So, you want to learn how to get leads from Linkedin. I can understand why! Did you know that there are 106 million active Linkedin users monthly?
What’s even more impressive is the fact that 40% of users use Linkedin daily.
Now, I can hear the question sounding off in your head: “Yes, but Jonathan isn’t Linkedin only useful for B2B (Business-to-Business)?
I used to think the same thing, but…boy, was I wrong.
Regardless of your niche, everything is P2P (People-to-People). Linkedin is one of many social media sites you can use to build your business. But there is a right ways and a wrong way to do Linkedin lead generation.
You don't need any lead gen forms, crm marketing automation platform, or even Linkedin sales navigator. Success on Linkedin has nothing to do with automated Linkedin lead generation. It's about building real relationships.
Alright, are you ready to learn how to get leads from Linkedin?
Let's get started!
Because Linkedin is a social media site, you need to treat it as such. Just by doing a little bit of searching, you can find people on Linkedin on just about every topic.
A quick title search for “blogger” on Linkedin yielded over 3,753 connections (and those are just in my 1st and 2nd level connections on Linkedin).
If I’m smart, I can nurture those relationships into traffic, leads, and sales (more on how to do that in just a second), but first…
Don’t Be This Guy on Linkedin
One of my favorite shows is The Office. If you have seen the show, then you know Dwight will do just about anything for the sale.
If you’ve been on Linkedin for any length of time, you’ve met Dwight. It’s the guy or gal whose very first message to you is to sell you something. They mistakenly think “it’s just a number’s game,” but they do more damage to their credibility than they realize.
But we forget that Linkedin is first a social media tool. If you want to get proficient in lead gen then you need to value relationships first. yes, it's great to have an optimized Linkedin profile so you can get noticed more.
However, just relying on people to reach out to you is playing things passively. I want to share with you the right way to generate leads from Linkedin.
Behind every Linkedin lead is a real person. Linkedin lead generation does not have to be complicated. It's mostly about building genuine relationships.
I want to teach you a more authentic, natural way to connect with your ideal audience on Linkedin. I call it the GPS Message System.
How to Get Leads from Linkedin Using the GPS Messaging System
To become interesting to others, you must first become interested in them. Every person on the planet runs their life by a GPS system. When you can tap into their GPS system, you will begin to grow your influence, impact, and income.
GPS simply stands for goals, passions, and struggles. Everyone has them. It’s your goal to discover them.
Have you logged into Linkedin recently? Well, they have made some significant updates to their platform. The best update is when they moved away from an inbox system and into a messaging system.
What that means is you are able to always see the “context” of every conversation you are carrying on Linkedin. This makes it much easier to “nurture” a contact into a potential client or customer.
This is especially useful for sales professionals who can easily track conversations and follow up with leads in a timely manner. Additionally, Linkedin's messaging feature also allows users to easily collaborate with colleagues or team members on projects.
Finally, users can also easily schedule meetings with their contacts by using the calendar feature. This helps to ensure that users are staying organized and on top of their commitments.
Okay, let's get into Linkedin lead gen step-by-step.
Message Script #1: Ask About Their Goals
If you've been wondering how to get leads from Linkedin, then you must understand that it begins by having real conversations.
Before you ever try to share a blog post, lead magnet or a link to purchase, you need to discover a prospect’s goals. People will not be interested in what you have unless it aligns with where they’re already going in the first place.
Ask them simple questions like: “What are you working on right now? What’s on the horizon for you?”
Once you have a better understanding of what they're working on, you can provide more specific advice and resources. For example, if they're working on a project that requires research, you can suggest helpful resources and tools. Additionally, you can offer to review their work and provide feedback.
If you want to build a strong relationship with your user, it's important to stay in touch and follow up with them on their progress. Ask them how their project is going, and if there's anything you can do to help.
Message Script #2. Ask About Their Passions
People love to talk about things they are passionate about. If you want to connect with someone on a deeper level, discover their passions. A passion can be a deep belief, worldview, topic they love or value they hold dear.
Taking a quick look at someone’s Linkedin profile is the best way to discover their passion. What did they study in college? Did they recently pursue additional certifications? Do they list skills or experience in their profile description that could be a potential area of passion?
Once you have identified a passion, you can use it to your advantage. Ask relevant questions that show you are interested in the topic. Show your enthusiasm by sharing your own knowledge and experiences. This will help to create a meaningful connection with the other person.
If you can relate to their passion, you can share stories and anecdotes that will help to strengthen the connection. This will create a bond of trust and understanding that will be beneficial for both parties.
Don’t be afraid to ask questions that will help you learn more about their passion. This will show them that you are genuinely interested in learning more and help to establish a deeper connection.
To tap into their passion, just ask a question like:
Next, if you want to learn how to get leads from Linkedin, then you need to understand the power of knowing your audience's specific struggles.
Message Script #3: Ask about Their Struggles
The fastest way to impact and income is to help others overcome their struggles. This isn’t nearly as hard as we make it out to be. You might be thinking people are too guarded to share their struggles with us.
Truth be told, it’s the exact opposite.
Most people are more than willing to tell us what they’re struggling with if they feel they can trust us.
It’s our job to create that trust by actively listening to their needs and showing them we’re here to help.
Once we’ve established that trust, it’s much easier to find ways to solve their problems. When we can do this, we’ll have a much better chance of creating an impact and generating income.
Most of us know what we are struggling with and we don’t have to think hard about what it is. I ask the following question all the time with new Linkedin contacts, and it almost always solicits a response:
Putting It All Together
Learning how to get leads from Linkedin comes down to understanding your audience's GPS. Once we’ve identified our ideal audience’s goals, passions, and struggles, we can then give an appropriate, helpful response.
Here are a few ways you can help others while also growing your business:
- More traffic — Once a Linkedin contact answers one of the above questions, I can share a link to a blog post or podcast episode that can help them.
- More leads — With certain responses, I could share a lead magnet, upcoming webinar or something else that requires an email address to gain access to.
- More sales — If I have a course or coaching program that connects to a goal, passion or struggle they have, I can share that at the appropriate time.
Even though there are some tools that can help you automate some of this, all of the above can be done in just 10–15 minutes a day. Each evening you can log in to your Linkedin account and see your unread messages and respond appropriately.
With Linkedin’s easy to use messaging system you will never lose the context of your conversation even though you might be carrying on several conversations at once.
By taking the time to build relationships with your ideal audience, you can create a more meaningful connection and provide them with the help they need.
This will not only benefit your business, but it will also help them achieve their goals and make their lives easier.
You can also use the same strategy to build relationships with other professionals in your industry. This can help you to create a strong network of like-minded people that you can collaborate with.
Finally, be sure to track the results of your efforts. This will help you to see what is working and what isn’t so you can adjust your strategy as needed.
Now you know the secret about how to get Linkedin leads!