Sales Lead Generation with LinkedIn Groups

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How IT Marketers can Leverage LinkedIn Groups to find leads, prospects, and clients with these unique tactics.

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  • We like to personally invite group members to our free webinars, or other events that we think might be helpful. We do this before inviting them to connect. It's effective!
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Sales Lead Generation with LinkedIn Groups

  1. 1. How to Find Clients in LinkedIn Groups: a Guide For B2B Marketers
  2. 2. This is a Get Yourchapter from: FREE Full Copy: http://bit.ly/LeadGenLinkedIn
  3. 3. Engage Prospects Through GroupsYou know that LinkedIn Groups are anexcellent resource for you toidentify, approach and engage yourprospective clients.Here’s how you can do it:
  4. 4. Step 1 Find Relevant GroupsFirst, go to Groups > DirectoryLet’s say you sell technology to Chief Information Officers…Let’s go ahead and type “CIO” in the search box…You get 1,592 groups! Not too shabby!
  5. 5. Step 2 Join Relevant GroupsNow that you’ve selected groups whereyour prospective clients are members, goahead and join them.Yes, I know that not everyone will acceptyou.
  6. 6. Step 2 Join Relevant GroupsYes, I know that they have strict rulesabout posting solicitations in discussionthreads.Yes, I know that moderators will besuspicious of a salesperson joining thegroup.
  7. 7. Step 2 Join Relevant GroupsHowever I also know that out of 1,578 youare GUARANTEED to find 50 that willaccept you as a member.You have a Linkedin-imposed limit of 50groups so do chose wisely.
  8. 8. Step 2 Join Relevant GroupsUsually, the larger the group thebetter, however there are exceptions.You can also look at how active a groupis, where it is located, etc.Usually you can also get a lot from lookingat group’s stats.
  9. 9. Step 3 Identify Relevant Group MembersWho Are Open to Connecting With Other Group MembersOnce you get accepted into a group, go to“Members” area > Advanced Search andsearch by title your likely prospectiveclients…Let’s say you found 1,000 matches…
  10. 10. Step 3 Identify Relevant Group MembersWho Are Open to Connecting With Other Group MembersNot all of them, but some will be open toconnecting with other group members:
  11. 11. Step 3 Identify Relevant Group MembersWho Are Open to Connecting With Other Group MembersNow, what you say is super important…Don’t say:“I’d like to add you to my professionalnetwork on LinkedIn”.That’s the worst thing you can do.
  12. 12. Step 3 Identify Relevant Group Members Who Are Open to Connecting With Other Group MembersYour prospects don’t care about whatyou’d like.I don’t care about what you’d like.Your dog doesn’t care about what you’dlike.Deal with it.
  13. 13. Step 3 Identify Relevant Group MembersWho Are Open to Connecting With Other Group MembersSo instead put the spotlight on yourprospect and lead with “You”. Saysomething like this:
  14. 14. Step 3 Identify Relevant Group MembersWho Are Open to Connecting With Other Group Members“Hi Marv,You and I are members of the same group onLinkedIn.Since we have this shared interest, I feel we canboth benefit from connecting directly.Therefore I’d like to invite you to accept myinvitation.Best,-Jane D.”
  15. 15. Step 3 Identify Relevant Group MembersWho Are Open to Connecting With Other Group MembersThis invitation is personalized, relevant andnot too pushy. Even if I have no intentionof connecting with strangers this way, it ishighly unlikely it will be reported as spam.Don’t get me wrong, not everyone yousend an invitation to will accept it… Butenough of them will.
  16. 16. Step 4. Gradually engageOnce your invitation is accepted you dowhat ____?Now the natural reaction of any salesperson is to start an all-out full frontalsales pitch assault.Don’t.
  17. 17. Step 4. Gradually engageIt is not going to work.What should you do instead?The same thing you’d do when someonesubscribed to your blog…Be helpful…
  18. 18. Step 4. Gradually engageProvide value without asking anything inreturn.Only when you earned thetrust, established yourself as an expert in arelevant field, as someone who cares…only then you can start switching to thesales mode.
  19. 19. If you follow these steps andLinkedIn Groups will become the most amazing source ofleads, prospects and clients for you. Guaranteed!
  20. 20. This was a Get Yourchapter from: FREE Copy: http://bit.ly/LeadGenLinkedIn

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