How to generate leads using LinkedIn

The starting point for using LinkedIn (or,for that matter, any social media tool) is
to ask yourself, “Is this tool right for my business?” After all, just because
everyone else has jumped on the bandwagon doesn’t always mean that it’s
right for you.With that in mind, we’ve come up with a few scenarios to help you
figure out if LinkedIn is something you should use. Better still, it’ll give you an idea of how
other people have used LinkedIn to generate leads for their businesses.

There are  primary ways you can use LinkedIn to generate leads for your business.

1. LinkedIn Answers: This is one of the more useful (and under-utilized) tools on

 LinkedIn. It’s a section where people who want to ask questions about business go

 to get advice. And guess who’s giving the advice? You are, because you’re an
 industry-insider with a lot of helpful knowledge, right? We know someone who answered
questions about marketing research on a regular basis. Over the course of one year, he generated 

more than $80,000 in new projects using this approach.

2. LinkedIn Applications: One of the more interesting places to visit on LinkedIn is
the Applications area. This is where you can go to add new and interesting apps that
will improve the experience people have on your LinkedIn page. If you’d like to add
your blog posts to your LinkedIn page, it’s easy. Or, if you’d like to let people know
what business books you’re reading, that’s easy, too. You can even set up simple
polls to find out what’s on the minds of your customers and prospects.

3. LinkedIn Groups: As we mentioned earlier, you should definitely join several
groups on LinkedIn. But the trick here isn’t just joining the obvious groups in your
industry, it’s joining groups that are outside your industry that might help you grow
your business. By stretching out a little bit, you’re expanding your reach, which is
always good for business. So, for example, if you’re an accountant, you don’t want
to just join accounting groups -- you’ll want to join groups for entrepreneurs, small
business owners, restaurateurs and other groups outside of your immediate circle.

4. LinkedIn People: This is terrific for sales people, people looking for jobs and
business-to-business owners who want to get their foot in the door at a large
corporation. Just do a search in the upper-right-hand box for your target company.
Click on the company. Now, on the right hand side, you’ll see a box that will show
you your first connection (also known as a direct connection) and your second
connections. Assuming you have no first or direct connections, click on the second
connections link. This will bring up a list of names of people at your target company.
At the bottom of the profile, you’ll see a list of your shared connections. From that
point on, it’s a cakewalk -- just ask your friends to introduce you via LinkedIn to the
people at your target company. Bingo, you’re in.

5. LinkedIn Direct Ads: LinkedIn has an advertising program that can be used to drive
new prospects to your landing page, LinkedIn group or other destination. The ads
work the same way Google paid search ads work. You simply write a headline, add
some copy and create a destination link. Then you bid on how much you’ll pay
LinkedIn every time someone clicks on the ad. If you pay $1 to LinkedIn for a click through,
and it takes 50 clicks before you convert a customer, then you’ve just spent
$50 for 1 customer. If your product sells for $500 each, investing $50 to generate
$500 is not a bad return-on-investment.

6. LinkedIn Mobile: Yes, LinkedIn has a mobile application. If you haven’t already
downloaded it to your smart phone, just go to your app store and download it for
free. The LinkedIn mobile app is best used when you’re at a trade show or an
event where you’re making one-on-one contacts. During a conversation with a
prospect, ask them to turn on LinkedIn on their smart phone. Then, bump your 

phones together lightly. If they have their settings correct, then LinkedIn will transfer 

your contact information between phones using Bluetooth. No typing, no misspelled 

words -- just instant transfer of information.