Unlock. John Nemo. for Lead Generation. The Ultimate Guide to Leveraging LinkedIn for Nonstop Sales Leads, Clients and Revenue!

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1 The Ultimate Guide to Leveraging LinkedIn for Nonstop Sales Leads, Clients and Revenue! John Nemo

2 Stop Chasing Prospects Instead Get THEM Chasing YOU! Learn how to leverage LinkedIn to generate nonstop sales leads, add new clients and increase revenue! Since it launched back in 2003, LinkedIn has undergone a remarkable transformation. From its inauspicious beginnings as a basic careers website with 4,500 users to a global B2B lead generation and networking phenomenon with almost 300 million members, LinkedIn has become an indispensible social network when it comes to doing business online. Consider this: An Investis IQ Audience Report near the end of 2013 noted that LinkedIn now accounts for 64 percent of all corporate website traffic that comes via social media channels. So how can you make the most of the fertile marketing ground that is LinkedIn? The first step is creating a killer profile that shows up high inside LinkedIn s powerful search engine and is client-facing, meaning people will know exactly how they ll benefit from connecting with you and the services or products you offer. Step two is leveraging LinkedIn to locate, engage and connect with your ideal prospects. The best way to do this is through LinkedIn s powerful professional Groups more than 2.1 million of them have already been created, with scores more being added every day. Your LinkedIn Profile It s Not About You! Let s start with this: I think 95 percent of people are still using LinkedIn the wrong way. What I mean by that is people are still using LinkedIn as little more than a glorified online résumé Here s where I went to college, here s where I ve worked, here s some awards I ve won, etc. There s just one small problem with that approach: IT S NOT ABOUT YOU! The harsh reality is, people care far less about you and your accomplishments than you think. (Think about that for a minute 64 percent of ALL the traffic coming to your corporate or business website via social media channels is coming from LinkedIn!) What they DO care about is this: Me, Myself and I. It s All About Them! Meaning you have to refocus, repurpose and reframe every sentence of your LinkedIn Profile to answer this 2

3 question: How does what I m saying right now help YOU make more money? the URL point to a page on your blog or website that does exactly that! Every single sentence of your LinkedIn profile should aim to answer that question. How does what I m writing or sharing right now help my clients or customers? How does it solve one of their problems? How does it make their lives easier? How does it make them more money? Step 3: Start your LinkedIn profile s Summary section with ALL CAPS to highlight things like WHAT WE DO or WHY WE RE DIFFERENT. LinkedIn doesn t allow bold, italic or other text formatting, so ALL CAPS is a great way to make something stand out! Again, note how I want your summary to be client-facing! Go to your LinkedIn profile right now, and follow these steps: Step 1: Rewrite your professional headline (the profile heading that goes next to your name) so it explains what industry/niche you work in and HOW you help customers or clients in that niche! IMPORTANT: Before you start, use LinkedIn s Search tool to see what the most popular keyword searches are related to your industry. How are people finding the products or services you offer? What search terms are they using? Try to think like your prospects If I were in their shoes, what would I punch into LinkedIn Search to find someone offering what we do? Step 2: Edit your Contact Information area s Website and Blog listings. Instead of choosing Company Website or Blog or one of the other pre-set options LinkedIn offers, choose Other and then write in a brief phrase hinting at a need you meet or a problem you solve. Say something like How We Help Dentists Get More Patients or Media Training Tips and have Add in multimedia clips (videos, online presentations, links to pages on your website, photos or portfolios, etc.) to your Summary section that highlight products or services you offer, and include a client-facing 3

4 caption. Link to talks or presentations or website pages that demonstrate your expertise so you can build credibility with your prospects! Repeat Steps 3-4 for every single job you have listed on your LinkedIn profile edit the job title and summary, then add clips and work samples as well. Trust me, if make these changes, prospects are going to find their way to your virtual front door through LinkedIn Search and other avenues. And when they do, they re going to be banging it down, because your profile will be offering them exactly what they are looking for! LinkedIn and Lead Generation It s the Groups, Stupid! Students of political history will remember strategist James Carville s famous mantra that helped Bill Clinton win the 1992 U.S. presidential campaign: It s the economy, stupid! In the case of finding, engaging and connecting with your ideal prospects on LinkedIn, It s the Groups, stupid! Here are three easy tips to immediately start leveraging LinkedIn s professional Groups to generate business! Tip 1: LinkedIn Group Membership Pages First, you ll want to join as many Groups as you can (LinkedIn allows you to join a maximum of 50) in your particular niche or industry. (Note: The more niche you can get, the better.) Once you get accepted into a Group, go to its Members page. You ll notice all the members of the Group listed, and here s the really cool part you can filter your search of those members by job title, physical location or other criteria. Boom! Once you run a search, you ll instantly create a list of ready-made prospects based on specific job titles, company names, physical locations or other any other criteria you want to sort by. How cool is that? Tip 2: Personalized Invites and Messages Once you ve built your list of ideal prospects inside a Group, it s time to engage! I d suggest starting with a personalized invitation to connect. One of the biggest mistakes I still see people making on LinkedIn is not taking the time to send a personalized invitation. Just trying to bang through the generic I d like to add you to my professional network LinkedIn invites is not only ineffective and lazy, but it can also lead to you getting flagged as a spammer, which then restricts your ability to send people invites in the future. 4

5 Here s a simple way to personalize an invite that takes all of about 14 seconds to execute. Open up the profile of the person you want to connect with in a new tab, and scan his or her profile. Look for something personal to mention in your invitation. Where did he or she go to college? What city does this person live in? Does he or she have any hobbies or volunteer organizations or causes listed? I love mentioning something NOT related to work in my LinkedIn invites. First, people aren t expecting it, and it makes my invite stand out because it s so different. Second, when I ask someone about his or her hobbies, passions and interests outside of work, it helps build a relationship and context around something important to them, which again helps me stand out in their memory. It also paves the way for future messages as a friendly, non-work theme I can blend into each correspondence. Tip 3: Reverse Engineering Your Content Another great way to generate leads via LinkedIn Groups is by sharing valuable content that demonstrates your expertise and insight on a particular product or service. For example, let s say you want to sell video marketing services to Small Business Owners. You can join several Groups where Small Business Owners are hanging out, but rather than just spraying those Groups with sales pitches in the Discussion area, try reverse engineering instead! Here s what I mean: Create a post that says, 3 Reasons Video Marketing is Critical for Small Businesses. And then go on to explain in your post how video marketing can help small businesses create instant trust and likability, how it helps with SEO via YouTube and other online channels, how it humanizes a business by showcasing its people and personality, etc. Cite case studies or statistics to further illustrate your point. End with a call to action encouraging others to share links to their own video marketing clips as examples in the comments if they have one to share. Then include one of your own videos to get things rolling. Ask others for their thoughts and feedback, including any tips or benefits you might have missed. [Insert Groups Image 6 here] LinkedIn Invites: The 3 Keys! The three key elements of an effective LinkedIn invitation are WHY I want to connect with you, HOW I found you and the unique VALUE I will bring you as one of your new LinkedIn connections. Make sure you address all three elements in your invite as well as adding a personal sentence or two at the beginning. (I go over this in great depth during my free trainings online.) 5

6 That type of post does two very important things. First, it places YOU as an expert when it comes to video marketing, and as someone people will want to follow and pay attention to. Second, there will be some who read the post and decide, This guy really makes a good point and knows his stuff. Plus, I loved his sample video from the comments. I m going to find out how much he d charge us for a video like that! (That exact scenario happened to me with the post titled 3 Reasons Video Marketing is Critical for Your Collection Agency! that you see here. I ended up getting several leads from it, including one that ended up paying me $6,500 for a video project!) Another option is to start your post with an open-ended question: Does your Small Business use video in its marketing efforts? Why or why not? Your post can still share the value/benefit mentioned above, but your title might work better in triggering people to respond and engage since you re asking a direct question. A third option is simply to monitor the Groups you re in for opportunities to share your wisdom in the comments. This is a great way to find people who are looking for what you have to offer, and immediately impressing them by adding your insight by answering their questions in the comment area. You can also privately message individual Group members with your insights and advice. Final Thoughts LinkedIn literally offers you a treasure trove of personal and professional information on your ideal prospects, making it incredibly easy to create a 1-on- 1, personalized style of connecting and engaging with your potential buyers. Make sure you take advantage of it! Also leverage the unique knowledge, approach and personality you bring to the equation in all your interactions and sharing online. Remember, the only think that truly separates you from everyone else who offers similar services or products is YOU! Want More? I do free trainings online all the time, so make sure you sign up for an upcoming webinar! I ve also got tons more blog posts, videos and other free resources online at. Who is this Guy? John Nemo is a former Associated Press Reporter, Award-Winning PR Director and Social Media Consultant. He currently provides 1-on-1 business coaching and consulting services to small business owners, sales professionals and other executives across the world. John is also the creator of the online training program LinkedIn Riches, which reveals the exact formula he used to generate more than $135,000 of revenue in just 90 days using LinkedIn. He also is the Founder and CEO of Nemo Media Group, a Minneapolisbased marketing agency that provides website design, public relations, social media, graphic design, video marketing and professional writing/ content creation services for clients across the world. Learn more about John and the LinkedIn Riches training program online at: LinkedIn Riches Nemo Media Group NemoMediaGroup.com 6

7 What Others Say About John Nemo & LinkedIn Riches 7

8 What Others Say About John Nemo & LinkedIn Riches 8

9 What Others Say About John Nemo & LinkedIn Riches 9