Convert Likes and Comments Into Qualifed B2B Leads
Engagement is great, but it's still a vanity metric. While most people don't attempt to convert vanity metrics into B2B leads, I believe Linkedin likes and comments can be monetized.
Disclaimer: You will not convert every single like and comment into a lead or customer, but if you strategically go through your likes and comments and pinpoint likely prospects by job title, you can literally have a constant flow of prospect to talk to.
One of the best ways to monetize vanity metrics such as likes and comments is by scanning their profiles, quickly pre-qualifying them to determine if it's worth putting in the time to chat with them, and sparking up a meaningful conversation with them that eventually leads to a meeting.
The fact that they engaged with your post is the perfect opportunity to start a conversation.
Create a Hyper Engaged Network Of Followers
Aside from creating great content, one of the keys to creating a hyper-engaged network of loyal followers is to strategically engage with influencers that have a large audience reach. To get noticed, you have to stand out. Try uniquely crafting words in comments you leave on their posts to grab their attention.
Once you build a relationship with influencers, you can begin tagging them in your posts, and if they engage, you will notice a large spike in your post views and engagement.
You can accomplish this by creating a spreadsheet with links directly to their activity feed to save you time, or you can add them to a list in Linkedin sales navigator.
Don't know how to use Linkedin Sales Navigator?
Use Linkedin Sales Navigator + Dux Soup
Linkedin sales navigator allows you to tag connections with the following labels:
Customer, decision maker, follow-up, high priority, influencer, opportunity.
You can also search and filter for B2B leads without the limits you get with the free version of Linkedin. Focus on filtering your criteria to a very specific targeted group you want to connect with, and you can start using tools like Dux Soup to automate the time consuming task of visiting their profiles, and sending them a personalized connection message.
It's pretty obvious that you need to have your profile optimized and a well thought out message to connect in order to get a good conversion rate here, so do those things first before you start mass connecting at scale.
After you connect with target prospects, it's very important to followup quickly, and create a memorable interaction with them so they don't quickly forget you. Again, tag your target prospect in Linkedin Sales Navigator, or copy and paste the link to their activity feed intoo a spreadsheet and make sure you interact, and followup with them regularly to add value and build trust.
Struggling with followups?
Religiously Followup With New Connections
After connecting with prospects, it is HIGHLY important that you followup and engage with your target prospects. You shouldn't be looking to land the client on the first interaction; That just looks desperate! Focus on building trust, and adding true value to their lives through quality content, insights, and resources. You do this through your posts, and through messenger.
Once you acquire a high enough level of trust, you can then move towards asking for a meeting to talk business.
Post content that adds value to their lives, and content that is relevant to what they do. Also, if you have specific resources or people you can directly connect them with, you can gain a great deal of trust and authority with your target prospects.
Resources can include things like case studies, whitepapers, time and money saving tools, giving them a shout out on social media, blog posts, videos, and basically any type of content that adds value.
What happens when you find great connections that aren't target prospects?
Establish Referral Relationships
When generating B2B leads on Linkedin, sometimes you will find amazing prospects on Linkedin that aren't a target prospect of yours, but they have a ton of influence, trust and reach with their audience.
You can leverage these types of connections to gain more engagement on your posts, or refer other people in their network directly to you.
This works especially well if you offer a solutions that their clients need that they don't offer, and they also offer a solution that your clients need, but you don't currently offer.
A great way to kickoff a referral partnership is by offering to connect them with someone that could use their service, or help their business in some way that's highly beneficial to your target prospect. Most prospects will appreciate this, and will be more likely to return the favor.
Tell Stories That Relate To Prospect Pain Points
People are emotionally captivated by intriguing headlines, and entertained by relateable stories. In this day in age, people are more emotionally charged than ever before due to the social connections they create within the realm of digital.
Paint a picture in the mind of your prospects of saving them time, money, fear, frustration, or helping them gain more money, pleasure, and enjoyment, they will be far more likely to buy your solutions.
If all you share is articles with no context or insight into what you're sharing, that's the reason why you aren't getting many likes or comments.
Stand out and get engagement or Linkedin's algorithm will stop showing your content in the feed.
Here is an example of a Linkedin posts that get high engagement. Take notice of the headlines I use to grab people's attention and get them to click the "see more" link to expand the rest of the text. I also tag influencers I've built a relationship with, and respond to as many comments as possible to feed the algorithm. More engagement helps me get more reach.
I highly recommend taking time to not only have meaningful discussions on your own posts, but also post meaningful, value added comments on other posts that get a high level or engagement. Being a heavy engager with other posts is an opportunity for you to leave unlimited backlinks on post all of which are clickable links going to your profile.
Think of every comment as a miniature "post within a post". You can strategically post meaningful and insightful comments onto posts that are getting a ton of traffic, and gain loads of inbound profile views and connection request from using this method.
You will be amazed at the increase in profile views and connection requests you will get from heavily engaging with other people's post with meaningful insights.
Ask For Appointments With Connections
At some point in your journey with a target prospect, you will have a high enough level or trust and value build with them, that you can literally ask for a meeting with them to move the relationship towards a more goal oriented relationship where you start talking more specifically about their problem, and why you have the best solution.
I highly recommend using a scheduling app like Calendly to keep this simple. Going back and forth trying to decide on a time to meet is a frustrating waste of time. With Calendly, you can send over a link to your scheduler, and they can pick a data and time from your calendar, submit their info, and receive a confirmation email to add to their calendar so they get notified prior to the meeting starting.
Want my personal help with generating B2B leads on Linkedin?
Let's connect and start adding value to each other's lives.