I’m Elyse Archer, founding team member and personal brand strategist with Brand Builders Group. Today I want to share with you my super simple, easy tip to generate more inbound leads using LinkedIn. This is the number one way that I have grown my businesses over the years. It’s how I grew my previous business.
I started doing sales coaching in 2015 with no background in the field, zero experience, and I grew that business to about half a million dollars within three years. I’m using this technique primarily and I’m building a new business now doing personal brand strategy, but I’m using the same technique and it’s working. So I just wanted to share it with you guys because if you were in charge of generating clients and generating revenue for your business, then I want you to be doing this because it works so well and it’s so simple and easy.
There are really three steps to it. The first is to make a list of all the questions that your ideal client would have. When Brand Builders Group works with clients, this is something we help them do, We help them get clear on who their ideal client is and then generate a list of 52 different questions that person would have. There are 52 weeks in a year. The idea is that you’re going to answer one question every week.
Once you have that list, start answering one question a week. I recommend using video. It is so much more powerful than written posts. I know some of you are freaked out about doing videos. (I’m actually considering launching a program to help you become more confident in creating videos. So send me a message and let me know if that’s something that would be helpful to you.)
Some of you are super confident in video and you can just start doing this and rock it, but don’t make it too challenging. Don’t overthink it. Just start answering one of those questions every single week in a short video. Kind of like I’m doing for you here and post those videos online. The primary place where I get the most response for my videos is LinkedIn. I think we’re in an amazing period where if you put a video up on Linkedin, you can get a lot of organic reach – more than you can get on most other social platforms right now.
So when you post the video and then you’ll notice that you start getting inbound connection requests. I can’t guarantee it, but I always get a decent number from every video I do. Sometimes I don’t get as many, and that is ok. A couple of weeks ago I had 200 from one video. You just have to gauge to see what are people resonating with.
Once you get that inbound connection requests, I want you to follow back up with them. Try to batch this because it can feel like a lot if you’re trying to go back and forth between answering requests and creating content. I set aside some time on my calendar typically once a week to accept and respond to those inbound connection requests. Here’s the key…you can’t just accept the connection request. You have to send them a customized message asking them why they reached out to you.
What I’ve found is that so many people will reach out to me after seeing one of my videos but probably 98% of them don’t say why they’re reaching out. And then when I get in a dialogue with them, they’re reaching out because they’re looking for help with what I do. So it turns into a potential client for me. Sometimes I can help them, sometimes I can’t. That’s part of my job is to figure out, ‘Am I a good fit to help them or not?’
I have a standardized message that I send people after they send me a connection request. You may have received it if you are watching this. Or if you send me a connection request now, I will send it to you a little bit later. It is templated. And it’s not that we want to be impersonal, but when you get 200 inbound connection requests, you cannot take the time to send a customized message asking each person why they reached out to you. It’s basically something along the lines of:
‘Hey, Thanks so much for sending me a connection request. I’m curious, was there anything that prompted you reaching out? Let me know if there’s anything I can do to help you in achieving your business goals. I’m really glad to be connected with you here.’
I’d say probably around 80% of the people aren’t necessarily a good fit to work with me, but some of them are, and that’s cool! Some of them turn into clients, some of them just turn into great friends. Some of them don’t really turn into anything, but that’s okay too.
I really believe in just connecting with people and trying to help each and every person who reaches out. Maybe it’s working with me. Maybe it’s working with someone else. It could be that we’re just gonna follow each other online, but you never know what will happen. I have found that the vast majority of my inbound business comes from me using this technique. So I wanted to share it with you because it really is the number one thing I think you can be doing to generate more inbound leads for your business.
Comment below, if you have any questions or send me a message. I’m happy to help you think through how this would work for you. If this is something that resonated with you, let me know, share it in your network. I’m really passionate about this because it works so well. So I hope it helped you. I hope it serves you and I’d love to see more of you creating your own content online and using this technique. I appreciate you and I will see you soon for my next video. Bye guys.
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Elyse Archer is a founding team member and Personal Brand Strategist with Brand Builders Group whose insights have been featured major media including Forbes and Inc. She is a keynote speaker and host of the Instant Impact podcast. She shares best practices from top business leaders who have created extraordinary relationships and results in less time. With a degree in Journalism from UNC-Chapel Hill and over 10 years experience in the digital marketing industry, Elyse leverages her background to help people position themselves as thought leaders in their space. Visit ElyseArcher.com for more.