With the recent changes to the LinkedIn ecosystem, it’s essential to adopt a strategic approach when it comes to building your brand and generating leads for your business on the world’s number one network for professionals. Our social media expert Rohit Onkar gives you 7 trade secrets to ensure that your business thrives on LinkedIn.

1. Secrets to LinkedIn Marketing – Reengineered
Rohit Onkar
Social Media Expert at SMG Convonix

2. The Buying Cycle
Before the advent of digital (read: social media)

3. The Social Influence in Purchase
Decision
Social influences all aspects of the buying cycle and adds customer loyalty
and repurchase phases to it

4. Why LinkedIn?
Key Point when it
comes to
reaching decision
makers and
influencers

5. Success Secret 1: Capitalize on Existing
Demand
Hot lead – individual
close to purchase
Lukewarm Lead –
Individual looking
for service/product
related
information
Soft Lead –
Individual
Looking for
Technical
information

6. Success Secret 2: Inducing Demand
Discussion initiated on LinkedIn resulting in an inquiry

7. How do you do this?
Research
• Identify Quality LinkedIn groups
• Approx. 700 LinkedIn groups for Manufacturing
Domain
Reach
• Scout for Conversations across all identified Groups
• 15-20 discussions are initiated daily on each LinkedIn
Group
React
• Start discussions to engage target audience in Groups
• React and Respond to their enquiries
This is where WE come in 

8. Success Secret 3: Target your Exact
Customers via LinkedIn Ads
Exact Job
Designation
Targeting CriterionAge
IndustryTargeting Criterion
Skills &
Expertise
Job
Function
Targeting CriterionSeniority
All you need is a landing page to get Started

9. LinkedIn Ad Units

10. Success Secret 4: Revive Passive
Customers & Remarket
Reach new
customers and
existing
customers
who haven’t
converted via
LinkedIn mail
Incentivize
them to
convert
Constant
follow up

11. Success Secret 5: Loyalty Building
Have an Existing
Database of
Customers already?
Use them to
influence their peers
via the power of
LinkedIn Groups
All aspects of the Group – from creation, to nurturing, to
monitoring are handled by our team

12. Some Examples

13. Success Secret 6: Content is King
Create a Fully
Branded Company
Page
Engage with Target
Audience via
planned Content
themes
Leverage the
Power of Customer
Recommendations
Check one out here - http://www.linkedin.com/company/pi-worldwide

14. Success Secret 7: Measure, Measure and
Measure
Key Metrics
• No. of Leads Identified
• Referral and Direct Traffic Redirected to the Website
• Size of the Sales Funnel
• Size of the Social Community