How to Use Linkedin to Get New Business

There are 332 million people on Linkedin, with two new members joining every second (according to a Linkedin Pulse article by Katy Elle Blake). In the same article, Blake noted: 29 percent of US adults use Linkedin daily and the average user spends 17 minutes per month on the site.

I’ve been on Linkedin since 2007 (right before I graduated college) and have seen it grow drastically into an invaluable business tool. When used correctly, Linkedin can be a big lead generating machine.

If you’re using Linkedin and are not getting leads from it, you’re doing sometime wrong. Here are a few basic tips you can start following today to help start generating leads for your business.

Tip 1: Make sure your profile is optimized.

It’s important to fill out each section accordingly – doing so makes your profile searchable. Use keywords that are relevant to what you do, who you are, and which services you provide. Include an engaging headline that does not tell people what your job description alone is, but rather, what you do and how you can help them. Removing your job title all together from your headline is also an option that can work well. I recommend keeping your job title only if it be considered a keyword you’d like to get found for.

Upload a photo of yourself. Having that photo adds some personality to your profile, shows that you’re a real person, and could even help it get more views; profiles that have photos typically get 11 times more views, according to marketing influencer Jeff Bullas. Headshots are best for photos – never use a full body image or an image that has another person in the photo with you, like so:

marissa aug 1

 

 

 

 

 

 

The next vital section of your profile is the summary; it gives readers a better understanding of who you are. Consider it your 30 second elevator pitch. In 30 seconds or less, what do you need to tell prospects to capture their attention?

Tip 2: Be active!

There are two key ways to be active on Linkedin:

  1. Participating in Group Conversations

After you’ve optimized your profile, start joining applicable groups; “applicable” meaning groups relevant to your industry and groups in which your prospects might belong to. Don’t just be a member – participate in group discussions and start your own, offering valuable, through-provoking discussion. In doing so, you expand your reach and help establish yourself as a thought leader.

  1. Posting Status Updates

According to Buffer, a single Linkedin status update reaches 20 percent of your followers – Linkedin status updates get you expanded reach. If your profile is not getting seen by anyone, then how could you possibly be getting new business from Linkedin? Buffer also suggests posting as many status updates as your content supports. Your status updates need to be professional. Here are two examples of status updates I recently posted:

marissa aug 2

 

 

 

 

 

 

 

 

 

(News about a recent honor I received.)

marissa aug 3

 

 

 

 

(An article I published on Huffington Post.)

Tip 3: Engage and Re-engage Your Connections

Oftentimes you’ll get requests from strangers. Use their connection requests as an opportunity to introduce yourself and see how you can mutually help each other. Build relationships with your connections. Re-engage those connections at least twice a year but in doing so, don’t push your products and services down their throats. You’ve already introduced yourself – they know who are you and what you do. Offer to help them without expecting anything in return. Check in to see how they are doing and what’s new with them. Start conversations.

By following these tips and giving before you take, you’d be surprised at how naturally the leads flow. If you have any questions or need help optimizing your profile, please contact me at marisasanfilippo@gmail.com.