If you’re using LinkedIn for your business to get leads and you’re not getting anything out of it, what’s going on?

Well, leads don’t automatically just happen. There are things you need to do before you can get other people interested in how you can help them.

Here are some of the things you can do to turn LinkedIn into a lead generation machine.

Avoid what everyone else is doing on LinkedIn

Most people using LinkedIn are posting and sharing content, commenting on other peoples posts, adding random connections, creating lots of content, etc.

Although this can help, it only really contributes to about 20% of your results on LinkedIn (and takes about 80% of your time).

Instead I recommend you focus your efforts and time on LinkedIn on what will bring you REAL tangible results (leads with potential clients).

So, how can you do that?

Focus on one thing: LinkedIn outreach via direct messages.

Direct messaging (private conversations) with your potential clients are where business is made on LinkedIn.

Here is a step-by-step process to generate leads on LinkedIn using this strategy:

Step 1: Optimize your LinkedIn profile

It’s a good idea to update your profile picture, your LinkedIn headline and summary and make sure it’s appealing to the type of clients you want to attract.

Having the right keywords in your profile can also help you rank higher on search engines.

Step 2: Search for potential clients the right way

Even if people do not use LinkedIn every day like most other social media channels (such as Twitter, Facebook and Instagram), most people do actually have a LinkedIn profile.

This means LinkedIn can be an excellent research tool for you to find people in your target audience.

In order to search through lots of people on LinkedIn, you will need a LinkedIn premium account and LinkedIn has a number of different packages you can choose from. Which LinkedIn package is the best depends on your needs, but we recommend most of our clients to use the LinkedIn Premium Sales Navigator account (about $80/month).

Once you’re on a Premium LinkedIn plan, you can find and research people based on your exact search criteria for your potential clients.

Use LinkedIn’s advanced search to specify location, company size, industry, job title, seniority level, keywords in profile, etc.

See the video below for additional tips on finding your ideal clients on LinkedIn:

Step 3: Connect to potential clients

Now that you’ve found a list of people who are your potential clients, it’s time to connect to them.

I recommend adding a personalized message to every person you connect to for best results.

Here are some templates and ideas for what to say in your LinkedIn outreach messages.

Step 4: Message your potential clients

When you connect to a new potential client on LinkedIn, you need to be pro active. It’s time to send them a personalized message.

But, what should you message them?

Here’s where most people go wrong. Most people jump straight to a sales pitch or try to get a phone call with them.

This usually doesn’t work well. Why? Because they don’t know who you are, they don’t trust you and they don’t like you.

You need to build up trust first.

So how can you build up trust first?

The way we do it (for our own business and our clients) is by asking them if they’d like to consume some free educational content that helps solve their problem.

If you’d like to learn more about how this strategy works in more detail click here.

After they consume the content, have a call to action and say if they want to learn more they can schedule a call with you.

Getting the best high quality leads on LinkedIn

Using LinkedIn to generate leads can be easy once you know how. Picture it as if you were at a business networking event. Who you speak to, your message and how you say it can be similar on LinkedIn as it would when speaking to people at a networking event.

See also: How to increase sales appointments in your business

To learn more about using LinkedIn in your business to generate predictable leads and sales appointments watch this video here.