Posted: Wed 10th Mar 2021
Setting up a plan for your LinkedIn activity is something I always recommend to my clients. It helps to boost your efficiency by linking your activity to clearly defined objectives; it ensures direction and accountability; and it will also provide you with plenty of inspiration for your content.
Another important reason for having a LinkedIn marketing strategy in place is the fact that pushing a sales pitch or aggressively advertising is widely frowned upon. This social media platform requires a slightly different approach to get the results you want.
Giving your approach some thinking is definitely worth the effort, as LinkedIn users come to the platform 'to do business'. LinkedIn is known for its ability to generate 277% more leads on average than Facebook.
Some common goals include:
Increasing brand awareness
Expanding business network to boost referrals
Positioning yourself as a thought leader in your niche
Connecting with potential donors of sponsors
Think who is an ideal connection for your business; in other words, who you want to do business with. Having a clear idea in your mind will help you to find these people through LinkedIn's search feature. Important point here - the person you want to connect with may already be connected to one of your first-degree contacts, so don't forget to tactfully request introductions where possible.
Having a clear strategy for your LinkedIn activity will also impact on whom you are 'following' - and following the right people will make your LinkedIn experience so much more rewarding. Your newsfeed will display updates from people and sources you actually want to hear from - both for the purposes of learning and staying up to date with industry news, as well as building interactions with interesting prospects and industry influencers. Liking and commenting on their updates may be a softer way of opening up a conversation and building a rapport. In other words, a good way of 'warming up the lead' before sending a connection request.
Being mindful of whom you follow works the other way too - if you find your newsfeed to be cluttered with dull content, use the three dots in the top right-hand corner of the post to 'Unfollow'. This is a subtle way of removing content from specific contacts from your newsfeed, while remaining connected to them.
How you present yourself through the content your share on LinkedIn will directly impact on your business and your personal brand.
Keeping your content relevant to your industry proves to your followers and potential customers that you're up to date with news and trends. It will also help you to establish yourself as a quality source of industry updates.
And remember, you don't need to be a 'business guru' to share helpful articles and insights. Your personal experience can also be of value, as long as it remains relevant and beneficial to your target audience.
Ideas for LinkedIn updates:
What's happening behind the scenes of your business
Industry updates with your commentary
What you've read recently and what were the main lessons
Practical tips and lessons from your personal experience that would benefit your audience
You can include some promotional posts, but as a general rule of thumb these should not make up for more than a third of your overall posts
It's also worth pointing out, especially if your objective is to position yourself or your business as a thought leader, that you should consider creating your own long-form content on LinkedIn. LinkedIn has changed substantially over the last few years and has now emerged as one of the leading content platforms, with articles gaining a lot of popularity.
Here are the benefits of publishing articles on LinkedIn:
They can help to establish your voice within a specific area and build trust as an expert
They provide more value to your network and help to form a first impression to anyone who visits your profile
They can be indexed by Google and show up in organic search, providing you with a wider opportunity for exposure and engagement
Your connections will be notified each time you publish a LinkedIn article, providing you and your business with much wider exposure than a regular update
To recap, everything you do on the platform should be purposeful and bring you closer to achieving your objectives.
I hope that these tips will help you to clarify your direction and strategy on LinkedIn. Should you need more advice on how to use LinkedIn to support your marketing efforts, please connect with me and send me a message.