LinkedIn Lead Generation: Making Connections That Count

Today we’re going to look at ARGUABLY the most important part of the whole LinkedIn lead generation process — how do you nurture and follow up your connections, and begin to steer the conversation towards an appointment off of LinkedIn?

There’s an old saying that your network = your net worth

The more connections you have, the more of an Influencer you become, the more widely known you are, and therefore the more likely you are to make money from your services. The more people who know, like, and trust you, the more likely you are to get referrals and recommendations to people.

But you need to actively build those relationships, by being proactive. Like any relationship, it takes energy and effort, and time to nurture it.

So you’ve been building all these new connections — now what? What do you say next to turn your contacts into contracts?

You want to have a pool of ideal prospects who know who you are, like what you do, and trust you enough to either recommend you to their contacts or do business with you themselves.

Imagine if there were 5 hot customers hiding in your LinkedIn contacts right now…

Because there are. At least! You just need to reveal them. And the way you’ll do that is what in sales is called “Qualify the prospect” by asking the right questions to elicit a need.

Someone out there in LinkedIn land needs what you sell RIGHT NOW — you just have to find them

AND they will buy from someone within the next 12 months. Question is, will they be buying from you?

So it’s not connect then pitch. You don’t send them a brochure, you don’t jump on them and say” You don’t need some LinkedIn training, do you?” You don’t tell them all about you and then try and get them to agree to a phone call in the first message.

I’m sure you know the sort of thing I’m talking about?

Your new connections want to be

  • · Heard
  • · Understood
  • · Remembered
  • · Respected

· They want you to “get them” Only then will they be happy to do business with you. Or recommend you to their friends, family, and colleagues.

So your initial conversations are all about THEM. Go into your inbox each day and sort by UNREAD.

Try and reply to every message within 48 hours, otherwise they start to go cold.

Be yourself, but always remember to talk about their issues, their headaches, things they will resonate with.

If you uncover a need — they have a problem that you can help them with, you ask them the magic question:

“Would you like some help with that?”

Director of Instant Edge Ltd and author of 12 books including “Fill Your Books. I help my clients get found and get hired.