1.
Converting Prospects to Clients on
LinkedIn
Metrics, Case Studies and a Kick
Ass Strategy for Powerful LinkedIn
Conversion
http://linkedintobusiness.com/MPB2B2014/
Viveka von Rosen @LinkedInExpert

2.
What do the Stats Say?
According to the Sophisticated Marketer’s Guide to LinkedIn…
93% of B2B marketers rate LinkedIn as the most effective social channel
(above Facebook, twitter, Pinterest, G+ and blogging) in generating leads
65% of companies acquire a B2B customer through LinkedIn

3.
How Is LinkedIn Converting?
Content: MarketingCoPilot found average conversion rates
using Content Marketing on LinkedIn to be around 15%
Ads: Vertic showed 17% conversion rate using LinkedIn ads
According to a recent HubSpot study, LinkedIn generated the
highest visitor-to-lead conversion rate, with 2.74% of site
visitors converting into leads, compared to Facebook and
Twitter, with respective conversion rates of 0.69% and
0.77%.
Engagement: My clients show (an average) 42% conversion
using TOMA and direct engagement

4.
Metrics to Track
Total Connections
New Invitations
LinkedIn Profile Views
Ranking
Endorsements
Personal Update Views
Post Views
Company Page Followers
Company Page Update Views and Analytics

5.
Case Study: Guy Kawasaki
Too much content automatically fed
& not the right content = little
engagement
Invited to INfluencers program –
grew from 0 to 1.2+M followers
Switched from “just like the others”
to focused Content Strategy
Practice: Be strategic in what you
share and make sure you are
speaking to the right audience!

6.
Case Studies: Ulises Bacilio
Oct 2013 – gets introduced to Hubspot and
begins a focused inbound
Oct 2014 – brought on stage at Inbound 2014 as
one if its most successful non-American
companies
Practice: “Checks into” LinkedIn for about 15
minutes a day – uses it mostly for research and
connecting
Results: Closes 1-3 “Big partnerships or deals”
per month (Hubspot lands him clients and
visibility)
SME positioning, creating valuable relationships
with would be competitors
Teaching Point: Do a little bit every day, and
don’t be afraid to reach out

7.
Case Study: BSL Construction Group
Elena Petrunina, CEO – successful user of
LinkedIn – hires us Feb 2014
Results: Grows employee connections by an
average of 400%
Result: Engagement results in average of 5
new leads a week
Result: Selling in excess of 200K in equipment
strictly through LinkedIn engagement
Result: SME positioning in her industry
Practice: Focused connecting, daily TOMA
techniques

8.
Conversion Engagement Strategies
1. Find Prospect (Advanced Search / Boolean
Search / eGrabber / Google)
2. Research Prospect (Activity Feed / Twitter Feed /
Updates / Website / eGrabber)
3. Find Prospect in a Group – Initiate Engagement
(Comment/Like/Message/Invite)
4. Connect
5. Tag Connections
6. Engage through TOMA tactics (Updates,
Publications and message campaigns)
 Ask for the meeting!
http://linkedintobusiness.com/MPB2B2014/

9.
Linked into Business:
www.facebook.com/LinkedInExpertTraining
www.twitter.com/linkedinexpert
www.linkedin.com/in/linkedinexpert
www.amazon.com/author/linkedinexpert
279-1710
LinkedIntoBusiness.com
Your LinkedIn Business Resource
www.facebook.com/LinkedInExpertTraining
www.twitter.com/linkedinexpert
www.linkedin.com/in/linkedinexpert
www.amazon.com/author/linkedinexpert
970 279-1710
LinkedIntoBusiness.com