Advanced LinkedIn Tactics – Module 2 – Lesson 3 – LinkedIn Unlocked

Today is a happy day for me and a sad day for me because it’s the last day of LinkedIn Unlocked.

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When it comes to LinkedIn analytics, these are the only metrics that matter: impressions, video views, clicks, CTRs, likes, comments, shares, follows, engagement, total followers, organic followers, sponsored followers, the demographics, page and unique visitors. What I really look at is impressions, video views, CTRs, clicks, comments, and I also look at my total follower count as well.

So there’s a lot of different metrics out there. You can pick either the ones that I really look for, or you can just go through all of them. So what do you want to do with the impression? Well, with the impression, you can build connections, ask them to join your group/community, work together, even offer product demo.

You can work on a project, share experiences. From a sales perspective, webinars are a perfect tool to nurture your B2B leads and customers.

The countdown will get you roughly half your sales, so don’t forget about the countdown. With your webinar, you can adjust the timelines. You don’t have to use the exact three-day gaps that I picked.

You want to have your unique selling proposition, break down the process of the three most valuable things that they should learn. Include case studies, some testimonials, feature benefits, some call-to-actions, and Q&A, of course, at the end, because the Q&A allows you to figure out what objections people have.

With B2B webinars, it’s a great way to nurture leads. You don’t always have to sell. You could have a list of customers or old customers nurture on there. You’ll have the opportunity to connect with them, and inform, and educate.

You can also do time-based webinars to create a sense of urgency, assuming you’re not going to have it around forever.

Include a catchy headline so that people want to sign up and actually go to the webinar. Link to all your contacts that are interested. Go to them, go share the link with them so then that way you can end up getting more and more people on the webinar, and once they watch it, connect with them.

Make sure that you guys are connected so you can partner with them, potentially sell them, and follow up after as well, and make sure you keep your webinar going, right? There’s no reason why you have to stop it.

There’s no right or a wrong way. Sometimes you can do multiple avenues and angles, like I love running paid ads, doing webinars, strategic partners with other people. I’m not necessarily trying to find partners on LinkedIn to start a new company with, but the possibilities are endless.

So what does it take to leverage LinkedIn to its maximum potential?

First off, you want to optimize your profile page, and we discussed this in one of the very first lessons.

By forming the right habits, continually pursuing it, not giving up, doing things like asking people for recommendations and endorsements on LinkedIn, talking to new people every day, participating in the groups, making sure your profile is up to date, all this will help you increase your odds of succeeding, and of course, being prepared is super important too.

When you make those connections, if you’re not prepared, you’re not going to close those deals. That’s why preparing is super important, especially when your sales cycle is 90 to 120 days, which is what happens in a lot of B2B companies. If you’re not prepared, you’re going to lose that deal, and there goes those 90 to 120 days.

Sometimes people make up their mind that they don’t want to work with you, but yet they’ll still waste your time on multiple follow-up calls as well. I also want you to be a builder. Don’t think of your LinkedIn profile as something that you have to maintain.

Think of it as an asset that you want to grow, scale, and continue to leverage to get the most out of it.

Make long and short-term strategies. It’s not just about being short-sighted or even long-sighted. You can do strategies that both work well in the short run and long run that don’t hurt each other, right? You don’t have to make sacrifices by picking some short-run elements. You can do both at the same time.

I want you to think of the most valuable people. They’re where they are because of their network, so make sure you’re on LinkedIn and leveraging it, because that network is invaluable.

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