Greg Hyer and Martin Brossman swim you towards the deep end as they discuss five ways to use LinkedIn to prospect and generate leads.

1. Grow Your Network – Make it a point to find old colleagues, classmates and friends. The bigger you grow your network the further your reach will be.

2. Search Your Network’s Connections – Connect with your boss or other colleagues and search their first-degree connections. If you find someone you want to reach out to simply ask for an introduction. As a courtesy  give your connection a call first just to give them a heads up.

3. Join and get active in Groups – Find groups that your prospects are part of. Use your LinkedIn group membership to sent that person a message without the need for an introduction. Just use the member search in each group to find the contact you are looking for.

4. LinkedIn Company pages – LinkedIn is making a Content Marketing play. Post frequent updates from your company page. Make your company page look great. You can use YouTube video clips, image sliders and add products and services. If you have only one product, then use the product page to get people to download your white paper, case studies and data sheets.

5.  Advertise on LinkedIn – LinkedIn’s advertising platform can get very specific. You can target users based on region, seniority, title, industry and by group membership. You can aslo use the platform to get an idea how many people are in your sales region and vertical.

Bonus: Using Google Search using site:linkedin.com/in “Keyword” “Geographic region” and other terms. This will get Google to search all of the LinkedIn public profiles and return very specific results. You can even search image tags like those of Group logs.

Run Time: 24:14

The Linking into Sales Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social sales.

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