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Cracking How to ACTUALLY Use LinkedIn To Generate Leads and Sales For Your Company Josh Turner

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Cracking

How to ACTUALLY Use LinkedIn To Generate Leads and Sales For Your

Company

Josh Turner

Most businesses don’t have a clue how to use LinkedIn to cultivate honest, real

relationships.

We’ll show you how to use LinkedIn to actually connect with people and generate

tons of leads in the process.

WE DO.

CULTIVATING RELATIONSHIPSTHE RIGHT WAY

WHAT IS LINKEDIN?

BUT IT’SSO MUCH MORE THAN THAT

Most businesses view LinkedIn as a necessary evil: something they have to be

on, but don’t really know how to use.

THAT’S LINKEDIN

IMAGINE THISThere’s a place where millions of leading

business people are not only within reach, but are actively looking to connect with you.

IT’S THIS SIMPLEIf you’re selling B2B and you want to find

the decision makers at a company, you’ll find them on LinkedIn.

WHY LINKEDIN IS ESSENTIAL

It’s Facebook for business.

Everyone’s on it – and if you’re not, you’re Seen as unprofessional.

But even if you’ve got an account, chances are you use LinkedIn sub optimally

(the same way everyone else does).

BUT…

HOW DO MOST PEOPLE USE LINKEDIN?

As an online, up-to-date Rolodex – an enormous,

accurate database of professional contacts.

They also send messages, check on

connections, and seek out employers and

employees.

HERE’S THE TRUTHNONE of these common practices come even CLOSE to leveraging

the true power of LinkedIn.

HOW TO REALLY USE LINKEDIN

So what should you be doing on LinkedIn?

Creating and participatingin LinkedIn Groups.

THE POWER OF THE GROUP

Creating your own LinkedIn group positions yourself as a leader.

Once a week, you can send a group email blast to share content or promote your business.

You’re communicating on a network designed specifically for people interested in growing their businesses and careers.

Start with the industries that you're interested in targeting, the geographic areas you want to focus on.

Next, determine what size companies to target.

YOU CAN EMAIL, SO WHAT?

Decide which types of people within those target companies you want to form relationships with.

Who are the people that make decisions at these companies?

FINDING DECISIONMAKERS

USE LINKEDIN’S SEARCH

Search LinkedIn for different job titles you just listed.

You should find thousands - which is great, because now you know you have plenty of

prospects to reach out to.

Now narrow them down by the criteria you decided on above.

DO THEY USE LINKEDIN?

Do the people you found actually use LinkedIn, or do they just have an account

“because everyone does”?

Only add active users to your growing list of potential prospects.

THE RESULT?

When we do this for clients, we typically find thousands of highly engaged

prospects to go after - sometimes tens of thousands or even hundreds of

thousands.

SLIMMING DOWN THE LIST

Narrow your list down to

2,000 to 3,000 of the best prospects –

people who are most likely to buy from

you.

NOW…CONNECT

Invite them to connect with you.

Make it personal: Include their first name, something you admire about their

business, or a mutual LinkedIn connection.

Not only is this the human way to interact with people, it increases the chances of

your connection being accepted.

RINSE AND REPEATBy now, you should have a database of strong potential clients to start working.

Once you’ve done your initial database build, then it’s time to

begin a personal messaging campaign.

THE MESSAGING CAMPAIGN

Start by sending a few friendly messages - nothing about your business, no selling, just connecting and sharing things that

might interest them.

POSSIBLE FIRST MESSAGE

For example: “Hey, Mark, thanks for connecting. Congrats on your success, looks like [insert personal comment]

“There’s a discussion going on in my LinkedIn group right now on [subject

they’re interested in].

I bet you’d have some great insights to share. Here’s the link if you’re interested:

[link]”

POSSIBLE SECOND MESSAGE

MAKING THE ASK…

“Hey Mark, we’ve been touching base here on LinkedIn for a while now. It’d be great to learn more about your business. Do you have time for a call next Thursday between 10am and

noon?.”

REMEMBER, THIS IS PERSONAL

While there’s no way to automate the process (these are all personal messages

that are honest and build real relationships), the time is absolutely worth

it.

IT’S ABOUT BEING…

Consistent, not eager.

Friendly, not flattering.

Personal, not salesy.

Professional, not formal.

Building REAL relationships with REAL people.

The question is…what are you waiting for?