LinkedIn Conversion: Kick Ass Strategies, Case Studies and Metrics
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This document discusses strategies for converting prospects to clients on LinkedIn. It provides statistics showing that 93% of B2B marketers rate LinkedIn as the most effective social channel, and 65% of companies acquire B2B customers through LinkedIn. Content marketing and ads on LinkedIn have average conversion rates of 15% and 17% respectively. The document also outlines metrics to track engagement and provides case studies of companies that improved conversions by being strategic with content and daily engagement on LinkedIn.
LinkedIn Conversion: Kick Ass Strategies, Case Studies and Metrics
- 1. Converting Prospects to Clients on LinkedIn Metrics, Case Studies and a Kick Ass Strategy for Powerful LinkedIn Conversion http://linkedintobusiness.com/MPB2B2014/ Viveka von Rosen @LinkedInExpert
- 2. What do the Stats Say? According to the Sophisticated Marketer’s Guide to LinkedIn… 93% of B2B marketers rate LinkedIn as the most effective social channel (above Facebook, twitter, Pinterest, G+ and blogging) in generating leads 65% of companies acquire a B2B customer through LinkedIn
- 3. How Is LinkedIn Converting? Content: MarketingCoPilot found average conversion rates using Content Marketing on LinkedIn to be around 15% Ads: Vertic showed 17% conversion rate using LinkedIn ads According to a recent HubSpot study, LinkedIn generated the highest visitor-to-lead conversion rate, with 2.74% of site visitors converting into leads, compared to Facebook and Twitter, with respective conversion rates of 0.69% and 0.77%. Engagement: My clients show (an average) 42% conversion using TOMA and direct engagement
- 4. Metrics to Track Total Connections New Invitations LinkedIn Profile Views Ranking Endorsements Personal Update Views Post Views Company Page Followers Company Page Update Views and Analytics
- 5. Case Study: Guy Kawasaki Too much content automatically fed & not the right content = little engagement Invited to INfluencers program – grew from 0 to 1.2+M followers Switched from “just like the others” to focused Content Strategy Practice: Be strategic in what you share and make sure you are speaking to the right audience!
- 6. Case Studies: Ulises Bacilio Oct 2013 – gets introduced to Hubspot and begins a focused inbound Oct 2014 – brought on stage at Inbound 2014 as one if its most successful non-American companies Practice: “Checks into” LinkedIn for about 15 minutes a day – uses it mostly for research and connecting Results: Closes 1-3 “Big partnerships or deals” per month (Hubspot lands him clients and visibility) SME positioning, creating valuable relationships with would be competitors Teaching Point: Do a little bit every day, and don’t be afraid to reach out
- 7. Case Study: BSL Construction Group Elena Petrunina, CEO – successful user of LinkedIn – hires us Feb 2014 Results: Grows employee connections by an average of 400% Result: Engagement results in average of 5 new leads a week Result: Selling in excess of 200K in equipment strictly through LinkedIn engagement Result: SME positioning in her industry Practice: Focused connecting, daily TOMA techniques
- 8. Conversion Engagement Strategies 1. Find Prospect (Advanced Search / Boolean Search / eGrabber / Google) 2. Research Prospect (Activity Feed / Twitter Feed / Updates / Website / eGrabber) 3. Find Prospect in a Group – Initiate Engagement (Comment/Like/Message/Invite) 4. Connect 5. Tag Connections 6. Engage through TOMA tactics (Updates, Publications and message campaigns) Ask for the meeting! http://linkedintobusiness.com/MPB2B2014/
- 9. Linked into Business: www.facebook.com/LinkedInExpertTraining www.twitter.com/linkedinexpert www.linkedin.com/in/linkedinexpert www.amazon.com/author/linkedinexpert 279-1710 LinkedIntoBusiness.com Your LinkedIn Business Resource www.facebook.com/LinkedInExpertTraining www.twitter.com/linkedinexpert www.linkedin.com/in/linkedinexpert www.amazon.com/author/linkedinexpert 970 279-1710 LinkedIntoBusiness.com