Linkedin Leads are often ignored by many marketers for their advertising and tele calling campaigns. It is really useful for b2b lead generation. It is free and credible as well. There are many email lists available in the market for use by online marketers. Most of the email list vendors claim that they are genuine opt in lists. But they may be obtained by email harvesting by using softwares that crawl on websites to collect emails from them. It may be of limited use for your marketing efforts. Linkedin is a vibrant pool of targeted leads that would be suited for any business free of cost. The only thing you need to know is “How to get the targeted leads from linked in?” . I would suggest you a method to do this?. There are few steps involved in lead generation.
Steps in Lead Generation using Linkedin
Identify your target market – Identify your target market. CEOs of Hotels would be a potential target for a Hotel Software Vendor. CEOs of Banks and Manufacturing companies or small business owners or other top decision makers of any business entity or even nonprofit organisations would be good for a Chartered Accountant Firm for selling his professional services to them. So here we have to different scenario. The first one is a niche segment and the second one is having a wide potential than the other. I would like to share this link for a better understanding
How to identify and Target Leads?
Although it is written for specifically for twitter. It would be a generalised concept for all social networking websites. You may decide on many factors like number of employees, industry, location or anything which is relevant for your campaign.
Search in Linkedin
You may search in linkedin using the advanced search option under the companies tab and filter your results based on the target prospect you set in the previous step. You go to the company profile and have a glance at the company profile to have a quick review about the suitability of the company.
You may also Use “Search companies” tab to get a more structures search page.
You may use the search menu on the left side to filter your results based on the kind of prospect you are looking for.
People Screening
You may get a list of people associated with the company. There may be directors, employees and managers involved in the operations of the company. Mr. Sunil Dutt Jha is the CEO of Mid level IT company based at New York. If you click on his name, Linkedin will take you to his profile page. Some times the name may be hidden to protect the privacy of the person. In this case I would suggest you a trick to find the hidden name. Just go through the person who had last visited the anonymous person. You may get a list of people who visited his/her profile. Just visit any one of their profiles to see who had recently visited their profile. You may find the anonymous person with the hidden name visible in that list. it is not available there, Just think who else in the company he may be constantly in touch with. A CEO would possibly be in contact with CTO or any other director of the company. Just have a look at their profile to get the name disclosed in their recent visitor list.
Visit the website
You would visit the website to collect some additional information needed for your marketing. A phone number could be obtained from the website which is often not disclosed in linkedin profile.
Populate to CRM
Populate the required information to the CRM of your company. Most CRM would
automatically connect to the linkedin profile directly from the CRM. Sugar CRM is having such feature. Clicking on the Linkedin logo would display the profile summary of the company. It also facilitates direct access to linked in profile from SugarCRM. You would use Social CRM as well to facilitate your job. Salesforce.com Social CRM software is a popular choice for many companies.
Using Linkedn for Lead Generation would be a time consuming process but the leads generated as a result would be credible as it is not generated as a result of email harvesting . The same lead is not sold to others as well.
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