Time to watch: 3.5 minutes. Your success at using LinkedIn for lead generation will increase when you help prospects get HUNGRY for more discussion with you: answers, short-cuts and satisfying experiences. Yes, the LinkedIn gurus say we’re supposed to give our best advice away for free and be seen as an expert. But these ideas rarely work. Here is a better, 3-step method to using LinkedIn for lead generation.
Real quick here’s the main concept: The idea is to start discussions (or answer questions inside existing discussions) in ways that provoke more questions and create opportunities to generate leads.
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Overall, the idea is to satisfy the curiosity of Group members for the moment. This creates hunger for more details in your “big idea” or “better way” or step-by-step tips.
As the discussion unfolds, keep revealing more-and-more tips and advice. Be sure to NOT hold back on “the how.” Just hold back on all the little details that go into it.
The idea is to reveal your tips in ways that lead prospects to ask more-and-more questions of you. Because ultimately what you’re doing is creating hunger for a BIG SHORT-CUT to what they want. That short-cut will be a free video tutorial, white paper, checklist or ebook that you will trade in exchange for contact information. This is the part where you get a business lead!
View the video to get details on how to apply this practical, effective approach to using LinkedIn for lead generation. The video shows you exactly how to create that irresistible curiosity (that sparks discussion with you) in 3 simple steps.
Jeff Molander is the authority on starting conversations with busy people. As founder of Communications Edge Inc. he teaches a proven, effective communications technique to spark buyers curiosity in sales outreach & marketing messages. He's a sought-after sales communications trainer to individual reps, teams of sellers and small businesses owners across the globe. He's an accomplished entrepreneur, having co-founded the Google Affiliate Network and what is today the Performics division of Publicis Groupe. Jeff served as adjunct digital marketing faculty at Loyola University’s school of business. His book, Off The Hook Marketing: How to Make Social Media Sell for You, is first to offer businesses a clear, practical way to create leads and sales with technology platforms like Facebook, LinkedIn, YouTube and blogs.
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