Learn how we use this 'secret' data in this Insider Guide.
The first thing you know is that successful lead generation using LinkedIn and the LinkedIn Sales Navigator takes time. The first 'secret' is to have a fully optimized LinkedIn profile. It must fully convey what you do and how you help other people in your target audience solve their pain points. This means your LinkedIn profile is a major component of your personal branding efforts.
There are two types of LinkedIn profiles you need to optimize, your personal page and your company page. Many LinkedIn experts will tell you that your company page is of no value. Nothing could be further from the truth. Your company profile can be an enormous lead generation machine, if used properly.
One particularly useful aspect of LinkedIn company profiles is the ability to deliver webinars using either LinkedIn Live or one of the fully integrated webinar systems. It's critical that if you go down the second route that it is also integrated natively with Hubspot. This drastically improves the lead capture and follow-up email sequences you need to set up and send out.
One of the more powerful features of the company profile is to allow your employees to publish content on their profile and then reshare it out on your company profile. The system, of course, allows the company site administrator to vet all such content to ensure it meets your company brand standards. This is a great way to amplify your message and generate more company followers.
Using LinkedIn Sales Navigator as part of your LinkedIn sales efforts will allow you to generate more leads. How? Simple, by providing you the ability to use advanced search function of LinkedIn to send more connection requests to the most relevant people. You won't be just sending 'in the blue' connection request, but rather, using the opportunity to share relevant content with potential customers who have a professional interest in what you have to say and what value you can deliver.
As a Hubspot customer and user of LinkedIn Sales Navigator, you have a highly efficient and effective system for identifying and pursuing sales leads. The secret sauce to success is using the Predictive Sales Analytics capabilities of Hubspot Enterprise to know just when to reach out to hot leads in your system.
With the ability of Hubspot to identify companies who have visited your website and LinkedIn's ability to create what it calls matched audiences, you have the ability to engage prospects from the top companies in your target list, with your latest resources. This is contextual marketing executed at scale combined with predictive analytics that most salespeople have never had access to before. This supercharges your sales outreach efforts for greater sales results.
One of the little known capabilities you have with LinkedIn is to know when someone is on LinkedIn and looking at one of your messages. If you're in your message inbox, you may notice a little green circle. When that is illuminated, that user is online and it is an opportune time to reach out to them, right through LinkedIn. It's not unusual to go directly from a chat to a phone call.
When you are sending connection requests, a great technique to leverage is to use mutual connections. Better still are recommendations from mutual connections. That's why you should ask for endorsements from past colleagues and as well, give them. It is, in essence, a customer review (of you) and if the endorsement has some 'meat' in it; collectively, they serve as case studies of you and your company's past performance.
The most important thing to keep in mind about about using LinkedIn to generate leads is that it takes a while. It will require consistent publication of valuable content, including both posts and other media on LinkedIn as well as more traditional Inbound Marketing Content, like an ultimate guide. But sustained consistency wins this race.