23 avril
Build your network to generate leads
Building trust can take weeks if you start from scratch. The real power of LinkedIn relies on the relationships and the connection paths you use to reach decision makers.
Did you know that, according to a recent study from Facebook, we are all 4 contacts away from anyone on earth? This means that for more than 90% of leads, there is someone in your company who can reach him or her directly, or through a referral.
Since 80% of decision makers only accept meetings through a referral that means you can reach anyone you need to contact. This is a great trend that top executives do not accept cold calls anymore. This means they are less overwhelmed by traditional sales reps and more open to listen to referred people. This makes you special !
A smart use of LinkedIn lets you leverage this tactic on a large scale.
A network for leads generation and conversion
To achieve successful lead generation and lead conversion with LinkedIn, your very first steps are to:
- Connect with all your co-workers,
- Systematically connect with all of your clients, prospects, and partners,
- Accept any invitation to connect. (There is intense debate about this point: any new request can be a sales opportunity, but restricting connections from people you know improves your ability to use referrals > tag/circle your contacts to have both advantages).
At this point, you have started building the network so you can make the connections you need to use LinkedIn effectively.
This article is an extract from the eBook “B2B Marketing on LinkedIn for advanced users” (available for download here).
