How to use LinkedIn to Generate Leads

Are you using your LinkedIn Personal Brand to generate leads and make more money?

For MOST people that answer is NO.

As I shared in the previous newsletter on How to Optimize and Monetize Our LinkedIn Brand, there is more to using LinkedIn than just getting lots of “likes” on our posts.

That’s fun, and I like it too, but it doesn’t pay the bills.

A few fun facts:

There are currently about 5 billion monthly social media users… that means that more than half of the world’s population uses social media.

They guesstimate that there are 95% consumers and 5% content creators.

And, I would say that it is more like 1-2% TRUE creators. Not just people who post memes and “Have a nice day.”

I mean, those who create content to drive CTAs (Calls To Action)... and generate money.

Bad news: It isn’t as easy as it seems.

Good news: it also isn’t as hard as it seems either.

And we can ALL do it if we put in the effort… with the right strategy.

LinkedIn is very smart. They made it relatively easy to setup your business and personal brand… we just need to know how to optimize and monetize it.

But, the content is just ONE PIECE of the puzzle. There are many pieces of the entrepreneurial puzzle… and most don’t realize that.

For our purposes here, we’ll talk about an online business (lawyer, coach, marketing agency, etc).

We can’t cover it all in this little article, but here are a few pieces:

1. Your Personal Brand (identity, image, culture, personality, voice, etc)

2. Optimized Linkedin Profile

4. Clearly Defined Niche

3. Products/Services

5. Content

6. SALES

There are MANY more pieces to the puzzle, but let’s talk about #6… SALES.

If there are no sales, there is no business.

If we’re not good at sales, we’re going to have a tough time being an entrepreneur.

We’ll talk about that in another article, but for now, let’s talk about lead generation, which is a key component of sales.

If there are no leads, we can’t close any sales… make sense?

So, maybe you know, but there are reportedly over 800 million users worldwide on LinkedIn.

It has become the go-to platform for professionals seeking to network, grow their businesses, and, of course, capture valuable leads.

SO… let’s dive into how to capture these coveted leads.

1. Optimize your profile:

To start with, and you’ve probably already heard this a million times, but it is of course so important, we need to optimize our Linkedin profile.

Your LinkedIn profile is your digital business card. If you’re lucky enough to have someone look at your profile, ensure it's complete and engaging.

Use a professional profile picture, write a compelling headline, and craft a concise, keyword-rich summary. This will help you stand out and attract potential leads.

2. Connect Strategically:

Don't just connect with anyone and everyone. Connect with professionals who align with your target audience. Engage in personalized connection requests that explain why connecting would be mutually beneficial.

Sometimes, the person we’re trying to connect with might not be our ideal client, but maybe they are connected with somebody who might be.

Like, if you’re trying to reach the CEO of a company, that will be tough, but if you connect with the assistant and build a relationship with them, you will be more likely to get to them at some point.

This is all about building long term foundational relationships.

With the free Linkedin membership, we are allowed to send 100 connection requests/week.

And, we want to utilize every one of these.

We do NOT want to go over 100 because that will trigger their system and they might think you are doing automation which they do NOT like and they will shut your account down to make sure you are not a bot.

So, what I do is send out about 13/day for 7 days which totals 91… and send a few random ones along the way. Just to stay safe.

We do NOT want to be salesy and say things like…

“Hi, I saw you’re in the (xxxxxx) business, please buy my “stuff”

Or, “Hi, I’m a digital marketer, I will manage your business and make you $100k/month in new business.”

If you’re doing that, please stop now.

Just think how you feel when they send that crap to you…

That’s how your valuable prospects feel too.

What we DO want to do is build a relationship.

“Hi (_____). Would love to connect. Hope life is going your way. Have a beautiful day.”

Or, if you have mutual connections, ie. 2nd degree connections, you can mention that, but just a greeting.

“Hi (_____). I see you know Dennis. He’s such a great business leader (:-)). Love the work that you do, too. Would love to connect.”

Building a network/community is a marathon, not a sprint. Think long-game.

It takes time to build a foundational business… but once it is built, it is unshakable.

3. Nurture your leads:

Once you've captured leads, don't forget to nurture them. Send personalized messages, provide valuable information, and build trust. Eventually, this can lead to conversions.

Once we have a potential lead/relationship, we need to nurture it and treat it like the gem that it is.

We should follow up with them and even try at some point to meet 1-1 with them via Zoom or in person if you live locally.

This is the ultimate form of lead generation and relationship building.

4. Content is King

Regularly share valuable content, including articles, blog posts, and industry news. This positions you as a thought leader and keeps your network engaged. Be sure to use a few relevant hashtags to increase your content's visibility… maybe even make one that is unique to you.

I have people follow #DennisBerry

My friend Robin Yoo has #1centnugget

Get creative… or whatever you want… eventually, you’ll have a following. Make it easy.

5. Join and Participate in Groups

LinkedIn Groups are a goldmine for lead generation. Find and join groups relevant to your industry or niche. Actively participate in discussions, share insights, and answer questions. This establishes your expertise and attracts potential leads.

Make sure to participate REGULARLY… consistency is KEY for building these relationships.

6. Use Advanced Search

LinkedIn's Advanced Search feature is a powerful tool for lead generation. Narrow down your search based on criteria such as location, industry, job title, and company size. This enables you to find and connect with your ideal prospects.

This is very important because LinkedIn actually rewards us for using their search features.

7. Engage with Your Network

Don't just collect connections; engage with them. Like, comment, and share their content. Send personalized messages to start conversations. Building relationships is key to successful lead generation.

This shows genuine interest and keeps them engaged with you.

8. Create a LinkedIn Company Page

If you have a business, create a compelling LinkedIn Company Page. Showcase your products or services, share company updates, and use sponsored content to target specific audiences.

This is also very important to establish yourself as not just another entrepreneur, but as an established trusted business, entity and thought leader.

9. Utilize LinkedIn Ads

LinkedIn offers a variety of advertising options to target specific demographics. Invest in sponsored content, sponsored InMail, or display ads to reach your ideal leads.

10. Collaborate and Network

Collaborate with others in your industry, attend LinkedIn events, and network offline. Building relationships beyond the digital realm can yield promising leads.

At some point, you can create your OWN Linkedin Events and groups to connect with people. The opportunities are endless.

Remember, LinkedIn lead generation is not a one-time effort but an ongoing process. Stay consistent, adapt to changing trends, and keep refining your strategy.

If you’re stuck and struggling to generate leads and monetize your business, and you’re ready to take your life and business to the next level, there are a few ways I can help you.

1. Heart of Wealth Mastermind Group (HERE)

2. Life Mastery School by Dennis Berry (HERE)

3. HOW Newsletter with 30,000+ subscribers (HERE)

4. Solopreneur Operating System Digital Course (HERE)

5. Work with me one on one to build/scale your business (HERE)