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Building badass leads on LinkedIn

(SOCIAL MEDIA NEWS) LinkedIn reported recently that 80 percent of business to business (B2B) leads were through their platform. Here’s how to take advantage.

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You should already have one

Any savvy business owner or entrepreneur knows that having a LinkedIn profile is critical, but how do you utilize your presence in such a manner as to make the connections that will benefit you most?

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Being more strategic about your biz

The new LinkedIn App which was released this year makes it easier to connect to a professional network by streamlining the mobile experience. You still need a strategy to maximize your time and efforts in establishing leads and building relationships for your business through LinkedIn, which now has over 400 million members. LinkedIn reported last year in that 80 percent of business to business (B2B) leads were through their platform, according to an analysis by social media marketing platform Oktopost.

The full guide (strap in, guys!)

The great news is that there are plenty of successful entrepreneurs who share their tips so you don’t have to struggle through trial and error. That’s where influencers such as Crazy Egg and Hello Bar co-founder Neil Patel comes in. He leads readers through a thorough step-by-step guide on Quick Sprout to generate leads from LinkedIn on his blog.

If you are interested in generating B2B needs then will want to read his full article, but here’s a summary of his six step strategy with some of my observations:

Step #1. Optimize your profile for connecting
Patel emphasizes the importance of your first impression, which is can be made through 3 different ways – name and picture, tagline and title, and a message.

Having a professional photo is absolutely critical to show that you are a legitimate and credible person. Selecting a title that targets the specific position you would like to connect to is important if you want someone to check out your full profile.

Step #2. Create your own group
This step was an Eureka moment for me.

Patel states that “You’re going to invite potential leads to join the group you created. You’re going to leverage the group to get more connections and get more leads.” The key is to create a group that will “benefit your potential customers” and if you sell to local businesses, Patel further states that “it’s a good idea to add a location to the name of the group as well.”

A caveat that I would make is to confirm that a similar group does not exist. Also be cautious if using a name that is too narrow of a scope, or is related to a proprietary name both in the private and non-profit sectors.

Step #3. Create your hit list of potential customers
Patel suggests setting a goal of compiling a list of 500 – 1000 potential leads. While that number may seem a bit daunting when a LinkedIn milestone is to have at least 500 connections, Patel reminds us that LinkedIn has over 400 million users.

He suggests using LinkedIn’s built-in search function and to select for title, location, and industry.

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The title is significant in B2B sales as you’re “typically targeting the same level of employee/employer in each company” according to Patel.

While location can be important for some service providers, for web and application development sector this feature may not be as relevant if remote services are acceptable. Based on Patel’s example, a search I ran for “Chief Technology Officer” in six related information technology industries resulted in over 47,000 results. I then fine-tuned to the specific keyword of “Postgres” to determine who had knowledge of this database programming language, which narrowed down to over 200 results. For the purpose of creating a group, these keywords are too refined but this search does provide a starting list that can be put into a spreadsheet.

Step #4. Make initial contact with each member
This step takes the longest – contacting every person on the “hit list” by using the basic connection invitation – and involves refining earlier steps including #1 of creating your profile headline and photo. Incorporating your group that you created will “establish your credibility” in their industry according to Patel, as well as crafting a first impression to will improve your acceptance rate are critical steps. I agree with Patel that making a personal connection by relating and referencing to something from that individual’s profile.

One of the most enlightening points of Patel’s post is on how to send the request effectively. I’ve often struggled with which selection to make, especially if it requires the person’s email address which may have changed from previous contact. Patel recommends selecting the “Friend” option, because “Don’t worry about looking weird to users because you picked the friend option—they will never see it. That information seems to be for LinkedIn only.

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Don’t send too many invites out at once as you could trigger spam alert – monitor your acceptance rate and refine your method.

Patel recommends aiming for a 50% acceptance rate.

Step #5. Continue to engage
To summarize Patel’s recommendations in Part #1 of this step for member engagement:

  • Invite your new connections to your group
  • Be active in your group
  • Post content from tools and industry news – search Google or set alerts
  • Comment, like and share others posts
  • Track who does and doesn’t join your group, and re-invite later once your group is full active

As for making personal connections, Patel emphasizes to “forget about turning them into leads” and instead focus on building a relationship by sending messages through LinkedIn. To avoid coming across too strong, send several messages over a period of 2 – 3 months to a connection before soliciting a sales call. These messages can include a follow-up/thank you for connecting, useful resources, and references to interesting group discussions.

Step #6. Get off LinkedIn
It’s easy to be caught within the spider web of LinkedIn, between the multitude of groups, updates from connections, new posts, and more. Budget your time accordingly, but engage and foster your new and current connections in person when possible. Webinars and phone calls are great options, but if you can schedule some one-to-one time, even better! Take advantage of local networking events and conferences to engage your LinkedIn connections in real life to find real success with your B2B sales.

#LinkedInLeads

Debbie Cerda is a seasoned writer and consultant, running Debra Cerda Consulting as well as handling business development at data-driven app development company, Blue Treble Solutions. She’s a proud and active member of Austin Film Critics Association and the American Homebrewers Association, and Outreach Director for science fiction film festival, Other Worlds Austin. She has been very involved in the tech scene in Austin for over 15 years, so whether you meet her at Sundance Film Festival, SXSWi, Austin Women in Technology, or BASHH, she’ll have a connection or idea to help you achieve business success. At the very least, she can recommend a film to watch and a great local craft beer to drink.

Social Media

Facebook wants your nudes now to protect you from revenge porn later

(SOCIAL MEDIA) Facebook, attempting to get in front of revenge porn, is requesting that users send in all of their nudes.

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In a heroic and totally innovative attempt to combat revenge porn, Facebook has come up with the following solution: “PM US UR NUDEZ.”

No seriously. They want your nudes.

But don’t worry, they’re only going to be viewed by a small group of people for manual confirmation of said nudes, and then stored temporarily… for reasons.

That part gets a little fuzzy. Some sources report that Facebook isn’t actually storing the images, just the links. This is meant to convert the image to a digital footprint, known as a hash, which is supposed to prevent the content from being upload to Facebook again.

Others say Facebook only stores the images for a short period of time and then deletes them.

What we do know, is this is a new program being tested in Australia where Facebook has partnered with a small government agency known as e-Safety and is requesting intimate or nude photos that could potentially be used for revenge porn in an effort to pre-emptively prevent such an incident.

Revenge porn is basically when someone uploads your personal and private photos online without your consent. Rather than address the issue of whether or not it’s such a good idea to take photos on a mobile, hackable device, it’s better to just send a large corporation all your nudes… through their Messenger app. /sarcasm

For your protection.

According to the commissioner of the e-Safety office, Julie Inman Grant, however, they’re using artificial intelligence and photo-matching technologies… and storing the links!

If this isn’t convincing enough, British law firm Mishcon de Reya LLP wrote in a statement to Newsweek, “We would expect that Facebook has absolutely watertight systems to guard the privacy of victims. It is quite counter-intuitive to send such intimate images to an unknown recipient.”

Oh, she wasn’t joking.

I’m not sure how many people still hold onto old intimate photos of themselves, but I am doubtful that it’s enough for this to really be effective as it only prevents intimate photos from being shared on Facebook. At least that’s the plan.

Reactions to this announcement have largely been met with amusement and criticism ranging from commentary on Mark Zuckerberg and Co. being total pervs, and theories of shared Facebook memories: “”Happy Memories: It’s been 1 Year since you uploaded 47 pictures of you in your birthday suit”!

Either way, I can only imagine someone’s inbox is flooded with crotch shots right now, and Zuckerberg has a potential new industry in the works.

Just sayin’.

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Social Media

Twitter might make a profit for the first time… ever

(SOCIAL MEDIA) Twitter seems to be very popular but it may surprise you to know that this is the very first time they might make a profit.

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Twitter reports that after a year of slashing expenses and putting itself in a position to sell data to other companies, it’s expected to be profitable. What’s surprising (considering how #huge Twitter is) is that this the first time that it will be profitable based on “generally accepted accounting principles” – #GAAP!.

In the 11 years since Twitter took to the field, it has never once met this standard, operating at a loss of nearly 2.5 billion dollars since its inception.

Twitter has struggled of a number of reasons, but particularly after going public in 2013 it suffered declining user growth, the rise of the #twittertrolls (coincidentally, Troll’s are discussed in my favorite TIME piece about the internet – located here), and competition from Facebook for the tough realm of advertising.

Since 2013, shares fell steadily, but things have increased thanks to some optimistic changes – the promise to crack down on harassment and abuse, a feed arranged by algorithm instead of time, and Twitter’s most vocal fan of late, President Donald Trump.

For the numbers fans, Reuters provides some input: Twitter’s loss narrowed to about 21 million down from 103 million this year. They have worked to cut a great deal of expenses -16 percent across the board broadly impacting sales, marketing, and R&D.

This kind of focused core improvement (can) help tip the balance sheet on the expenses side – but generating revenues remains a challenge due to slow growth. Twitter hopes to relieve this by working out some deals to sell data – the currency of the 21st century.

Several months ago, TechCrunch made perhaps the most important observation – that despite the fact Twitter has changed the world, changed our marketing, and empowered us to connect with other people, it has remained unprofitable. Many small and large businesses profit from Twitter, but in these 11 years the company hasn’t #sharedinthewealth.

Twitter is touching every realm of business and for American’s, is touching every aspect of their lives given its new form as the preferred medium of the political sphere. Given that, they have much to do to change.

Facebook commands an audience five times the size of Twitter – and their ability to reach success for the future seems #questionable. And how Twitter’s success changes the scape of influence, outreach, and entrepreneurship is something else to be seen.

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Is Facebook a potential Slack killer?

(SOCIAL MEDIA) Facebook’s steady ascent from social networking into the business world is giving Slack a run for their money.

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When it comes to the business realm, Facebook has steadily been increasing their reputation. Though Facebook is pinned as the social network, they are now proving to everyone that they can dominate in the professional sector as well.

Last year, Facebook launched an ad-free version of the site meant for the office called Workplace. Initially, 1,000 companies were signed on to try out this “Facebook for the office” in its starter phase.

As of last week, Facebook announced that 30,000 organizations currently use Workplace. These aren’t just small time companies. Some of Workplace’s users include Starbucks, Lyft, Spotify, Heineken, Delta and most recently Walmart.

It seems that overnight it grew from another side project to a valid rival for other professional communication tools like Slack.

Slack is the go-to site for business professionals. With over 6 million users and acquiring more every day, Slack is the place for teams to collaborate in real-time. It has virtually replaced email and external software when it comes to internal communication.

Slack has been successful at acquiring small corporations to use their service.

The problem is that Slack has yet to join forces with larger clients that have now turned to other applications. Just last year, Uber left Slack because they could not handle their large-scale communication needs.

In addition to being able to handle the needs of large companies, Facebook also offers cheaper services than Slack. A premium account with Workplace costs $3 per user each month while Slack charges double at $6.67 per user each month.

With the rapid growth and major reputation of Facebook behind it, many predict that Workplace will replace Slack, and other sites like it, in the not so distant future.

Recently, Facebook also launched the Workplace desktop app and plan to include group video chat. The biggest obstacle Workplace faces is the association with Facebook. It is ironic, since it is also their greatest strength.

The truth remains that many people think of Facebook solely as a social media network. Many companies forbid the use of it at work so the transition from the personal to the professional realm is still an uphill battle.

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