5 Ways to Use LinkedIn to Land New Business
2. Track who is looking at YOUR profile. Research those individuals and their companies in depth, identify their marketing directors and send them your introductory materials or some spec samples. Follow up with a phone call and begin building your new relationship.
3. Research or, as I like to call it, do some "reconnaissance" work. Watching (via Google Analytics) which domain names visit your website on any given day will give you a clue about which companies might be in the market for a new promotional products resource. Back on LinkedIn, you can then research who the top decision-makers are at those companies and proactively approach the—again, via a call or an email or an InMail.
4. Set Up A Company Page. Setting up your company on LinkedIn isn’t going to generate a bunch of instant leads, but it DOES give you an opportunity to have a presence on LinkedIn beyond a personal profile—to ratchet up your online charisma! I like the way you can embed banner images and videos in your company page, as well as feed your blog posts and tweets. You can also feature promotional products and specials on your page and seek recommendations for them. This will only enhance your credibility!
5. Participate in LinkedIn groups catering to your target market in order to engage in conversations with the right people. Seek out groups with lots of activity rather than lots of members (You’ll have to join them to get a sense of the activity). Monitor the group discussions and respond thoughtfully and helpfully or reference a case history, but DON’T SELL. You’ll be surprised how many potential new clients will ASK you to SELL THEM! The goal is to engage rather than sell outright. Look for opportunities to discuss how promotional products can solve most business problems. You should see great success and obtain some new clients this way.