Join Garrick Chow for an in-depth discussion in this video Start turning your leads into clients today, part of Growing Your Small Business with LinkedIn.
- [Instructor] Now that you're ready to start getting more clients for your business, here are the action steps we recommend for producing the best results. One, create your ideal client profile. This is also called a buyer profile, customer persona or customer avatar. It's a useful exercise for figuring out exactly who your ideal client is. Your client profile should include your client's age, gender, industry, salary range, challenges, and pain points. The more detailed you can make your client profile, the more you can refine your marketing message.
Number two, get clear on your messaging. When going after more clients, it's important to be clear about the value you offer. In fact, your website, your content, and even your LinkedIn profile should clearly answer the question, what specific problems do I solve for my clients and customers? Number three, decide on a list of target companies. Trying to market to everyone on LinkedIn is inefficient, time-consuming, and ultimately ineffective. Instead, you should target the exact companies you've specifically researched because they've demonstrated a need and desire for the products and services you provide.
Forth, research specific professionals within those target companies who hold the job title you're looking for. If you provide marketing services for example, research the marketing director or CMO for your target company. They're the ones who design the company's marketing plan and are often the decision makers when it comes to budgeting marketing expenses. Number five, always reach out with a personalized message to request connections. Be sure to avoid generic or boilerplate messages. Instead, greet the person by name, tell them who you are and what you do, and invite them to connect.
Sixth, send a thank you note when someone accepts your invitation to connect, and offer them something of value. The value could come in the form of a free strategy session, consultation, downloadable white paper, or link to an informative article that you know your connection would find value in. And seventh, take steps to nurture the relationship so that it eventually moves from online to off-line. You could nurture the relationship by congratulating your connection on an accomplishment or milestone, making a complementary remark about their profile, or commenting on their content.
Be sure to nurture at a steady but relaxed pace though, so you don't come across as pushy. Your aim is to take the conversation off-line eventually. Proposing a no-pressure 15 minute phone call to touch base is a good place to start.
- Optimizing your LinkedIn profile
- Building your brand
- Creating a strong network
- Networking like a pro
- Turning leads into clients