The document provides 20 tips for generating leads within LinkedIn. Some key tips include not using the LinkedIn app to connect, wearing an "invisibility cloak" when updating your profile, sorting out your profile with good descriptions and keywords, keeping your network updated, and joining and participating in relevant LinkedIn groups. It also recommends connecting strategically to existing and potential new customers, mining your network for opportunities, and creating a LinkedIn company page to extend your brand on the platform. The overall document offers best practices for optimizing one's LinkedIn profile and activity to generate new business leads and opportunities.

1. leads within LinkedIn
@AnnmarieHanlon
20 Tips for Generating

2. BEFORE
YOU START

3. @AnnmarieHanlon
#1 Don’t use the app
to connect
The LinkedIn app is hopeless
It doesn’t facilitate templates
So one click and the invite you didn’t mean to send…is sent
Equally you may connect to someone with whom
you didn’t mean to share your contacts…

4. @AnnmarieHanlon
#2 Wear your
invisibility cloak
• Temporarily hide updates while
you’re updating your profile, as
ALL updates will be shared
• Over-sharing isn’t valued

5. @AnnmarieHanlon
#3 Sort out your profile
Proper sentences (spell-checked)
Decent photo
Good descriptions with plenty of keywords
And school doesn’t mean school in the UK
Review and refresh your profile each year

6. @AnnmarieHanlon
#4 Keep your
network updated
• Share latest company blog
updates
• Or share updates from company
page
• Post status updates when you
attend a conference or exhibition
• Add photographs from an event
• Post a PowerPoint presentation
you have delivered

7. FOCUSING ON YOUR
TARGET CUSTOMER

8. #5 LinkedIn is a giant database
of SEARCHABLE content
Add your relevant content
Consider keywords and keyphrases
Think about variations of your skill set or product area
e.g. if you’re in PR, say ‘corporate communications’, ‘public relations’,
‘online press relations’, ‘reputation management’
Use the available word counts; type in Word and copy
and paste
@AnnmarieHanlon

9. @AnnmarieHanlon
#6 Strategically connect
• Don’t be a LinkedIn raider!
• LinkedIn can be a great icebreaker
if you've met someone at an event
and wish to continue a business
conversation
• Most contacts are easily
searchable if you didn't have the
chance to get their details
• Connecting on LinkedIn rather than
by email can be seen as less
formal
• It gives the person the opportunity
to see your background more
closely

10. @AnnmarieHanlon
#7 Who are your customers?
New customers often look like existing customers
Connect to your existing customers
Identify their connections
Do any look like a possible customer?
Pick up the phone and ask for an introduction

11. #8 Join or help with LinkedIn groups
LinkedIn groups are a useful way to position yourself as an
industry spokesperson
Becoming an admin of an industry related group allows you
to foster a platform for discussion
It is a good way to strategically feed your content to a
receptive audience
Your position as admin puts you in control of proceedings,
making sure that no infiltrators try and 'spam' the group
@AnnmarieHanlon

12. @AnnmarieHanlon
#9 Join the right
groups
• Look at the groups to
which your customers
belong
• Join the group
• Listen before shouting
• Don’t join too many groups

13. @AnnmarieHanlon
#10 Adopt group
Etiquette
• Don’t spam groups
• Don’t over-sell
• Listen first
• Advise don’t sell
• Set aside one hour a month to
visit the group

14. #11 If you are seeking new
customers in new markets
Build a digital persona
Add some detail; name, age, digital profile, job role,
location, needs
See makemypersona.com
Search the job role / location in LinkedIn
And also Google
Identify the degrees of separation
@AnnmarieHanlon

15. @AnnmarieHanlon
#12 Mine your network

16. @AnnmarieHanlon
#13 Connecting to
new people
• Connect with care
• Use the desktop (not the
app) version
• Read the person’s profile
• Check if they say ‘how to
connect’
• Always add a message, not
the default template
• And say why you’d like to
connect

17. #14 People you may know
• Is a dangerous area!
• There may be some connections in
common
• They may not be relevant
• They may be competitors!
• It’s not a business card competition
• So don’t automatically click on ‘connect’
@AnnmarieHanlon

18. @AnnmarieHanlon
#15 In-mails
You can use In-mails with a premium account
But you are rated!
Use with care

19. @AnnmarieHanlon
#16 Create a
LinkedIn company
page
• LinkedIn pages are a great
way to extend your website
• And populate it!
• Think of it as a giant SEO
machine
• Schedule regular and relevant
updates that showcase your
company’s expertise
• Add rich media

20. #17 Identify other companies
Find customer and potential customer LinkedIn pages
and follow them
To get noticed, professionally share their relevant content
Review degrees of separation
@AnnmarieHanlon

21. TIPS TO BE SUCCESSFUL
WITH LINKEDIN

22. @AnnmarieHanlon
#18 Join the dots
Add the LinkedIn button to your website
and ensure it connects to the company page
Add your personal profile LinkedIn URL to emails when
introducing yourself or mailing for the first time

23. @AnnmarieHanlon
#19 It’s ok to use the templates
Ensure the templates are personalized
Change the subject headings as well as the content
No spell check in LinkedIn –
Use WORD to prepare your content

24. @AnnmarieHanlon
#20 Remember the 4Ps of LinkedIn
PROFESSIONAL
It’s a workspace and
communications
can be saved!
PROFESSIONAL
It’s a workspace and
communications
can be saved!
POLITE
Respond to enquiries,
even if it’s a ‘no’
POLITE
Respond to enquiries,
even if it’s a ‘no’
PROUD
Share your achievements
PROUD
Share your achievements
PRIORITISE
Connect with care
to relevant people
PRIORITISE
Connect with care
to relevant people

25. Follow me on Twitter @AnnmarieHanlon
THANK YOU!
Follow me on LinkedIn uk.linkedin.com/in/annmariehanlon