"How to Get a Pipeline of Top Business Leads, Using LinkedIn, Without Exhibiting at Trade Shows, Attending Conferences or Meeting Up."

Dear Entrepreneur, Business Founder, Manager,

in these tough times, it is important to use a system that can generate business leads for you, even if you cannot exhibit at trade shows or attend conferences or conventions, currently. We want to support companies to get through the current crisis and have therefore put our lead generation system below, so you can use it for your purposes.

One of the advantages of this system is that you don't need to become a LinkedIn guru, with thousands of followers and post views before you can do business online. 

Instead, you can start contacting potential clients within about 2-3 weeks of starting to use this lead generation system. And these potential clients usually will welcome the contact, if you use the system professionally, as described below.

So, below, please find a description of what we do to find B2B clients online and what you can do, too, to build a pipeline of potential clients.

Why?

This LinkedIn strategy works very well to make connections with new potential new clients. Potential clients, who, due to the lockdown, are working in their home office now, and are spending more time on social media than before COVID-19.

Exec Summary

In summary, you can and should publish (daily) about articles in your industry sector. This will get you noticed in your industry sector, by ideal clients, etc.

When you publish something about a potential client and mention him | her in the comment of the post, (s)he will get notified automatically by LinkedIn.

When (s)he gets notified, (s)he checks out what you wrote and has a look at your LinkedIn activities.

(S)he will see that you summarize what’s going on in the prospect’s industry sector, regularly and therefore you seem to be an authority in the field.

He will be pleased that you published s.th. about him, too. This gives you the opportunity to approach him via LinkedIn messenger and ask whether he has seen your post about him? (He probably has.)

This opens the door for you to start a conversation with the potential client and to introduce what you do, what opportunity you offer, etc.

It takes about 2-3 weeks of publishing consistently to build up enough presence, authority and trust to be able to start approaching your ideal clients.

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Publish

For a start, publish more now and more consistently. We publish almost daily. 

Remember, the amount of sales comes in direct proportion to the numbers of offers made.

I suggest you don’t publish only about your own products and services but include news about your industry sector and posts about potential clients.

Here’s why:

When you publish only about your own products | services your readers will probably get bored quickly. 

Instead, do them a favour and save them precious time by summarizing what’s going on in your industry sector. 

We simply summarize articles about our niche, which is B2B Lead Generation. So, anyone interested in generating leads for their business is able to quickly scan the summary and decide whether they want to read the entire article or not.

For busy people, being able to easily stay on top of what developments in their industry are happening, is valuable, as it saves them time and gives them a good overview.

When you publish consistently like this, you build your online presence, expand your authority in your industry sector and create trust.

It is interesting but when you publish almost daily, your readers will get to know you, even if you have never met. 

I remember very well how sad I was when I heard that Internet marketer Corey Rudl had died in a car accident. At the time, I didn’t know much about digital marketing and I wondered why I became emotional that much when I had never met Corey, spoken to him or had any other contact other than getting his emails. The reason for my emotional response was that I had received his emails for a couple of weeks then. So in a way, I had formed an image of what he was like and he was no stranger anymore.

I am telling you this because your readers will get to know if you publish consistently. 

Since we want to shorten typical sales cycles considerably, it is important that your potential clients know of you, when you contact them.

How do we do this?

It’s pretty straightforward.

This is the reason why you want to publish about your potential clients as well, not only your own products and services.

This is how you can do it: summarize an article your potential client has written and put it in a post on LinkedIn. Add a comment to that post where you mention the author of the article and their company. When you do this using the ‘@’ sign, LinkedIn will automatically notify the author that you have published something about them.

What will your potential client most probably do?

(S)he will go and check what you published: (s)he will read your post and see that you seem to be an authority in their field since you publish consistently about their industry sector. 

Most people will be quite pleased that you included them in your publishing series.

Therefore, when you contact them via LinkedIn messenger, they know already about you, as they probably have had a look at your LinkedIn profile, too.

If this person is one of your 1st contacts on LinkedIn, you can message them directly. If not, you simply send them a connection request and you let them know that you are the one who just published and commented about them.

Once the connection is made, you simply start a conversation which you can take anywhere you like, even - after some conversations - to a signed contract and a long-standing business relationship.

That’s it really. 

And yes, it is astonishing how open even high powered executives are, on LinkedIn messenger, if you strike the cords right. 

And no, cold offers, at first contact hardly (ever) work, not even on LinkedIn.

So, just do what you would do if you would meet this person at a trade show, conference, convention, etc. Get to know each other, find out who they are and what they need currently and see whether you can help.

But you knew that already.

So, How Can You Get Going in 3 Simple Steps? 

1. First, find a few articles about the current matters in your industry sector and get someone to write good summaries about those articles.
2. Next publish these summaries on your website blog and your social media accounts, primarily LinkedIn, if you are in B2B. And the strategy explained above, works best for B2B.
3. Once you have published about your industry sector for about two weeks, you can start including posts about your own products and services, as well as summaries about your potential clients' content and you can start approaching them.

Now, I understand that publishing daily summaries of articles in your industry sector might not be something you have done before. That is the reason, we offer ‘daily publishing’ as a service but even if it isn’t ‘daily’ in the beginning, this strategy can still work for you. 

Obviously, ‘the more presence, the better authority’ but starting to publish more is important and you will see, you will get into it.

Don’t forget that you can leverage each post in several ways. 

Here are Four Ways You Can Use Your Content:  

1. Set up the summaries as posts on your website blog, for traffic from search engines.

2. Post about the summaries on social media ( primarily LinkedIn and Twitter, but you can use Facebook and Instagram also), to engage with potential clients on social media.

3. Share posts to relevant LinkedIn groups to increase your readership numbers.

4. Comment on your LinkedIn posts, mentioning the article author and the company they work for, to get them notified by LinkedIn and to be able to approach them. 

Because you are publishing consistently, LinkedIn shows these posts not only to your existing contacts but also to people who share an interest in your subject. 

This increases the number of how many people will see your posts.

As explained, daily posts build your authority in your industry sector.

As a result, the number of your (LinkedIn) followers goes up, as well, which leads to even more people reading your posts.

Our clients usually want to focus on running their business, that is why we do the above for them, but you can do this with your resources, too, in your time.

Leverage your existing content:  

Here is another way how you can leverage the content you already have on your website.

Publish an Article on LinkedIn simply by repurposing a report or a white-paper or even some extended content from a page on your website. 

Click here, to learn more about how you can leverage your content more, by repurposing it.

Conclusion

Now, it’s time for you to get started. If you are in B2B, start with LinkedIn, it’s a must if your ideal clients use LinkedIn. When you start publishing, contacts, potential clients and chats with prospects, will develop from there.

Have fun engaging in these new conversations and possibly striking a deal with them, when the time is right.

If you have any questions, let me know.

Karl

P.s. Please put questions on how to execute this strategy or certain aspects of it, in the comments below, so everybody can learn from them and I will do my best to respond to your questions.

If you think the lead generation strategy explained above, could help others, too, could you Like, Comment and or Share this article here on LinkedIn, so others get the chance to see this as well? The LinkedIn algorithm shows content to more people when this content gets likes, comments or shares.

Maybe this lead generation can help others to get through the worst.

If you need a faster answer, simply check the faq page that we have set up for LGS, here: https://a-m-i-ltd.com/faq-lead-generation-system/

Please let us know, in the Comments below, how you are getting on with the strategy laid out here. How fast were you able to get clients? Is there anything you would suggest how we can make this lead generation system even better?