How to Win Your First 10 New Customers Via LinkedIn

Are you spending WAY too much time trying to find your next new clients through traditional means such as networking, cold-calling and sending out ineffective emails?

Is your competition out-performing you because they are leveraging the power of LinkedIn?

Are you wanting some of the LinkedIn cake (I wouldn’t blame you!)

Before I dive into sharing how to win your first 10 new customers via LinkedIn, I wanted to share a little secret in the video below with you…

Now that we’ve cleared that up let’s identify the factors you need to sort out in order to be successful at finding and nurturing new customers on LinkedIn…

How to Win on LinkedIn: Is Your LinkedIn Profile Ready?

Profile Picture

Think professional headshot, smiling, full face in the frame and be dressed appropriately when it comes to your Profile Photo.

Headline

Be compelling, tell the story of how you can help and keep your LinkedIn headline full of valuable keywords you want your target audience to find you for.

Location

I believe this should be not where you are, but where you would like to do business.

Contact Details

Are your Contact Details up to date? Are you using a professional email address that you check regularly? Make yourself fully contactable to avoid potential clients’ journeys ending at your LinkedIn Profile.

LinkedIn URL

Is the link to your LinkedIn Profile personalised? Add your LinkedIn URL to your business card and email signature to get found.

Summary/About Section

To win at LinkedIn this section should be about you and not your company. LinkedIn is a social platform where people Connect with people. Tell your professional story. Add a Call-to-Action (CTA) and your contact details (that way even people who are not first-degree Connections can still see your contact details). Don’t deter prospective clients!

Experience

Demonstrate your expertise and your life journey, your achievements, not what you did but how you did it.

Education

Detail your qualifications and which institutions you attended. Doing this helps to build your network and demonstrates your capabilities.

Skills

If you don’t prioritise your LinkedIn Skills LinkedIn and your Connections will – stay in control of what you want to be known and found for.

Recommendations

If you really want to know how to win on LinkedIn, your Recommendations are your chance to shine so seek them where you can. Do you regularly recommend people? You should!

Do You Know Who Your Ideal Prospects Are?

• Have you created an ideal prospect profile that includes demographics and what their pain-points are?
• Do you know how you can solve their problems?
• Are you regularly curating/creating content that helps them solves their problems?
• Do you know which LinkedIn Groups they are in?

If you don’t do/know the above how can you expect to know how to win on LinkedIn?!

How to Win on LinkedIn: Do You Know How to Find and Reach Out to Your Ideal Prospects?

• Do you know how to use Advanced and Boolean search to find your ideal customers?
• Do you understand the etiquette of how to reach out professionally on LinkedIn? CLUE: You can’t sell to them on the first date!
• Do you have a group strategy for providing value to the Groups where your ideal customers hang out?
• Have you clarified the Call-to-Action (CTA) you would like your prospects to take? For example, a strategy call, a virtual coffee meeting, a PDF to download or encouraging them to watch your video.
• Do you have the means to capture the email address of your ideal prospects when they visit your Profile but are not ready to buy yet, so you can further nurture the relationship away from LinkedIn (for instance, a Landing Page and a content freebie – many people like this option!)?

How to Win on LinkedIn: Are You Tracking Your Competitors and Industry Thought Leaders?

• Do you know how to become anonymous so you can view your competitors’ Profiles?
• Are you ‘Following’ you competitors’ Company Pages on LinkedIn?
• Have you found, and now Follow, industry leaders and commentators?
• Do you know how to set up ‘Google Alerts’ to keep track of your competitors and useful information?
• Are you checking the individual Profiles of your competitors? What can you learn? (Make sure you are in private mode!).

1. To view people’s Profiles in ‘private mode’, go to Setting & Privacy by clicking on the option in the drop-down menu that appears if you click ‘Me’ next to your Profile Picture in the top corner of LinkedIn.
2. On the Privacy tab scroll down to the ‘How others see your LinkedIn activity’ section.
3. Under ‘Profile viewing options’ select ‘Private mode – Anonymous LinkedIn Member’

How to Win on LinkedIn: Are You ‘System Ready’ For LinkedIn Prospecting?

• Do you have a CRM system or a database or even a spreadsheet for keeping track of your prospecting activities?
• Do you have a library of scripts and templates for reaching out to your prospects?
• Are you prepared for the long game of courting your prospects?
• Do you have a system for tracking your competitors?
• Do you have a content strategy in place?
• Are you able to continually produce and curate content that is useful to your ideal prospects?
• Have you allocated time in your diary to manage the outreach?

Now that you have identified the different areas you need to improve to ensure you are maximising the LinkedIn platform I’ll leave you with some final words of LinkedIn wisdom…

Selling in a digital age is not about sending information about your company, it is about educating, being useful and helpful in solving problems and pain points. If you consistently create and share great content that helps your customers, you will stay front-of-mind and build increasing trust with your prospects.

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