8 Secrets to Get Found by Ideal Clients on LinkedIn

Imagine what it would mean to your business and income if more of your ideal clients can find you first instead of your competitors…how much easier would you be able to build a huge list of qualified prospects, increase sales conversions, and grow your income while working with the clients that you’d love to have?

According to Hubspot, LinkedIn for business generated the highest visitor to lead conversion rate at 2.74%, four times higher than Twitter and seven times better than Facebook.

1.1 - LinkedIn for Business Lead Generation

The key is to get these ideal clients and decision makers on LinkedIn to find you first to do business with you…instead of your competitors.

How do you do that?

Well you need to be able to show up higher in search results when they’re doing their research online.

This will help you whether you’re just starting out or more advanced on LinkedIn.

Secret #1: Listen to Your Prospects & Ideal Clients for the Correct Keywords to include in Your LinkedIn Profile & Content

Often times, people will create their LinkedIn profile based on the words they would use to describe what they do, their experience, and why an ideal client should buy from them – this is one of the biggest mistakes that I see people make.

You’re trying to establish and build a relationship with your ideal client. As such, the key part is being able to RELATE to them.

People like people who are like them.

Your ideal client will be more likely to find you and want to reach out to you, if you can show them that you’re like them and that you can relate to them.

The way to do that is to get inside their heads. (I’m not talking about open-brain surgery or in-depth psycho-analysis).

Instead, it’s to get inside their heads by pretending to be them – and figure out what words they would use to describe the world as they experience it.

Think about if you’re travelling and you don’t know the foreign language that people are speaking.

Imagine if you suddenly hear a person speaking the same language that you know – how likely would you want to go find that person?

Pretty high.

Since now you have something in common with them, a common language and words to describe what you’re experiencing.

It’s the same when you’re trying to get found by ideal clients on LinkedIn for business.

They’re in this foreign place where they need help (in the area that you can help them in) and they are trying to look for somebody that they can relate to because that somebody is speaking the same language as them.

So they’ll be searching for someone online and on LinkedIn for somebody who’s speaking the same language and using the same words to describe what it is they’re looking for.

They’ll start liking that person because they have something in common – and that they can relate.

They feel like you get them, that you understand them and their needs – so they’ll be more likely to do business with you.

You wouldn’t want to lose this opportunity to get found to an ideal client to a competitor simply because that competitor knows the words that your ideal clients use better than you!

I definitely made this mistake earlier in my business – don’t worry, we’re in this together.

I didn’t do this for the longest time and just assumed that the words I was using to describe what my business is and how I help will engage my ideal clients.

But then, I realized that it wasn’t helping at all…so I started to listen closely to the words that my clients would use to describe what it is they want – in relations to a solution they want for social media and LinkedIn.

In fact, I contacted more than a thousand of LinkedIn members to ask them what they are trying to do through LinkedIn for business. I literally sent out emails to LinkedIn members asking them what they want.

Then, I noted down their responses and figured out what words they would commonly use to describe what they want.

Result: When I started including these keywords into my LinkedIn headline, profile, messaging, marketing and sales conversations – my ability to attract ideal clients and get a meeting with them through just one initial email through LinkedIn to them increased significantly – and I helped my clients do the same (getting up to 22% of ideal clients and decision makers on LinkedIn that we’ve never contacted before, to respond and join their prospect list within just 1 week! And all I did was ask them for what specific words their prospects and ideal clients would use to describe their business, how they want to be helped, and in which areas they want to be helped in. ACTION STEPS: Start listening very closely to your prospects and ideal clients for how they describe:

    1. Who you are,
    2. What you do,
    3. How they think you can help them.

Then, document all of these words to include in your LinkedIn profile, content, and messaging.  1.1 - LinkedIn Marketing Keyword Optimization

Secret #2: Listen to Your Prospects & Ideal Clients for 1 to 3 Title-Based Keywords they Use to Describe Who You Are to Include as the Primary Keywords in Your LinkedIn Profile and Content

LinkedIn is a network of specific people who are solution providers. When your prospects and ideal clients are researching on LinkedIn, they’re looking for specific people to solve their problems.

Regardless of how big a solution provider company is…your ideal client is looking to build a business relationship with a specific person within a company – not just the company itself. If it was just the company, then, they’ll likely only look for the cheapest business since the products/services are the same. Instead, it’s the relationship that a client has with someone inside the company that makes them want to start the business relationship and continue it.

For example, my clients and contacts started to introduce me as the LinkedIn consultant, LinkedIn marketing expert and LinkedIn marketer to their network. So I started to include that in my LinkedIn profile, sales conversations, and messaging.

ACTION STEPS: Start listening in conversations for how prospects describe you – Hint – usually it goes “I’m looking for a title/position keyword”

Or it could be how your ideal clients and referral partners introduce you to their network, e.g. “Hi, I want to introduce you to Angela, she’s a LinkedIn marketing expert”.

Then, include these in your headline, summary, posts, and messaging as much as possible. This will help you show up higher in search results so that your ideal clients find you first instead of finding competitors. 1.2 - LinkedIn Profile Keyword Optimization

Secret #3: Listen to Your Prospects & Ideal Clients for 3 to 7 Solution/Product/Service Based Keywords they Use to Describe What You Do to Include as the Secondary Keywords in Your LinkedIn Profile and Content

Another way that ideal clients research online and in LinkedIn is that they may not know who can provide the product/service. But they know what solution/product/service they want – and they know that the product/service will help them get to where they want to be (either solving their problems or achieving their dreams/goals)

So they’ll search for these solution providers by typing in the specific words to describe these solutions/products/services. For example, my clients and contacts would refer to what I do as lead generation, LinkedIn marketing, LinkedIn for business, LinkedIn training, B2B lead generation, etc.

ACTION STEPS: Start listening in conversations for how prospects describe what you do – Hint – “I’m looking for someone to do (or provide) solution/ product/ service keyword”

Or it could be how your ideal clients and referral partners introduce you to their network, e.g. “Hi, I want to introduce you to Angela, she provides LinkedIn marketing and lead generation for business”.

Then, include these in your headline, summary, posts, and messaging as much as possible. This will also help you show up higher in search results so that your ideal clients find you first instead of finding competitors. 1.3 - LinkedIn Profile Keyword Optimization

Secret #4: Using Your Title & Solution Keywords in Multiple Headlines in Your Experience, Projects, and Other Profile Areas

To get found more and increase your visibility while also increasing your credibility, you can have multiple LinkedIn experiences and projects – each with your keywords appearing in your headline.

By the way, optimizing for getting found on LinkedIn will also optimize you to get found on Google and other search engines since your LinkedIn profile and discussions are indexed in the search results. So two birds with one stone for optimizing your visibility to get found by ideal clients.

The beauty of this is that LinkedIn and also Google (plus other search engines) will think you’re the go-to business and the expert in a certain area if more of your keywords appear in multiple places on the same page. Your LinkedIn profile is considered one page by LinkedIn and Google. So is your LinkedIn post.

ACTION STEPS: Create up to 5 past/current experiences to show off your top 5 clients and include your top keywords (as described above) in your headlines. Do the same with any projects or other sections.

1.4 - LinkedIn Profile Optimization Experience

Secret #5: Be Top of Mind by Letting “Everyone” See Your Activity Feed

To get in front of ideal clients and get found – you have to maximize your ability to be visible in as many places as possible. Most LinkedIn members forget to optimize their LinkedIn settings to get found and seen by the ideal clients, decision makers, and referral partners.

You want to be Top of Mind for your ideal clients. So, you’d want to showcase what you’ve been up to with your business, your products/services, and how you’ve been helping out ideal clients.

The way to do this is to let people see your activity feed. Your activity feed would list out all the activities that you’ve had on LinkedIn – whether it’s

  • starting a discussion or participating in a discussion that an ideal client may be interested in
  • publishing a post content that adds value to and helps your ideal client or decision maker
  • sharing resources or status updates with tips on how your ideal client can solve their problem/achieve their dream as it relates to your field

ACTION STEPS: Go to your LinkedIn photo at the top right, click on it for a drop-down on “Privacy & Settings”. Click it. “Select who can see you activity feed” – Select “Everyone” to maximize your ability to be seen by ideal clients, decision makers, and referral partners. 1.5 - LinkedIn Marketing for Business

Secret #6: Let Your Ideal Client or Decision Maker Know You’ve Viewed Their Profile

A great feature for LinkedIn that many members, including ideal clients and decision makers, use is “Who’s Viewed My Profile”.

You want to ensure that when they look at who’s viewed their profile, you are appearing in that list so that perhaps they’ll see your headline and it’ll capture their attention as it may be someone to help them with a specific problem they want to solve or a dream/goal they want to achieve.

ACTION STEPS: Go to your LinkedIn photo at the top right, click on it for a drop-down on “Privacy & Settings”. Click it.

“What others see when you’ve viewed their profile” – Select Your name and headline (Recommended) to help you increase the chances of them responding to you since ideal clients and decision makers can now link back to your profile to start engaging with you. 1.6 - LinkedIn Marketing for Business

Secret #7: Be a Leader & Influencer by Letting “Everyone” Follow Your Updates

If you want to be a leader and influencer, you need to start building a following or prospects, ideal clients, and decision makers. With this feature, the really fun part is that it lets people outside your network to follow your public updates. This means that ideal clients who you don’t share any connections or Groups with, can still find you!

They’ll still be able to see and start following your public updates that you’re sharing!

ACTION STEPS: Go to your LinkedIn photo at the top right, click on it for a drop-down on “Privacy & Settings”. Click it. “Choose who can follow your updates” – select Everyone to maximize your ability to be seen by ideal clients, decision makers, and referral partners. 1.7 - LinkedIn Marketing for Business

Secret #8: Join up to 50 LinkedIn Groups Containing Lots of Ideal Clients to Help You Rank Higher in Search Results and Create Rapport with Them

Most people join some LinkedIn groups – but often it’s the wrong group. They usually join groups that are in their industry. For example, if I’m a social media marketer, I’d join a LinkedIn group that’s social media marketers. The problem with this approach is that you’re losing out on all the thousands or tens of thousands of potential prospects that LinkedIn’s offering to you FOR FREE!

Most of your ideal clients will pre-qualify themselves when they join a group – for example, if you are trying to reach out to entrepreneurs, when you join an Entrepreneurs LinkedIn group, you know that these members are Entrepreneurs. 1.8 - LinkedIn Groups Marketing for Business

Congratulations, you just saved yourself a lot of time for having to target your ideal clients since they just told you they pre-qualified themselves. And you’ve also just saved a lot of time from having to figure out where to mass-contact ideal clients so that you have them all in one place. (we’ll talk more as to how you can contact ideal clients and get them to respond to your request for building a relationship in our future training – so make sure to get on our free training email list where we’ll release weekly content to help you create more business, influence and time freedom through LinkedIn and online marketing)

The reason why these ideal clients will be more likely to find you is because for LinkedIn’s search algorithms when they’re doing their research – search results are going to show their first connections, followed by second connections, and group members.

So if you’re in the same group as them, then you’ll show up higher in their search results even if you’re not currently connected with them OR you don’t share any connections with them currently.

This is really powerful especially if you want to reach decision makers and you don’t have anything that you share with them now. You don’t have to worry about not having someone to introduce you to them (if you don’t share a connection with them) – you can directly contact them through the LinkedIn group for FREE!

The other great part is that now you share a group with them, you have something in common with them to build rapport…to let them see how you RELATE to them and how you’re like them…so they’ll be more likely to respond.

It’s how I’ve been able to help my clients get responses and acceptance for meeting requests from top-level decision makers – to start building this relationship with them.

ACTION STEPS: Do a search for LinkedIn Groups that contain your ideal clients’ title (e.g. Entrepreneur). Join as many of these LinkedIn Groups.

 ACTION STEPS SUMMARY:

  • Secret #1: Listen to Your Prospects & Ideal Clients for the Correct Keywords to include in Your LinkedIn Profile & Content
  • Secret #2: Listen to Your Prospects & Ideal Clients for 1 to 3 Title-Based Keywords they Use to Describe Who You Are to Include as the Primary Keywords in Your LinkedIn Profile and Content
  • Secret #3: Listen to Your Prospects & Ideal Clients for 3 to 7 Solution/Product/Service Based Keywords they Use to Describe What You Do to Include as the Secondary Keywords in Your LinkedIn Profile and Content
  • Secret #4: Using Your Title & Solution Keywords in Multiple Headlines in Your Experience, Projects, and Other Profile Areas
  • Secret #5: Be Top of Mind by Letting “Everyone” See Your Activity Feed
  • Secret #6: Let Your Ideal Client or Decision Maker Know You’ve Viewed Their Profile
  • Secret #7: Be a Leader & Influencer by Letting “Everyone” Follow Your Updates
  • Secret #8: Join up to 50 LinkedIn Groups Containing Lots of Ideal Clients to Help You Rank Higher in Search Results and Create Rapport with Them

1.9 - LinkedIn Marketing for Business

I’m super excited to help you leverage LinkedIn to accelerate your business growth of leads, sales, and referrals! I’ll show you how to become a leader in your market, an influencer to have a bigger impact in this world, and ultimately achieve more time freedom to be with your family and friends, make a difference, and doing what you love!

There you have it! Please comment below as to which one is your biggest take-away secret? I’d love to see what you think and help you with any additional tips!

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