How to Use LinkedIn to Generate Leads

August 7th, 2014

There’s a very good chance you have an active presence on LinkedIn, but are you using it to your full advantage? As of June 2013, the business networking platform reports that more than 259 professionals in over 200 countries and territories have profiles on the site. This means there are infinite possibilities to generate leads, if you know where to look.

5 Ways to Use LinkedIn to Generate Leads

Need a few ideas to generate leads on LinkedIn? Get started with the following five techniques:

  1. Keep Up with Your Contacts: LinkedIn makes it easy to stay in touch with your contacts. The site has a feature that alerts you when your connections are celebrating an event such as a work anniversary, new job, or birthday, so you can reach out and send your congratulations. This is a great way to foster the relationship, so you stay on their minds.
  2. Ask for Introductions: It’s easy to see who your connections are linked to on the site. Browse their list of contacts and ask for an introduction if you see someone you’d like to connect with yourself. This is a great way to expand your network with professionals your own associates trust.
  3. Participate in Discussions: Get your name out there by joining relevant groups and participating in their conversations. Take the time to write insightful, thought-provoking comments that add-value to the discussion, to position yourself as an industry expert.
  4. Search for New Contacts: Seek out new contacts by using key terms to search for them. Choose a few words or phrases that directly relate to your objective, browse the search results, and send InMail messages to those that seem like the best match. While you may not hear back from everyone, you’re bound to at least make a few new connections.
  5. Contact Those Who View Your Profile: LinkedIn has a setting allowing you to see exactly who has viewed your profile over the past 30 days ─ and even more if you subscribe to their premium service. When someone you aren’t familiar with appears in your results, send them an invitation to connect. It probably wasn’t a random chance that they decided to view your profile, so your invitation may be the nudge they needed to get in touch.

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