Written by: Jessica Brown Did you know that LinkedIn can be a highly effective prospecting tool for advisors? LinkedIn is 277% more effective in generating leads than Twitter and Facebook, according to a Hubspot study. The study points out that LinkedIn users who visit websites come in more qualified and ready to buy. That’s right — LinkedIn may be the most efficient lead generation tool in the land of social media. So don’t leave any LinkedIn leaf unturned! Read on to learn about three big wasted opportunities and learn how to turn it all around.
1. You’re not sending a message when inviting someone to connect with youWhether you’re reaching out to a center of influence (COI) that you met at a conference or a prospect that you found by using Sales Navigator, don’t you dare leave that message field blank. If you’ve already met this potential LinkedIn connection, use the message space to:
- Remind them of how you met if you think it’s necessary
- Reiterate how great it was to meet them
- Pay them a compliment (e.g. “I was really impressed by your presentation, I was particularly intrigued when you said that…”)
- Suggest another meeting or express the desire to keep in touch
- Mention something you have in common from the get-go. Examples: they graduated from the same college as you, they work in an industry that you have experience with, you’ve volunteered for the same or similar organizations, etc.
- Explain why you are connecting with them. When you’re upfront about wanting to share your expertise, the prospects who connect with you will be more qualified than those who accept your connection based on a vague message.