Avoid These 3 Most Common LinkedIn Mistakes
Profiles: Trigger Leads With Copywriting
Similarly, many social sellers and reps have LinkedIn profiles that are not creating response (generating leads). Most profiles are not structured to get customers curious. That's why using copywriting techniques give prospects a clear path to getting their itch scratched-and become a lead.
Start by making sure sellers' profiles contains "exit points" where customers can leave the profile and get a problem solved or a goal achieved. For example, place YouTube video content in the summary section of profiles.
You can trigger more emails, phone calls and sign-ups/downloads by writing effective call-to-action titles. Let's say you upload a video to your summary section, or perhaps you're linking to a lead generation page using the publications section. Write a title that creates curiosity in the prospect to earn a lead. Curiosity words include:
- simple technique
- one small thing
You can also use words that suggest problems to create drama:
- unwanted results
You will also be wise to use attention words too:
Again, keep your titles focused on speeding up customers' ability to succeed, solve a problem or avoid a risk.
Groups: Success Is Not About Being an Expert
Being seen as an expert in your field is the outcome of a successful approach to generating leads on LinkedIn—not a strategy! Yet "experts" claim you should share content and somehow you'll generate leads. Yet this approach rarely works because of what and how sellers are sharing advice with prospects.
Today's top LinkedIn sales prospectors are using a systematic approach to create attention, engagement and converting that engagement to leads. Making the leap from engagement to lead is all about one principle: Curiosity.
Once again, the essence of "what works" is based partly in what is referred to as "challenger selling" (challenging status quo thinking plus education) and copywriting (using the written word to elicit behavior).