linkedin - enrich b2b leads socially

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LinkedIn Enrich B2B leads socially By Manoj Dhote

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LinkedInEnrich B2B leads socially

By Manoj Dhote

Table of Content• Introduction• Objective – Why LinkedIn• Using LinkedIn as a Lead Generation Tool• Effective ways of lead generation• Profile Building• Group Discussion• Using # tags for broad reach• LinkedIn Pulse• LinkedIn Company & Showcase Pages• Preventive measure for account restriction

Introduction• LinkedIn is more like a trade show - as in a place where you

would keep things pretty buttoned-up and formalized

Objective• Our main objective is to generation leads for market research

reports socially.

Why LinkedIn ??Create awareness and improve reputation.

Increase your brand’s visibility

Traffic building

Attract Business Clients

Lead Generation

Decision Maker Lead Tracking

Direct Closer

How to Start………Create a LinkedIn account

Create a good Profile

Add Relevant Connections

Add Relevant Groups

LinkedIn Submissions

How to Start – Effective ways• Profile Building - I• The Summary

• Make it explain why someone would want to do business with you

• Your elevator pitch• Read it out loud - would you stop and take a closer look?• Add Presentation documents in summary

• Experience & Skills• Explain what you've done as well as what you CAN do

• Interests, Groups & Associations• Showcase where you're active

• Recommendations• You need them• Testimonials to your service, expertise, and skill can build

trust and make you look more attractive

• Make sure the details you provide should be relevant to your industry expertise

Effective Ways: Contd..• Profile should be build in such way, its strength should be All

Star or Expert level• You can create profile in multiple language• Ex: If your scope of services or products is different for, say,

Italy, you can use your Italian profile • Ex: https://www.linkedin.com/pub/aditya-rai/1b/8a8/a9• Reference: http://www.thesocialmediahat.com/article/ultimate-guide-perfect-linkedin-profile

How To Add Relevant Connections

Domain related connection search (e.g. CEO Chemical)

Keyword related connections search (e.g. CEO Adhesives )

Always add CEO, Directors, Vice President, Managers etc.

Add new connections from your existing members list

Add 20 – 30 new connections in a week

Group Discussion – Search Techniques• To generate leads through LinkedIn; mainly we need to focus

on relevant group discussion• Selecting groups:• Do in-depth keyword research• Create an keyword pool for each report & start looking for

relevant groups• Use # tags for searching any specific term in LinkedIn Search• Example - • With # tag result shows Without Hashtags results shows• 399,379 Results 974 Results

Rules to Select Group• Check groups relevant to your industry;• To verify relevancy of group do check its profile thoroughly• Two types of groups in LinkedIn Closed & Open. Target closed

group to get relevant audience traction• Group statistics should be mainly focused while selecting or

targeting any relevant group• Do check group audiences & their expertise• Check group activity frequency• Check demographics for region we majorly focusing on• Check seniority level of group members (Should have decision

makers)

Rules to Select Group Create a pool of keywords by - Google search, Image Search &

synonyms search

Keyword related group search (e.g. Seeds, Green Coatings, etc.)

Domain related group search (e.g. Chemical, Food & Beverages)

Also Include Secondary & Tertiary Keywords(e.g. Waterborne Coatings Market, Powder Coating Market, etc.)

Check your group members profile

Rules to Select GroupSearch keyword related people and check their profile and add their

groups which is related to your report or domain

Keep a regular track on Google Analytic and prepare a list of groups from which you are getting maximum conversions and add that groups again if you have removed it prior.

Don’t add any inactive group

Always add 100+ members group

Group Statistics

Effective Steps For Promotion in Groups• Time• Time is an essential factor while doing LinkedIn promotion• Identify which region you want to target & accordingly select time

and start working on LinkedIn• Ex: If my targeted audience is Europe then LinkedIn promotion will

starts at noon majorly & promotion would be done in only groups that has Europe region members

• Title & Description• LinkedIn group discussion majorly happens due to your niche post

Title & Description• Start asking question while starting discussion• Title should have keyword & should be relevant to group• Use hashtags in title & Description which allows user to see post

while searching within LinkedIn• Promote same discussion in twitter for getting more reach

Effective Steps For Promotion in Groups In one group, submit only one post in a day

If the pending submissions exceeds more than 2 days, then delete that pending submission from that group and try to post some other related report, even if, the process remains same, then remove that group from your groups list

Delete that group in which you are not getting any conversion, likes & even any general comments on approved discussion

Different Approach• We target audience through two different approaches;

LinkedIn Pulse• LinkedIn Pulse is work as micro-blogging where we have

publish thought leadership article.• Use # tags in pulse article to get maximum reach• Do social engagement & do cross sharing within social

network

Company & Showcase Page• Keep updating company page to get engagement through

existing followers & provoke others audience to follow• Showcase Pages have a larger banner image.• They have a two-column newspaper-like layout for content

posts.• All Showcase Pages link directly back to the business page.

This means your pages are all centralized around your company.

• Employee profiles cannot be associated with a Showcase Page.

• https://www.linkedin.com/company/pharmaceuticals?trk=other_brands_name

• https://www.linkedin.com/company/passport?trk=rr_brands_carousel_name

Back-Up Plan• There should be always a effective back up plan for better

tomorrow;• Save connections data – This will be useful while creating new

a/c with good number of quality members

Reason for LinkedIn Account Restrictions ?

LinkedIn Account Restrictions ?1.Spam or Abuse:

• This is due to spamming: Spamming in the sense doing number ofpromotion from one account in a day. Or by doing promotion onlyone or two reports in one account with similar text and link. • Account must be genuine: Its look genuine, not fake.• There should relevancy between group and reports. Otherwise if

any group member done a flag to our report then account restrictions probability increase.

• Don’t open Multiple LinkedIn Account t in Single Browser

LinkedIn Account Restrictions ?

2. Page Views-

An excessively high number of LinkedIn pages or member Profilesare being viewed through our LinkedIn account. It is against ourUser Agreement to do so, regardless of whether you are viewingthem manually or you have set up a program or third-partyapplication that accesses the pages on your behalf.

LinkedIn Account Restrictions ?3. Network Strategically Within LinkedIn Groups

Once you're a member of a group, you can message fellow groupmembers for free, so make use of this feature in your networkingefforts. If you see a fellow group member who looks like a strategicconnection, reach out to him/her via the group messaging featureBEFORE sending an invite. Introduce yourself, break the ice, offer tohelp him/her and make sure that he/she is open to connecting.

LinkedIn Account Restrictions 4. Reach Out To OpenLink Members

OpenLink is a option available to paid account members that allowsother LinkedIn members to contact them for free. These membershave a blue/yellow OpenLink symbol next to their name in searchresults and on their profile. You can send InMail messages to thesemembers for free, so make use of the feature by reaching out andseeing if that person would be willing to connect BEFORE sendingan invite.

LinkedIn Account Restrictions ?

• Account restriction might be due to IDK's feature like :

If few people claim they don’t know you from invitations yousend out, you will earn a restricted account or suspendedaccount.

LinkedIn Account Restrictions ?

• Account can be restricted by inviting user whom you don't know to join your network. In that case chances of account restriction increased.

• Actually this happen when you may be asked for an e-mail address when inviting someone to connect;

• You have selected ‘Friend’ as your reason for inviting• You have selected ‘other’ as your reason for inviting• You have previously invited them and they have either

selected ‘ignore’ or just not responded at all.then the chances of Account restriction increased

LinkedIn Account Restrictions ?5. Withdraw Old Invitations

If you sent an invite more than a week or two ago and it still hasn'tbeen accepted, chances are that the invitee isn't going to accept.Maybe they just aren't very active on LinkedIn, maybe they don'trecognize your name/face, maybe they just don't feel compelled toconnect for some reason... Either way, you run the risk of receivinga decline if the invite hasn't been accepted in a timely manner. Ihighly recommend going into your sent items, opening any invitethat's still pending after a couple of weeks and clicking the"Withdraw Invitation" button. The invite will disappear from theirinbox, no message will be sent to that person and you can alwaysre-invite them later, if you so choose.

LinkedIn Account Restrictions ?