Starting a business takes gut, but you will need a lot more if you have little or no capital. The biggest problem most businesses encounter is to find people who are willing to buy their goods or services. Even companies with substantial capital struggle with this, we have seen companies as big as Google discontinue their product because they couldn’t find enough people who are willing to use it. The most successful entrepreneurs will advise you to create a product or service in a market with existing demand. But nobody will tell you how to reach these people with existing demand for your goods and services and how to convert them to customers.
This post intends to show you how to use LinkedIn to find warm leads (potential customers) and how to convert those leads to customers.
We started Virtuallypros with $0, zero contacts. The only thing we had was great service offerings, a great small-team, and data that shows the need for our services. But none of these resources were enough to help us obtain customers automatically. Discovering your market, having an exceptional service or product, having a great team is not enough to guarantee customers. Every entrepreneur or business owner has to know how to reach their potential customers and convert them into customers.
The job is a lot easier for companies with substantial capital because they could hire a team of experts and provide them with a big budget to run ads on the biggest social media platforms. But if you are a founder like me with a small team and $0, your only option would be to do it manually, and that is where a platform like LinkedIn becomes essential.
LinkedIn is currently the best lead generating platform for B2B, but most people sleep on it because they can’t find their way around it. Doing lead generation with LinkedIn is nothing like the traditional lead generating methods and platforms you have heard of before. Traditional methods and platforms are spammy and outdated.
For instance, entrepreneurs and business owners are tricked by marketers to purchase their massive database of emails and phone numbers. The plan is to send cold calls or marketing emails to these people with an intent to convert them to customers. This method would be perfect during the advent of the internet era. Over time scammers and bad marketers have abused this method. As a result, people have become more resentful and guided.
Also, phone manufacturers and email companies have fortified their products and services to protect their users against scammers and spammers. For instance, if you use Gmail, you should have noticed your spam folder is always busy. Google algorithm and machine learning track spammy emails and automatically dispose of the spam folder. Users can decide to flag any email as spam, and when they do, Google learns and saves the action in its database and correlate it with other verified spams. Subsequently, when similar verified spam emails go out to Gmail users, they are automatically sent to the spam folder without the user consent, and most users barely check their spam folder.
Desist from the traditional lead generating methods and platforms, instead use Linkedin.
The steps below will guild you on how to use Linkedin for lead generation:
Register and optimize your profile
Register an account if you don’t already have one. Optimizing your profile includes:
Determine your potential customers and search
Knowing your potential customers should be part of your business process. When you have done that, the next step is to find them. For the sake of this post, our potential customers would be Marketers.
Connect with your target audience
I will advise you to be more intentional here. Take your time to look at the profile of your prospects, see if they are active, passive users, or if they are people who will like a personalized connection request. PS against the conventional “LinkedIn Experts” advice, don’t send a connection note when connecting with prospects except they are not active users and don’t have their connection button turned on. Why? Most active LinkedIn users don’t care about that, and sending another message without a reply to the previous one will make you look needy and spammy. The first impression is all that matters.
Wait for a day at least after connecting with your prospect before introducing yourself. Don’t be tempted to sell, acknowledge them, and introduce yourself and what you do. Also, don’t spam them with any link. People are naturally curious. They will check your profile: if there are interest and correlation, they will come back for more information or request. Do you see why you need to take the preceding steps seriously?
Everyone will not respond favorably, and you will get ignored by some people. Follow up the previous conversation and stay in their mind with rich content that relates to their pain points.
Book appointments and close deals
Get them over to your calendar page to book an appointment with you. Use Calendly or any appointment tool you can afford, and don’t forget to do a torrid preparation before your meetings. A torrid Preparation includes research on the clients, highlights of their pain points, and how you would solve them.