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Build leads via LinkedIn

Paystream News

Michelle Derungs

Friday 14th Mar, 2014

LinkedIn's popularity is increasing in the social media world. It not only gives you the ability to network with industry professionals and showcase your skills set, but more than that it gives you, as consultants, the ability to generate profitable leads.

Taking advantage of a few of these key features that LinkedIn offers, can help you boost your lead generate and build your network much more effectively.

  • Track your connections

Your contacts page is your control hub. It allows you to manage your current connections, keeping your network organised and efficient.

The top of your contacts page will highlight connections that have a significant work event coming up for example, a work anniversary or a change of job etc. You can use these events to your advantage by using them as a reason to make contact and start a conversation.

  • Organise your connections

The next useful tool that your LinkedIn contacts page offers is the ability to structure connections and non-connections.

  • When you scroll down your contacts page you will be able to select a profile and add a tag to a profile. Tagging contacts will allow you to save and organise individuals regardless of whether or not you're connected.


This feature allows you to organise contacts under specific topics, for example, you could host potential candidates under a specific group for a role you may be recruiting for. Within the group you can organise candidates according to name, recent conversation and how recently you were both connected. You can also filter your contacts via email address or specific app name for example, if you imported contacts from one specific app you would be able to easily locate these candidates.

  • Manage contacts info and notes

Alongside managing your contact lists, LinkedIn allows you to make private notes on each of your contacts in a timeline display so you can track the relationship you have with every individual in your network.

To do this simply click on a contacts profile. Underneath their name you will see two cards, one is their contact info and the other is relationship.

The relationship tab can be a key tool to managing your contacts. You can make private notes under each individuals profile every time you have had any communication with them or simply if you'd like to set yourself a reminder regarding an up and coming engagement. This can be especially useful for consultants looking to place candidates for vacancies.

  • Manage your inbox

LinkedIn allows you to quickly and effective create and manage emails.

If a contact requests to connect with you, you have the option of replying via email before actually accepting the request. You can also easily send messages to multiple recipients via tag lists. LinkedIn gives you the option to uncheck 'allow recipients to see each other's name and email address' if you wanted the email to appear as though it was specifically sent out to that contact alone.

  • Create a company page

If you haven't already set one up, a company page allows you to continue building brand awareness through another social media channel. LinkedIn also provides you with another opportunity to create engagement and build relationships with potential prospects. You can create custom banner images and profile pictures much like with Facebook. This means you have another platform for your customers to engage with.

In 2013 LinkedIn began allowing companies to post content via their own news feed. This allows brands to distribute content to a much wider audience

A key feature to having a company page, is it allows individuals to share company content via their own personal LinkedIn profiles. This will build up a greater professional rapport for that individual as well as increasing the brands image in general.

  • 'Who's viewed your profile'

Who's viewed your profile is one of the most essential tools you can use to generate leads via LinkedIn.

Under the profile tab at the top of your LinkedIn page you can select 'who's viewed your profile'. If you have a free account, LinkedIn will reference most but not all of the connections and non-connections that have viewed your profile, and how recently they did this.

Knowing that someone has viewed your profile and expressed an interest will give you the starting off point to communicate with this contact and thus the potential to build a relationship with them.

Alongside this, LinkedIn provides you with information regarding how many profile views you are getting, giving you an insight into how effectively you are networking.

These few simple features will allow you to effectively manage your contacts and build up an organised network. These hints and tips can be used to your advantage when it comes to placing potential candidates and communicating with industry peers.

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