LinkedIn can do both - help select new leads as well as increase the share of repat buyers. Inc.com offers interesting advice on how to exploit the potential of this social media using well-prepared company profile and specialized LinkedIn functions.
1. Find out who the clients are. Look up profiles of your best customers - what do they have in common? Try to create an ideal client profile and use it as a filter. You can have several models. It is important that they are truly representative.
2. Add clients to your connections.
3. Use the SlideShare tool (to share PowerPoint presentations) and regularly update your product presentations. You can also provide success stories of satisfied clients.
4. Ask for referrals. Satisfied customers should answer questions such as what the biggest problem was that you helped to solve, or why would they recommend you.
5. Join professional groups (Groups). Start new discussions there.
6. Check how customers can find you. Use keywords that your customers would use and type them in the advanced search function. What are your results? How do you stand against the competition?
7. Based on your model client profile look up new contacts. Use the advanced search function of LinkedIn to find people in companies that interest you, or vice versa, look for companies based on people's profiles.
8. Share! Subscribe to information channels of you industry and regularly add your content. Your target audience will soon get used to percieving you as a trusted source of interesting information.
9. Promote your products. Take advantage of your company profile and include detailed description of your products and services. Ask your clients for references and to subscribe to receiving updates from your profile.
10. Export your contacts and create a mailing list.
11. Add new connections and accept invitations. The more contacts, the greater the reach of your information.
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