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Converting Prospects to Clients on 
LinkedIn 
Metrics, Case Studies and a Kick 
Ass Strategy for Powerful LinkedIn 
Conver...
What do the Stats Say? 
According to the Sophisticated Marketer’s Guide to LinkedIn… 
93% of B2B marketers rate LinkedIn a...
How Is LinkedIn Converting? 
Content: MarketingCoPilot found average conversion rates 
using Content Marketing on LinkedIn...
Metrics to Track 
Total Connections 
New Invitations 
LinkedIn Profile Views 
Ranking 
Endorsements 
Personal Update Views...
Case Study: Guy Kawasaki 
Too much content automatically fed 
& not the right content = little 
engagement 
Invited to INf...
Case Studies: Ulises Bacilio 
Oct 2013 – gets introduced to Hubspot and 
begins a focused inbound 
Oct 2014 – brought on s...
Case Study: BSL Construction Group 
Elena Petrunina, CEO – successful user of 
LinkedIn – hires us Feb 2014 
Results: Grow...
Conversion Engagement Strategies 
1. Find Prospect (Advanced Search / Boolean 
Search / eGrabber / Google) 
2. Research Pr...
Linked into Business: 
www.facebook.com/LinkedInExpertTraining 
www.twitter.com/linkedinexpert 
www.linkedin.com/in/linked...
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LinkedIn Conversion: Kick Ass Strategies, Case Studies and Metrics

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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

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LinkedIn Conversion: Kick Ass Strategies, Case Studies and Metrics

  1. 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. 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. 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. 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. 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. 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. 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. 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. 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

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