Why Online and LinkedIn Lead Generation Is Failing You

As the world gravitates towards automation, businesses have started to rely solely on online methods for finding customers. While this may be logical and natural, Sofiia Papirnyk, our Human Resource Director at UnameIT, emphasises that good old personal connections still work the best when it comes to building trust with clients.

“I’ve noticed a trend in recent years of businesses focusing on online and LinkedIn lead generation. While these methods may have been effective for some time, I believe they are no longer a panacea for finding customers. Offline connections are more powerful in this matter,” – Sofiia says.

Think about it: we’re somewhat forgetting that the market and sales used to look completely different only 3-5 years ago. There was a lot of personal contact and meetings, and offline events granted huge networking potential to business owners and managers.

Tap into the best practices for building long-lasting relationships with people (and seamlessly turning them into customers) as Sofiia unveils the secrets behind a networking strategy that has brought dozens of clients to UnameIT.

The Science Behind In-Person Meetings

Human beings are wired to connect emotionally, and this emotional connection is crucial in building trust and rapport. While online resources provide an excellent starting point, taking communication offline allows for deeper and more meaningful interactions.

The ability to see and hear the person you are communicating with reinforces your message and allows for a more complete picture of the interaction. After all, 70% of communication is non-verbal.

In-person meetings provide an opportunity to create a connection that cannot be replicated through digital channels, making them a powerful tool for lead generation. Ever since we started using this approach a couple of months ago, we’ve been taken aback by how well it works.

So, what’s the exact step-by-step process for implementing this approach? Let’s dive right in.

The Ultimate Action Plan

It seems simple, but it’ll take some time and hard work before you get the hang of it.

1. Research your target market thoroughly

Understanding your target market is crucial in creating an effective strategy for offline lead generation. Research the market you want to enter to gain insights into the industry trends, your competition, and your potential clients' pain points.

2. Create an Ideal Customer Profile (ICP)?

It should define the exact country, person, and position you want to target. Creating an ICP helps you identify and prioritize the ideal customers that you want to work with. It allows you to tailor your approach to meet their specific needs and preferences, making it easier to build strong relationships with them.

3. Find a suitable platform to invite your ICP to an online meeting

Choose a platform that is convenient for your potential clients to use and that allows for easy communication. Social media, as I’ve mentioned above, is a great starting point.

4. Don’t jump straight into the business talk

Focus on building a sincere human relationship first. Take the time to get to know your potential clients and build a genuine connection with them. This will help establish trust and rapport, making it easier to discuss business matters later on.

5. Avoid being too sales-focused and instead, share your experience and knowledge

Show your potential clients that you're knowledgeable about your industry and can offer valuable insights. Share your experience and expertise without being pushy or sales-focused, and your potential clients will appreciate your approach.

6. Send well-thought-out follow-ups to continue building relationships online

Following up with your potential clients after your interactions is essential to keep the conversation going. It also shows that you care about building a relationship and are invested in their success. Follow-ups don’t necessarily mean dull emails – you’re allowed to get creative if you know that your new acquaintance will like it. In fact, texting a person after establishing contact may lead to up to a 112.6% engagement conversion increase.

Bonus tip: Remember to stay within your scope of capabilities and resources. Set realistic goals and expectations, and avoid spreading yourself too thin. This will help you stay focused and avoid burnout.

Conclusion

In conclusion, while generating leads online and through LinkedIn may have been a panacea for finding customers in the past, it is no longer enough. Building offline relationships, networks, and communities is crucial for building long-lasting relationships with clients. By following the UnameIT strategy outlined in this article, you will not only gain clients but also create a mini-club of people with whom you can grow, interact, and develop together.