Up Your Game on LinkedIn to Score More Leads

BY Kathy Crosett
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Is everyone, especially your boss, telling you to pick up the pace of your prospecting? It’s not easy to network, especially at trade shows and conferences, where folks are more interested in where the best after-​hours parties are going to be. You can expand your effectiveness at trade shows and beyond by making social media tools for work you. In a new SmartBrief post, Hannah Morgan outlines how to master the latest tools released on LinkedIn.

Find Nearby

Are you wondering if a prospect you’ve been talking with is at the same trade show you’re attending? LinkedIn’s Find Nearby feature can help. Here's how it works.

Make sure your phone is set to Bluetooth capable status. In LinkedIn, use the My Network icon and check out the Find Nearby status. Attendees who are within 100 feet of you will be listed on your screen, if they have also enabled the Find Nearby feature.

Take a moment to review their profiles. Then send a message. This method of connecting with prospects can be far more efficient than randomly wandering through the crowd and introducing yourself to strangers who may have no interest in what you’re selling.

Use Video

Has it been a while since you’ve updated your LinkedIn profile or posted on that site? The company’s always adding new features. Show you are tech savvy and eager to connect by being active on LinkedIn. 

Specifically, you can use new technology to explain who you are and what your product and service is all about. The most effective way to accomplish this on LinkedIn is to post and share a video. Morgan writes, “In the LinkedIn mobile app, look for the Share box at the top of the feed or the Post button and tap on the Video icon.” You can either record a live video or upload one that you previously recorded. 

Either way, make sure the content is relevant to prospects and clients. For example, a video that explains how to use your service to solve a business problem could be just the kind of information that will prompt a prospect to reach out to you.

It’s easy to feel overwhelmed by all the learning sales reps have to do these days: the new product line, the CRM system, the mandatory HR head shaping, etc. All of that training’s important. But don’t slack when it comes to social media tools. Your competitors are mastering the use of these sites, so you need to do the same.