Whether your target clients are property developers and investors or business owners in need of new facilities, chances are they’re on LinkedIn. With preparation and a little patience, you can build relationships with the professionals who use this social platform and turn them into paying clients.
Reach Out with Value
Before you do anything on LinkedIn, optimize your profile and tailor it to the interests of your ideal clients. Include a headshot, and photos and videos of your finished projects. Build up your connections, recommendations, and endorsements.
With your profile in order, start joining LinkedIn Groups where your target market spends time and aim to become a recognized contributor. Share resources with images and videos, ask thought-provoking questions, and offer actionable advice and insight.
Once you’ve earned the group’s trust, reel in potential clients with a lead magnet. Create free, high-value content, such as an in-depth blog post or video, that includes an offer for an “upgrade” with further information your prospects can receive in exchange for their email. Then share your free content with the group.
Build Your Own Group of Prospects
By founding your own group that’s tightly focused on your ideal clients, you can attract more targeted leads and have greater control over how you interact with them. If you want to work with retail property developers, you might call your group the Choice Retail Property Developers Network.
Search LinkedIn profiles and put together a list of around 500 potential leads. Contact each with a short message inviting them to join your group. Paid LinkedIn advertising, such as sponsored content and InMail, is another way to attract members. Keep your group active by contributing valuable content and interacting with your members.
When you have around 10 active members, start moving your relationships off LinkedIn. Create a free webinar aimed at helping members solve a specific, common problem. Go for around 80 percent educational content and 20 percent sales-oriented content. Then invite your whole group and network to your webinar.