Saturday April 11, 2015
According to Hubspot and “The Sophisticated Marketer’s Guide to Linkedin.,” LinkedIn gives you more B2B leads than Facebook, Twitter, OR blogging.
We are constantly hearing how great Facebook, Twitter and blogs are for finding business, and that you need to have all three; however, LinkedIn is the best place to be for business leads. In fact, according to HubSpot, 43% of all marketers have found a customer via LinkedIn in 2013 AND LinkedIn is 277% more effective for lead generation than Facebook and Twitter.
Unfortunately, 65% of a traditional sales professional’s time is not spent selling. So if you think about increasing your sales peoples’ or your own selling time by 10%, by 20%, by 30%, what does that mean to your bottom line? Again, LinkedIn cuts out a lot of the busy work, a lot of the running around, a lot of the drive time so that you can actually increase the amount of time you or your sales team spends selling.
HubSpot also reported that LinkedIn drives more traffic than Google+ and Bing combined. Having a properly optimized profile with useful websites and links is essential.
Some final numbers: There are more than 350 million members on LinkedIn today and the average user has an income of $106,000. Look for posts to come with each step and tips to utilize your LinkedIn profile to its full capacity.
Here's what I had to say (on page 19 and 20):
LinkedIn Asked: How are marketers getting it wrong with LinkedIn?
My Response: Basically marketers do these three things wrong:
• Selling too much
• Not making use of the tools
• Not realizing its potential
I always tell people you will never sell your—um—stuff on LinkedIn. The likelihood of someone seeing an update you have posted on how you sell the best gadget and then buying it is unlikely. LinkedIn is about creating relationships with people. Once you have established a connection and are moving from the “know” each other to the “like and trust” each other level of engagement—only then do you have a good chance of sharing your products and services with someone likely to purchase them. But these relationships take effort and nurturing. Establishing that sense of “like and trust” might seem like a lot of work, but the payoff can be monumental. Getting people to buy from you on LinkedIn means a time investment, but to me it is well worth it.
LinkedIn has so many cool little tools. My favorite is their “Sharing Bookmarklet”. To find the Sharing Bookmarklet, you just come down to the “Tools” link and then on the right hand side click on the tab that says “Sharing Bookmarklet.” Drag the Bookmarklet button up to your browser bar. Then no matter what web page you’re on, all you have to do is click on the ‘share on LinkedIn’ link and you can easily share that page. Not all websites are LinkedIn-centric. so if you find a website, blog post or article that doesn’t have the LinkedIn share button, you can still share it by clicking on the “Share on LinkedIn” button. You can post the page as an update or as a tweet. You can post it to your Groups, by clicking the Group option and typing in the name of the LinkedIn Groups you wish to share the post with. You can even send it to an individual. This is a very quick and easy way to post helpful, useful, and interesting content with your network. These updates will show up on your connection’s homepage as well as in your profile under “activity.”
Hopefully some of the things I have mentioned will open a few eyes to the potential of LinkedIn. There is just so much you can do with it. It is a completely under-utilized tool from Groups to Company Pages and beyond. But I guess that’s why I have a job!
If you have questions about how it can help with prospecting, lead gen, relationship building and top of mind awareness, please feel free to reach out to me! http://www.LinkedIn.com/ in/LinkedInexpert