this week?
This simple system can give great results for every business that can identify potential leads on LinkedIn, start with profile optimisation, message A/B testing and find a formula that will skyrocket your business.