How To Gain Leads And Sales From LinkedIn

By Kim J. Walsh-Phillips 

Is it just me or is your “To Do” list getting longer? I mean, a lot longer?

And, I don’t know about you, I am kind of in disbelief that Thanksgiving is just next week.  This year has flown by and with the holidays upon us, things are going to go even faster.  To ensure the priorities can be accomplished with the added responsibilities that often occur this time of year, streamlining is in order. 

So, in the spirit of finding quicker and more effective ways to operate, for the next few weeks I am going to focus on how to create more effective marketing messaging through social media.  We will look at how you can instantly increase your quality lead generation and turn your accounts into prospecting magnets. 

This week, we will focus on LinkedIn; next week, Twitter; and for the final in the series, we will examine Facebook.  Each blog will give you tangible tips you can use to get a high return on your marketing efforts. 

Also, if you have a specific question you would like me to answer, just leave it as a comment on our blog at


Instant Social Media Marketing Success (Part 1 of 3) 

How to Gain Leads and Sales From LinkedIn

If Google is a shopping mall and Facebook a cocktail party, then LinkedIn is a business expo, but so much better.  Why? Because before you agree to speak to anyone at this business expo, you can check out their credentials, meaning that you don’t have to waste any time connecting with those who will never buy from you.  You can also target your marketing to your exact perfect prospect without doing any market research because LinkedIn has already done that for you.

There are ten key tactics to use to create better sales through LinkedIn.  Let’s look at two of them…

Creating expert authority through your profile photo.  97% of LinkedIn users display a profile photo of the standard corporate headshot—gray background, head slightly tilted, smile and eyes straight ahead. Having this type of picture does nothing to set you apart from your competitors or to establish any type of credibility.

Instead of using the standard headshot photo, utilize an image that can instantly give you some credibility.  If you have ever been featured in a news story, utilize a photo from that piece as your headshot. This not only showcases that you were credible enough to be featured in media, but it raises curiosity as to what the story was about.

If you don’t have a media feature story (and if you don’t, add this to your 2013 To-Do List), utilize a photo of you performing your primary focus offering on your target market.  If this is giving a seminar, doing taxes, serving food, painting a mural…whatever it is, showcase you doing it. Again, this offers credibility on your primary focus and gives the viewer something to be intrigued by to learn more.

Don’t send them to your home page.  LinkedIn lets you list three different websites on your profile. Instead of listing your web address, offer landing pages that can give an incentive for the prospect to connect with you. For example, an accounting firm might list “Six Tips to Save Money in Q4” and when the prospect clicks on that link, it takes him or her to a free report offering.  In return for the free report, leads will offer up their contact information.  A secondary benefit: Even those who don’t click on the link will get a better sense of how you might solve their needs with what you do and how that makes you different than your competitors.

Want to learn more ways to increase your marketing ROI? Claim your $617 worth of free marketing resources here!


Focused on the ROI,

Kim Walsh-Phillips

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