Lead generation is a vital part of the sales process. Many business owners approach lead generation in a variety of ways, but the most common are:
- Referrals
- Networking
- Cold outreach
- Loss leaders
- Social media
Each one of these lead generation methods has its challenges. However, building a system around lead generation can help business owners overcome those challenges and increase sales.
In a recent interview, Adi Klevit discussed a LinkedIn lead generation system with LinkedIn expert and CEO of Specialty Coaching Academy, Rachel Guo. During their discussion, Rachel shared five key steps one must take while building a LinkedIn lead generation system. We have summarized them below.
Five Steps for Building a LinkedIn Lead Generation System
1. Define your audience.
Determining your audience and narrowing in on who exactly you want to reach provides you with the following information:
- What kind of person you should reach out to.
- Where they “live” online.
- Where to buy ads, network, send cold emails, or otherwise reach out.
Defining your audience will also help you with the rest of the steps of this guide, as once you know who you are talking to, you can cater your message to a particular type of person, business, or group of people.
2. Do your research.
Even if you plan to automate your outreach emails (and Rachel Guo recommends that you do so), you need to do enough research to:
- Determine if the person you are contacting fits your “ideal audience” category.
- Understand the pain points they are experiencing.
- Write appropriate emails.
- Personalize those emails to the specific person to whom you are sending them.
3. Refine your message
You have received – and likely ignored – unrefined LinkedIn messages. These are the messages that immediately go into a sales pitch or appear to be a bulk email. You don’t want to be one of the people who gets ignored.
Instead, refine your message by utilizing the research you did in step 2 to connect with others on the platform and find out if your business can help them.
4. Set up a sales funnel
Of course, you will want a system for anyone responding to your message. This requires a sales funnel.
5. Utilize an automation service to get your message out
Many automation services will help you get your messages out to a large number of people. Strategically utilizing automation will help you connect and build your networking and sales machine on LinkedIn.
Building or documenting successful sales and marketing systems can support exponential company growth. If you are unsure how to get your systems documented and in use, contact Business Success Consulting Group. We are here to help your company grow.
