A Weird, But Effective Shortcut to Generate Sales Leads on LinkedIn
The idea is to give prospects temporary satisfaction. When you post updates, engage in LinkedIn groups or dress up your profile, answer customers' questions in ways that satisfy. However, make sure your answers cause more questions to pop into their heads. That's when you'll hit 'em with a call to action that begins the lead generation journey.
Here's where to start—either on your profile or in a LinkedIn group where prospects can be found: Answer a question your target market needs answered in a way that focuses on a nagging pain or fear. The idea is to directly or indirectly signal, "this discussion will help you overcome _____" (insert fear or pain).
If responding to an existing question make your comment suggest, "I'm here with a new point-of-view" or "I'm here with a fresh, new remedy to that pain."
When you communicate follow these guidelines:
- Get right to-the-point. When you start or contribute to a LinkedIn group discussion be like a laser. Don't make readers wait for the solution. Hit 'em with it. However start by...
- Revealing slowly. When it comes to all the juicy details of your remedy take it slow. Slow enough to encourage more questions—to create curiosity in the total solution. When you do this, make sure you are...
- Provoking response by leveraging customers' curiosity.
Yes, be action-oriented and specific. But avoid being so complete that readers become totally satisfied with your words.
Make Your Answers Generate More Questions
Think of this like a successful dating encounter. Masters of the courtship process have always known the secret to creating intense curiosity: Being a little mysterious. Suggesting "I've got something you might want." Holding a little information back. Strategically timing the sharing of information.
We're trying to get the other person to be curious about us. So the best way to spark curiosity is to answer questions in direct ways that satisfy—but only for the moment. Answers should generate more questions ... spark more curiosity in what we are all about.