I’ve seen many posts on LinkedIn lately with people sharing that business is tough, so I wanted to write this article. I’m committed to helping people leverage LinkedIn to grow their business.
Let’s clear something up from the start – when I talk about lead generation on LinkedIn, I’m talking about something very different from what the hustlers of LinkedIn promise. There are no long lists with thousands of names. I’m talking about genuine connections and nurturing relationships with those who will potentially buy your services.
If your leads have dried up on LinkedIn, before you point fingers at the algorithm or blame the market, it’s time to take a step back and assess whether you’re making one of the ten common mistakes that could sabotage your success. It’s time to take back control.
This article is inspired by the recent episode of the Social Media for B2B Growth Podcast hosted by Michelle J Raymond, which goes into much more detail.
Thanks to our podcast sponsor Metricool. Make sure to register for a FREE Metricool account today. Use Code MICHELLE30 to try any Premium Plan FREE for 30 days. https://i.mtr.cool/NEDXVZ
Branding Mistakes on LinkedIn That Kill Your Leads
One of the first areas to examine is branding. Without a strong brand presence, you risk blending in or, worse, going unnoticed.
Here are three branding missteps to avoid:
1. Lack of Clear Positioning and Messaging: Your branding should distinguish you from competitors while clearly articulating your value proposition. Without clarity, how can potential leads know what you stand for? Invest time defining your positioning before posting content, updating your profile, or editing your company page.
2. No Unique Perspective: Blending into the crowd is easy when your content and profile lack a unique viewpoint. Think of it like sounding like a help desk or, worse, an AI response. To stand out, embrace your distinctive insights, even if they challenge the norm. Take LinkedIn company pages as an example. Initially, everyone dismissed them, but sticking to a unique perspective can lead to industry recognition.
3. Missing from Your Own Content: Sharing other people’s work is great occasionally, but if your profile and content only spotlight others, you become invisible. Being consistent with your own insights and experiences makes you the expert potential clients look for.
Are you unsure where to start with LinkedIn branding? Buy your copy of THE LINKEDIN™️ BRANDING BOOK by #MichelleSquared on Amazon and get your FREE workbook, which will walk you through the process.
Optimising Your LinkedIn Presence
Once your branding is on point, it’s time to optimise your LinkedIn presence.
Here are three quick fixes:
4. Incomplete Profile and Company Page: Having an incomplete LinkedIn profile or company page is like setting up a shop with no signboard. A fully optimised profile can increase your visibility by up to 30% in searches.
Take the time to complete every section of your profile and page, ensuring it’s clear who you are and what you do.
5. No Strategic Outreach Plan: Don’t rely on scrolling through your feed, hoping to stumble upon leads. A better approach is using LinkedIn’s search filters to find and connect with your target audience.
Be proactive by sending strategic invitations and leveraging the company page’s 250 invites monthly.
6. Inconsistent Activity: More than showing up occasionally on LinkedIn is required. Competitors can easily swoop in and take your opportunities if you’re active only when you need leads.
Consistency builds recognition and trust, ensuring you’re top of mind when someone is ready to buy.
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LinkedIn Activity That Stops Lead Generation
You’ve set up your brand and optimised your profile, but are you investing your time wisely? Let’s look at the four most common mistakes in this area:
7. Focusing on Quantity Over Quality: More isn’t always better. When it comes to social selling, the key is to focus on quality interactions, not just amassing numbers. Whether it’s your connections or content, prioritising quality will generate more meaningful leads.
8. Lack of Personalisation: Generic messages don’t stand out. If you send the same message to hundreds of people, don’t be surprised if no one bites. Personalisation goes a long way in building connections and trust. Take time to understand the person you’re contacting and tailor your communication accordingly.
9. Being Self-Absorbed: LinkedIn is not just about promoting yourself. Engage with others, ask meaningful questions, and show genuine interest in what others are doing. Building relationships requires curiosity about your prospects, not just broadcasting your achievements.
10. Ignoring Direct Messages and Comments: LinkedIn is a conversation platform requiring engagement. Ignoring messages and comments damages your reputation and costs you potential leads. Make it a habit to respond promptly and authentically to keep the conversation going.
Take Action to Revive Your LinkedIn Lead Generation
Now that you know the ten mistakes that might be killing your leads, it’s time to act!
Review your branding, optimise your LinkedIn presence, and focus on activities that bring real value. By avoiding these common errors, you’ll position yourself for success and reignite your LinkedIn lead-generation efforts.
Quality trumps quantity, personalisation beats automation, and consistency is key to nurture relationships.
With just a few strategic tweaks, you can get back on track and convert LinkedIn connections into valuable leads.
Follow B2B GROWTH CO – Get Your Business Active on LinkedIn™️ for Growth for more LinkedIn tips and strategies.
Cheers
Michelle J Raymond is the Founder of B2B Growth Co and has made her mark as the world’s leading authority on LinkedIn Company Pages, offering comprehensive strategies and training to brands eager to harness LinkedIn for business growth through thought leadership, content marketing or social selling techniques.
With 20+ years’ experience in B2B sales, and almost a decade of social selling on LinkedIn, Michelle stands out for her significant LinkedIn contributions as the co-author of two globally acclaimed books: “Business Gold,” the first book exclusively dedicated to LinkedIn Company Pages, and “The LinkedIn Branding Book,” and her insightful podcast Social Media for B2B Growth. Follow her YouTube channel @MichelleJRaymond for helpful how to’s.
