Converting LinkedIn Contacts Into Clients

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You read over and over again how amazing LinkedIn is for business. There is no doubt that it is the case. However, you might be wondering what to do with all of those LinkedIn contacts that you have accumulated.

The many wonderful aspects of LinkedIn

There is so much more to LinkedIn than simply using your connections to obtain an introduction to another person whom you have wanted to connect with for a long time but weren’t sure how to make that happen. It is also much more than merely joining groups so that you can share content. Those two functions are undoubtedly important; however, LinkedIn can give you so much more than that if you only let it. It is a good idea to study LinkedIn for all that it offers and then to leverage it for everything that you can get out of it for your particular business. One of the extremely effective ways to use LinkedIn is to take the connections that you have established and to turn (at least a healthy percentage of) them into actual clients. So, how do you start to do that? You have the material to accomplish that and now you need to figure out the most effective and appropriate approach to make that happen. There are several steps that you should understand before you begin.

  • A rarity: If something is difficult to get your hands on and you do manage to successfully acquire it, you have done something really amazing for your business. It is a true accomplishment. When it comes to your LinkedIn connections and your expressing the fact that you want to take your relationship with those people to the next level, you need to make it clear that you don’t do that for everyone. You need to give the person the sense that you thought long and hard before you chose him or her.

  • Making it reciprocal: First and foremost, you must express your sincerity and genuineness to the other person. Above all else, you must make them understand that you are giving with all of your heart, without any feeling of wanting something in return. Of course, on some level at some point, everyone wants something in return. However, your first priority must be the other person and your ability to solve his or her problems. You are sharing with that person because you sincerely wish to help solve whichever issues he or she is experiencing.

  • Make sure that you are consistent in your efforts: If you have any chance of getting your LinkedIn connections to become clients, you will have to build your relationship with that person from the ground up, just like all relationships must be built. That means that you really have to be there for that person and you have to be committed to interacting with that person regularly. If you are not consistent and available, it won’t work out between you. You will be finished before you even begin. Two easy ways to do that (initially) are by updating your LinkedIn status regularly (so that the person can see what you are doing) and engaging in discussions within LinkedIn groups related to your industry when you are able to add valuable opinions and share helpful advice.

  • Command authority: All of the qualities that have been discussed up to now are very important. However, having authority is also important and, in some ways, it is the glue that holds everything else together. Without authority, you won’t be respected and people will not be interested in interacting with you and eventually buying from you. You must establish yourself as a subject matter expert and you must come across as credible and trustworthy to the people with whom you wish to interact.

Conclusion

Taking your LinkedIn connections and turning them into clients is what you should have wanted all along. It is the next (or, at least, ultimate) step in your interactivity through LinkedIn. LinkedIn is a wonderful, effective, results-driven social media tool that you should leverage as much as you possibly can for your business. Once you have established a more solid relationship with your LinkedIn connections, you should really start to establish connections with them by taking your relationship to the next level and interacting in a more meaningful way. Make sure that you engage with your LinkedIn connections and new clients in ways that fortify your relationship.

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Author

  • Michael Cohn

    Michael Cohn is the founder and Chief Technology Officer (CTO) of CompuKol Communications. He has decades of experience in IT and web technologies. Michael founded CompuKol Communications to help small businesses and entrepreneurs increase their visibility and reputation. CompuKol consults, creates, and implements communication strategies for small businesses to monopolize their markets with a unique business voice, vision, and visibility. Mr. Cohn earned a Master’s degree in project management from George Washington University in Washington, DC; and a Master’s degree in computer science and a Bachelor of Science degree in electrical engineering from Fairleigh Dickinson University in Teaneck, NJ.

8 Responses

  1. Jean L. Serio says:

    Via LinkedIn Groups
    Group: Entrepreneurs in Social Media
    Discussion: How Do You Use LinkedIn in Your Lead Generation Strategy?

    Thanks for the article, all great tips everyone using LinkedIn should bear in mind. Here’s 5 more:

    1. Start out on the right foot by sending personalized emails to potential connections.
    2. Send connections info you discover which helps their biz.
    3. Be a resource your connections can depend upon.
    4. Post valuable, daily updates and tips to your Home page for them.
    5. Be grateful – Thank your connections for comments, discussions, updates. Speak about
    value you receive.
    By Jean L. Serio, CPC

  2. Warren Whitlock says:

    I think this kind of instruction should be required reading before anyone is allowed to post. Most of the thousands of connections that invited me to network have never engaged in a conversation.

  3. Sourabh Rana says:

    Via LinkedIn Groups
    Group: The Content Wrangler Community
    Discussion: How Do You Use LinkedIn in Your Lead Generation Strategy?

    linkedin is also emerged a very strong social network for all business professional in last two years. Blogging platform is one of the most revolutionary feature I have seen from Linkedin.
    By Sourabh Rana

  4. Dianne G. Sagan says:

    Via LinkedIn Groups
    Group: Non-Fiction Writers
    Discussion: How Do You Use LinkedIn in Your Lead Generation Strategy?

    I think that consistency is my biggest challenge. I am making an effort to narrow my efforts to fewer targeted groups and not so many that may be in my scope. I can’t be everywhere.
    By Dianne G. Sagan

  5. Kristen McLain says:

    Via LinkedIn Groups
    Group: Business Writers of America
    Discussion: How Do You Use LinkedIn in Your Lead Generation Strategy?

    Of all my social media activity, LinkedIn is the one I spend the most time on. With the professional focus, there are opportunities to learn, make connections that may eventually lead to clients, and to help others. The process takes time and dedication, but while I’m waiting for those clients to develop, I am learning SO much and am enjoying the process of getting to know people I otherwise never would have met.
    By Kristen McLain, CPW

  6. Sandy James says:

    Via LinkedIn Groups
    Group: Business Writers of America
    Discussion: How Do You Use LinkedIn in Your Lead Generation Strategy?

    I agree with Kristen. LinkedIn is a wonderful business opportunity for all of us. I’ve learned so much from the discussions and have met some talented colleagues. I spend a lot of time on LinkedIn, mainly learning and joining in the discussions.
    By Sandy James

  7. Lori Widmer says:

    Via LinkedIn Groups
    Group: Business Writers of America
    Discussion: How Do You Use LinkedIn in Your Lead Generation Strategy?

    The article is good in that it points out our value to our connections here and on other social media platforms. LI is a great tool for meeting and creating relationships, as you ladies have already pointed out.

    Let me toss out a discussion point and see what we think:

    There is a bit of bad advice I’ve seen floating around for some time in which peole are being encouraged to, well, “stalk” people who happen to view their profile. Is it ever okay to say “I saw you were viewing my profile; is there anything I can help with?” and if so, when? It seems somewhat creepy to me, and I think it’s against LI policy. Is it okay to ask for a connection from someone who’s viewed your profile? I would opt for the latter over the former any day of the week, but I might be the minority.

    Thoughts?
    By Lori Widmer

  8. Kristen McLain says:

    Via LinkedIn Groups
    Group: Business Writers of America
    Discussion: How Do You Use LinkedIn in Your Lead Generation Strategy?

    Lori, I share your thoughts.
    I’m hesitant to stalk anyone, anywhere. I’m thrilled when someone views my profile and will reciprocate and view theirs. Instead of stalk, I look for similarities in groups, connections, interests, etc. Most often, people view my profile after viewing comments in a group or sometimes when a group member shared a discussion on their home page–these are 1st or 2nd degree connections. If they’re a 3rd degree connection, I watch for future interaction. If it occurs, I may send a note to say hello. This hasn’t occurred yet, nor has it happened when I randomly view a 3rd degree contact. So, right now, I only go as far as viewing their profile.
    By Kristen McLain, CPW