LinkedIn is the world’s 4th most popular social network. As a professional social network, LinkedIn is the most popular among salespeople. LinkedIn is our favourite social platform to use, so it was just a matter of time before we wrote a piece about it. This is definitely not the only time we will talk about its usefulness but today, we wanted to talk a little bit about how to contact leads with LinkedIn.
What can you do with leads identified by LeadBoxer?
Scenario: you have installed the LeadBoxer lead pixel into your website. A few days later, you have a list of companies who are interested in your products and services. You are not 100% convinced that you want to call them up and say “Hey, I saw you clicking around on our website, what’s up?”
People are looking for specific information. Therefore, if you can help them get the information that they need, you are helping them, not bugging them.
In this case, we recommend an indirect approach as you can see below.
1. When you see that a company has visited your website, target them through LinkedIn (obviously, you can use any alternative to LinkedIn – which is just the example given here).
2. The strategy is to know that a company is interested – and give them information that makes them aware of your services. Keep in mind that if a lead is actively looking for a solution to their problem, they will appreciate good information.
Note: surfing behaviour is Goal-Oriented. People do not visit (B2B) websites because they are curious as to what they look like. People are looking for specific information. Therefore, if you can help them get the information that they need, you are helping them.
3. Use lead/visitor activity (click streams) to know what your leads are actually interested in and speak to the content/ subject-matter of the pages they visited.
In other words, use a prominent bit of the text on the pages visited in the subject heading of your communication. This will immediately capture the person’s interest much more effectively than sending a generic sales pitch.
4. Locating decision-makers – if your product/ service is related to staffing, find the person(s) responsible for Human Resources. Meaning: locate the company on LinkedIn and then you research who is responsible for Human Resources, etc.
5. You can then advertise via LinkedIn in order to post content on that person/ company’s LinkedIn personal feed. Click here for a blog post we wrote on LinkedIn advertising.
a) locate the company identified by LeadBoxer on LinkedIn b) find the person or persons responsible for the problem you solve c) send a LinkedIn invite request d) OR use Chrome extension called (email) Hunter – to locate their email address and email them e) OR send relevant materials via LinkedIn advertising (see above)