Convince Prospects You Can Change Their Success Rates

Is generating leads with LinkedIn proving frustrating and difficult? Probably because you’re failing at tempting prospects to click more deeply and explore what you’re all about … in ways that help capture a lead.

Here’s how to provoke response—get people to dive deeper into your blog post, explore your LinkedIn profile, register for a webinar or whitepaper download, email or call you.

Success depends on your ability to prove to customers that you can change their success rates (before they purchase and in ways that earn you a lead).

The One Thing That Determines Success
Generating leads with LinkedIn depends on creating intense levels of curiosity in prospects. You’ve got to get them hungry for more information about solutions to their most urgent situations. But not the solutions you sell.

Your first meaningful interaction with prospects cannot be one they pay for. You’ve got to give customers a “taste of success” in advance of their purchase. This gets them confident in their own abilities and trusting you.

Here’s What to Say (to Get Response)
“What do I say to prospects when they don’t want to talk about what I sell yet?”

Whatever matters to them.

The best way to start generating leads with LinkedIn is to ask yourself, “What’s keeping my typical customer up at night?”

It sounds obvious, but are you doing it?

When interacting on LinkedIn, talk about answers to your prospects’ problems, methods to avoid risks or ways to achieve goals, but in ways that don’t immediately connect to what you sell.

Whether in a LinkedIn group or private email, present yourself in a way that leaves the prospect wanting more. This part will make or break your success.

Being provocative takes practice, but it’s the only way to earn a lead when using LinkedIn.

Jeff Molander is the authority on making social media sell. He co-founded the Google Affiliate Network in 1999, and has been selling for 18 years. Jeff is adjunct digital marketing faculty at Loyola University’s business school, a social sales trainer and author of the first social selling book, Off the Hook Marketing: How to Make Social Media Sell for You. Most social selling trainers teach the value of engaging customers and providing relevant content. Then they demonstrate the technology. But no one tells you exactly how to produce leads and sales—using a proven, systematic approach to content. Until now.




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  • Ben

    Thank you, Jeff, for a very insightful, to the point article. I am a marketing consultant and a strong advocate for social media marketing for up and coming online entrepreneurs who have very limited resources for marketing. In this position, I am often faced with the challenge of convincing my customers that social media marketing, if done well, provides them with the best ROI.
    Your article gives me a new insight into how to go about this.

    Whether we like it or not, as entrepreneurs and marketers, social media has become a major part of the marketing mix . How to make it produce results for us and for our customers is the challenge we face.

  • Jeff Molander

    Hi, Ben…
    I’m pleased to meet you. Be sure to hit me on LinkedIn or (even better) Google+ and we’ll stay more connected, yes?