This document provides tips for using LinkedIn for lead generation. It recommends focusing on engagement metrics like comments and shares rather than clicks. It suggests joining relevant LinkedIn groups, engaging with posts, and posting once a week per group. The document also recommends optimizing the client's LinkedIn profile to attract leads, connecting with second connections, and using InMail messages to connect with 10 people per week. It emphasizes that social media is about being social through commenting on others' posts.

1. Using LinkedIn For Lead
Generation
Presentation for the RPM team.

2. Topics Covered:
1. The 2 Most Important Metrics On
Social
2. LinkedIn Groups
3. LinkedIn Profile
4. LinkedIn Connection Outreach
5. Things To Consider

3. What matters most on social?

4. The key is not focusing on clicks!
The power of social comes from engagement.
Putting a focus on comments & shares are what leads to big results!
Image from: http://brandcitations.com/word-of-mouth-marketing/

5. This strategy leads to leads...

6. How to get started

7. Start with your client’s LinkedIn Groups
In the event that your client isn’t in any
groups you can find some to join in the
search bar, under the Discover tab once
you click the groups section of your menu
or at:
https://www.linkedin.com/directory/groups

8. You can also use past leads profiles
Leverage the groups section of past leads profiles
to find new groups to join (you can also check out
their coworkers profiles).

9. 4-5 Groups
Join a minimum of 4-5 groups a month to avoid saturation.

10. Telling people to join in the conversation works

11. The clicks come from the conversations

12. And sometimes, you strike gold

13. You only need to post once a week, per group…Just rotate the day of the week
you post. 12:00PM - 7:00PM work best.

14. Some rules to follow...

15. Prep before
posting!
1. Check group rules
1. Create an excel list for groups
w/ special post requirements
1. Get a feel for what’s been
posted in the past

16. And sometimes, the post doesn’t need a link

17. Don’t forget to leverage profiles!

18. Your client’s profile is not a resume
It is a landing page. It’s a library of insights.
Having different media
assets such as
repurposed blog
articles, slideshares
that highlight specific
products or services,
and videos help to
engage the profile
visitor and have them
become a site visitor.

19. There is also power in the Summary
Your goal is to build curiosity by:
- Naming the persona’s challenge(s). Show that your client is aware of their pain points.
- Share how you work with your clients.
- Create a CTA - “Set up a call”, “Feel free to message me”, “Visit my team’s site”, or “Request a
Quote.”
Things not to do:
- Promote the client’s company. The profile visitor only cares about themselves.
- Have long copy. The summary shouldn’t be more than 100 words.

20. And you can create CTAs using the Projects section

21. Then there’s Connection Outreach

22. This strategy leads to new conversion opportunities

23. Search & Second Connections
In advanced search
you can find all of
your client’s second
connections and
segment them by
company, industry,
and more (this gives
precedent for a
premium account).

24. InMail Messages
You only need to connect with 10
people a week.
The quality of the message is what’s
most important.
“I’m connecting with you because…
- I saw we have similar
connections…”
- We’re in the same industry…”
- I wanted to learn more about
what you do for your team…”

25. Other things to consider
Expanding client profile strength by:
- Finding LinkedIn influencers to
share client content.
- Having clients respond to
pending connections, comments
& messages faster.
- Experimenting more with video.
Building group authority by:
- Inviting relevant connections to
join groups you’re in.
- Having clients comment on other
user’s posts.
- Finding more useful content to
share that isn’t necessarily the
clients.
We need to get these leads
converting!

26. A useful article that summarizes this
www.linkedin.com/pulse/clicks-vs-comments-easier-way-lead-generation-linkedin-kenny-soto
Clicks vs. Comments: An
Easier Way For Lead
Generation on LinkedIn
(4 min. read)

27. Some things to
remember...
1. Social Media is about being
social, don’t just post. Comment
on other posts!
2. Clicks don’t happen if you’re
focusing solely on that. Go for
comments and shares.
3. LinkedIn’s power is all in the
ability to search the employees
of any company.

28. To Learn More Visit:
www.KennySoto.com & www.Linkedin.com/in/KennySoto