LinkedIn Lead Generation

Generate Small Business Leads With Your LinkedIn Profile

Social media marketing for your small business does not have to be challenging. Let’s talk about LinkedIn. LinkedIn is a great tool for small business lead generation if you know how to use it. When you consider how LinkedIn is a search engine then you can utilize its search functions to find the leads you need.

While there are ways to find new contacts to expand your network such as following LinkedIn Groups and then finding contacts from their followers section, entering a hashtag in the search bar to find very active LinkedIn members, and using the advanced search filters to find strangers with more than a few things in common, let’s begin with your current LinkedIn network. Just follow these steps and you will be on your way to building a large network of leads:

1)      Use LinkedIn’s search tool to find local 1st connections in your network to directly message. Head to the search bar at the top of your LinkedIn page, click on it, and then press Enter to head to the search page.

You will then be able to select All Filters to the lower right of the search bar. This will allow you to advance search the connections in your network. You can use the All Filters menu to specify the connections you want to see in your search results.  

If you do not see an option under the search field, you can add one by typing it in to the specific field bar. As long as the item such as the company profile page you are looking for is in LinkedIn, you will be able to add it under Current Companies just by typing in its name in the field and clicking on it. 

Again, this example is about connecting with your 1st connections, aka people in your LinkedIn network. After you get to your search results page, choose the profile you want to contact. Then in their profile select the message button to type your direct message. This is all about reconnecting with your network, something most people don’t do.

The message you send should be short and not a sales pitch. This message is to check in on your 1st connections by asking how they are. In the last sentence let them know how things are going with you. It’s okay to add a little bit of info about the market or your track record in real estate. Since this is not the main purpose of your message and is just a part of the overall message of seeing how the connection is doing.

Example:

A)

Hello First Name,

It has been a while since we talked. How are things?

Things on my end are great! I am having a great year in real estate and getting my clients into amazing homes.

I just wanted to check in with you.

Sincerely,

Agent First Name  

When your 1st connection responds then you should immediately send a follow up message to keep the conversation going. Ending a conversation too early makes it appear your initial message was insincere about learning how they are doing.

Here is an example of a correct follow up message to their response:

B)

Hi First Name,

This sentence should acknowledge their answer to “how are things?” 

It would be great to have a short call sometime soon to talk more – social media is great and all, but nothing beats a great conversation.

When would be a good time for you to chat?

Sincerely

Agent First Name

You want to move this conversation away from direct messaging to the phone. Direct messaging is great for initiating turning a cold lead into a warm lead, but the actual qualifying process is too complicated for back and forth social media messaging. One conversation should be enough to see if they are interested and worth your time as a client.

Furthermore, you now should have some good information for your phone call. You had asked them an open-ended question, “How are you doing?” Hopefully, since they are a 1st connection, they were not shy in their response and gave you some good info to go on.

If they are willing to talk to you on the phone, then you want to place them into your CRM and properly tag them for easy follow up.

Now when you want to expand your search beyond your 1st connection, you can still utilize your LinkedIn network. This is where you should analyze your 2nd connections. These are LinkedIn members who are not in your network, but in the networks of your 1st connections. Otherwise known as a friend of a friend. This is a great way to expand your network. Just like traditional networking it is important to use who you know to connect with who you want to know you.

Here are the steps to take:

2)      Under All Filters select the connections tab and then check 2nd.

These are LinkedIn members in your 2nd connection network. Since these people are outside of your network you have two options to message them. First you can choose the Connect button in their profile to add a note to your connection invitation. Or, you can select the message button to message them directly if the button is available in their profile and you have enough InMail credits. For example:

Your amount of InMail credits depends on your level of paid LinkedIn membership. I recommend to just send a DM in the connection invitation. Either way, here is an example of what to say:

A)

Hello First Name,

I see we have a few shared connections [you can choose to name a few]. I have enjoyed expanding my network using LinkedIn during this time when we can’t meet face to face. I’d love to connect with you.

Sincerely,

Agent First Name

If they accept your connection. You should thank them for accepting your invitation to connect.

Then say:

I think we could have a better conversation over the phone about how we can help each other.

How I can help you on my end is navigating the real estate market to get you into a better home.

When would be a good time to talk?

Sincerely,

Agent First Name

Since these are new 1st connections, you will have a higher success rate with getting them to respond to your messages and to set up a time for you to call them. Everyone is intrigued by new people. Furthermore, you are setting an expectation from the beginning of your relationship that you are the type of connection that is proactive with LinkedIn for building their network. And that is always a good way to approach every new connection you make on LinkedIn. 

We can help you with your small business social media marketing.

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