An overflowing inbox can be just as useless as an empty one if it’s filled with the wrong people. The number one mistake people make when pursuing LinkedIn lead generation quality is focusing on quantity over quality. They accept any connection request because they think it will boost visibility, but this often just pushes your profile out to the wrong feeds, reducing your chances of generating qualified sales leads on LinkedIn.
But your connecting strategy is only one part of this issue. Even when you’re connecting with the right people, if you’re not staying visible and inviting conversations, you’ll struggle to build the relationships you need to win business.
Connecting: The Foundation for Quality LinkedIn Leads
If you want to generate leads on LinkedIn, you shouldn’t connect with just anyone. Connecting with random people on LinkedIn isn’t just a waste of your time, it can be dangerous for your business. The amount of followers or connections you have won’t be what helps you close sales. Who those connections are will be.
Sales Navigator will help you identify and connect with the prospects that will positively impact your network. Either they will directly lead to sales or they’ll be a doorway to connect you with that future sale. More importantly, they’ll help you connect where your leads are hiding: LinkedIn lurkers. Get a more detailed breakdown on LinkedIn lurkers here.
It might feel ambitious and even beneficial to think that “everyone” could benefit from your offer but that’s just not realistic. Even “everyone” in the tech industry isn’t a specific enough target to generate leads effectively. But, IT decision-makers wanting to integrate to the private cloud without compliance concerns is. It’s not just about who your prospects are but what pains you can solve for them.
Content Strategy for Targeted Lead Generation Quality
Once you’ve narrowed down your network, it’s time to do the same to your content. Bringing prospects into your network is one thing, keeping them engaged enough to stay there is another. You need to make sure your content is speaking to them directly, highlighting their pains and demonstrating a clear understanding of the solutions they need.
A great way to do this is with loaded polls. When done right, these polls can act as a core strategy for lead generation. These are polls that get right to the root of your prospects’ pain, inviting them to identify exactly what they need help with and giving you great insight to start conversations.
The key with loaded polls is to make sure you’re following up with poll voters within 1-2 days of their vote. Not getting the votes you need? Don’t be afraid to repost those polls to give people another chance to cast their vote.
Conversations: Turning High-Quality Prospects into Clients
From these polls (and other content you’re posting on LinkedIn), you’ll be able to start conversations with prospects ready to buy. This targeted approach is the key to mastering LinkedIn lead generation quality and winning more business. Even if somebody fits your ideal client profile on paper, they may not be ready to buy right now. However, bringing them into your network and giving them the chance to show their buying intent with loaded polls provides you with perfect insight.
Not sure if you’re targeting the right people in the first place? Get in touch with the PINAKL team for access to a lead generating connecting criteria and support.