1. Know your ideal client
- What kinds of clients need the skills you can provide?
- What type of clients do you like to work with the most?
Your ideal customers are at the intersection of the two answers. Before you start your research (and when you start filtering out potential leads), fill in as much detail as you can about your ideal customers.
What are their job titles? What types of companies do they work for and in which sectors? Do they live in a particular place?
Persona creation can help you get a complete picture of your dream customers, which in turn will make them easier to find on LinkedIn.
2. Your presentation sentence must take into account the problem of your typical customer.
For example, if you work in digital, your sentence should not be the name of your job, but the added value you bring and the problem you solve. Don’t talk about what you are selling.
One of my clients, Morgan, introduced himself on LinkedIn as a Sales Consultant.
He reworked his presentation.
Initially, he was a freelance CMO.
Today, his introductory sentence is:
“I help restaurants increase their sales with Facebook ads and chatbots! ”
When someone sees a profile with a view to finding someone to solve a problem, they will ask themselves 3 questions:
- What is this person doing?
- How exactly can she help me?
- Should I trust him?
People don’t want to waste their time.
The same goes for the people you are going to approach.
3. Fill in your profile correctly
A LinkedIn profile consists of 5 main parts:
- Your profile picture;
- Your image in the spotlight;
- The summary sentence visible below your profile picture;
- The info part;
- Your activity (Posts, comments, etc.).
These are the most watched parts. So remember to fill them out correctly in order to show your expertise, authority in the field, and confidence.
4. Follow your prospects
Making a contact request, and staying there, is useless. It will certainly increase the number of your contacts, but apart from flattering your ego, it will not bring you anything.
If you don’t have a response to the cover note, consider sending a new message, once your contact request has been accepted, and ask them for example what their professional challenge (s) are at the moment. .
And even if you don’t have a response to that message, don’t hesitate to send a final one, offering value-added content, to download in exchange for their email. This allows you to collect leads.
5. Create engaging posts
To have engaging posts, your posts need to add value. Think of five main problems your ideal client is having, and write posts that show you can solve them, let alone really how.
Vary the type of posts. Don’t hesitate to alternate between pure post, poll, video, request for feedback, content in exchange for action, etc.
Regarding the writing of your posts, consider using a framework such as AIDA:
- A for attention : Capture the reader’s attention with words or an image that catches the eye;
- I for interest : To involve and interest the reader;
- D for desire : Make your target envious by describing what you can bring them;
- Has for action : Encourage the reader to act thanks to a call to action. Here, ask to leave a comment in exchange for a download, for example.
6. Automate your actions
Some actions can be automated. Nevertheless, I advise against everything automated.
How can you be active on LinkedIn without spending too many hours there?
By automating the actions that can be.
Caution : I don’t recommend that you automate everything.
As stated just before, you have to create a relationship, start a conversation. If your contacts are responding to you, don’t automate your responses.
I recommend that you automate two things:
- The request for contact;
- Sending a message to people who have seen your profile.
Here are 3 tools that I recommend to automate your connection requests, and accompany them with personalized messages.
My darling. Very easy to learn, very complete. It lets you do it all. And the price remains affordable.
One of the needs that I appreciate, outside of scenarios, is to be able to easily follow the actions of my contacts. In LinkedIn, it gets complicated, especially in the message part. However, Prospectin allows you to tag your contacts according to their actions. And it’s a French company.
Linked Helper 2
Very easy to use as well, a lot of features also such as scenarios. However, Linked Helper does not have a default security regarding the request quota per 24h, unlike Prospectin. If you do not set it correctly, you may receive LinkedIn alerts. If you use it, be sure to adjust it.
Another point that plays against Linked Helper is that you have to leave the app and the computer on, if you want it to launch the scenarios.
Price wise, this is the cheapest of the three.
A little more complex to use, but also a very good tool.
“Phantoms” sort of scenarios are already created for you to use. You can also completely customize them. That’s Phantom Buster’s great strength. There are several tutorials on the net to help you do this.
Making organic sales with LinkedIn can become easy as long as you keep in mind that you need to bond with your contacts, before you think about selling anything to them.
LinkedIn allows your contacts to be evaluated from connection request to booking a demo call or strategy session, in order to convert them into a customer.
In summary of what we just saw, here’s what to keep in mind. Your goal is to develop your prospect in each step as the exchanges progress.
Here are my monthly statistics, step by step.
Try to set goals for each step.
If you want to learn more about how to use LinkedIn organically (without paying) for your customer acquisition, we’ve created a free guide that explains everything. To download it, click here.