LinkedIn Marketing Hacks To Get More Inbound Sales

I've been on LinkedIn for years, long before it became the business networking platform it is today.

Back then, I was working as a Business Development Manager for a cybersecurity company. Using LinkedIn, I helped scale the company to $5 million in annual recurring revenue. We even won a major international contract.

LinkedIn wasn't as noisy then; it was easier to get attention and connect with people. But everything changed after the pandemic, making it much harder to stand out on the platform.

Despite having only about 7,000 followers, I've learned a lot about what works on LinkedIn. Here are my LinkedIn hacks to help you grow your business.

Personal Brand vs. Business Brand

When it comes to LinkedIn, think about two elements: your personal brand and your business brand. If your company makes $5 million a year or less, it’s best to combine these brands. This makes scaling easier and requires less money, energy, and effort.

For larger enterprises, keep these brands separate. At some point, you might sell the company or move on. Separating the brands ensures that your personal brand doesn’t affect the company’s sale price.

Navigating LinkedIn's Tough Network

If you're new to LinkedIn, it’s hard to break into the right circles, grow your follower count, and get noticed. LinkedIn operates on connections—first, second, and third—much like friends of friends. Once you’re established, it’s easier to expand your network. For newcomers, however, it's a wild ride.

Back in the day, you could DM people and easily start conversations. Now, the platform is crowded with automated messages, making it tough to stand out.

Here’s what you can do:

Create Consistent Content

Firstly, content is crucial. However, simply posting content doesn’t guarantee sales. I've seen business owners with tens of thousands of connections who still struggle to make money. Your engagement metrics—likes, comments, connections—are worthless if they don’t translate into sales.

Types of Content

1. Daily Posts: Post daily. This could be text-based posts, images, documents, or carousels. The method doesn't matter as much as consistency. Show up regularly to keep your audience engaged and nurture them.
2. LinkedIn Articles: Publish LinkedIn articles or newsletters. These act as sales assets on the platform. Optimizing your articles for search can help people find them via Google. Use compelling headlines and relevant keywords.

Content as a Sales Asset

When you DM people, the first thing they do is check your profile. If your profile lacks content, they won’t buy from you. Your profile should showcase your posts, LinkedIn articles, and other relevant content. This builds trust and demonstrates your expertise.

Collaboration and Engagement

Collaborate with industry experts. Tag them in posts and articles. You can even record calls with these experts and publish them on LinkedIn. This cross-promotion helps you reach a wider audience and builds credibility.

The Flywheel Effect

Consistency is key. Posting daily content and regular LinkedIn articles creates a flywheel effect, building momentum over time. While quick wins are possible, a solid content infrastructure ensures long-term stability and growth.

Final Thoughts

LinkedIn success requires dedication. There’s no quick method. Consistent content creation and an effective sales process are essential. Engage with your audience, follow up with leads, and build a strong foundation.

If you have any questions or need further tips, feel free to comment below. I'll do my best to help you out.

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