Recent studies show that 71% of B2B Marketers say audience relevance is the most important element of content marketing and 88% of B2B Marketers cite case studies as the most effective form content marketing.
Yet, most consultants and most sales and business development executives within professional service firms and small to medium sized enterprises have a LinkedIn profile that reads like a resume. Their profiles do not show why a decision maker or influencer should connect with them. Right there, they are not demonstrating their relevance. And, they’re not effectively showing their relevance in the content they are sharing inside the different groups.
Let me show you how four women (3 professional service firm owners and a consulting firm president) are effectively using content and LinkedIn to generate more leads and profits.
How the Founder of Wizard Media Gained Hundreds of Leads and $60,000 by Mixing Content Marketing with LinkedIn Marketing
If you look at the profile of Jimena Cortes, you’ll notice we have included case studies. For example, you’ll find a case study on how Jimena built a Neiman Marcus jewelry designer’s Facebook community to 45,000 members in nine months (something retailers would find very interesting). Within that case study, Jimena shows why her strategies took the client from 600 fans to 45,000 fans, zero engagement to capturing 37% of her fans information and from zero sales to $12,000 in 3 days.
Because her profile has content that resonates with her targeted audiences—her targeted audiences are accepting her LinkedIn connection. They’re joining her LinkedIn groups where she offers more content. The profile attracted a prospect that was ready, willing and able to spend $36,000 per year on her services.
Plus, when Jimena completes an email lead generation campaign through LinkedIn (using LinkedIn groups) about an upcoming webinar—prospects are signing up because they see that she has value to offer just by looking at her profile. By mixing LinkedIn marketing with webinar marketing (a form of content marketing Jimena gained an additional $60,000 for her business last year.
IT Marketing Firm Gains 4 New Clients Fast By Challenging the Way Software and Technology Companies Market Their Solutions
LinkedIn members are savvy, educated professionals who are constantly looking for new and original ideas and ways of conducting business. As there are thousands of LinkedIn groups with hundreds of discussions happening every single day, your content will get ignored if you are providing the same old, regurgitated content that’s already all over the web.
By creating thought provoking blog posts, special reports and discussions that literally open the eyes of technology marketers inside her own LinkedIn group and inside the 50 targeted groups she belongs to, Susan increased her website traffic by 300%. She went from 0 LinkedIn shares to 90+ LinkedIn shares. And, she was able to recently gain 4 new clients including a company that serves 86% of the Fortune 100.
International Coaching Firm Attracts More Women Business Owners By Telling Stories
While working with ZeeWorstell, President of AccelerateHer, I discovered that she and her clients had amazing stories to tell. Zee’s expertise is in showing women business owners how to price themselves appropriately. She knows first-hand how hard this is because she came across this issue when she was growing her recruiting business. When she was starting out she would lower her prices in order to secure a client and wound up earning less than she was worth. This backfired because prospects would doubt her work because she was priced significantly lower than her competition. She was turning off prospects just by lowering her fees—and the clients she did get failed to show her respect.
So, we had Zee create blog posts that discussed the “good girl beliefs” that held her back as a women business owner. She discussed her own confidence issues within the articles and the mistakes she made. She also writes articles where she discusses the challenges her clients faced—and she tells their complete story and how they have become successful.
As on average women business owners make 45% less than male business owners, her target audience resonated with the discussions that were being created based on the blog posts. In fact, when she spoke to many of her LinkedIn connections on the phone (as she took the LinkedIn conversation offline) they felt like she was writing and speaking directly to them. As a result they signed up for her coaching program.
How the Author of This Article Mixed LinkedIn Marketing and Content Marketing to Gain More PR, More Exposure and More Leads
This blog post was first featured on Forbes.com (click here to see the article on Forbes.) I was published on Forbes, because I invited the editor to connect—and to join my Get Help with Linked Strategies LinkedIn group so she can see the value I have to offer her readers. After reviewing my LinkedIn discussions and blog posts, she asked me to write the article that you’re reading right now.
How many leads do you think I generated by being on one of the top business websites?
Not only did I build my list, but I gained a couple hundred new connections and many more members inside my LinkedIn community.
Now, offer real value, challenge your prospects, start thought provoking conversations, showcase your expertise by sharing case studies, demonstrate your relevance and connect with your audience with stories—and you will generate more leads with LinkedIn.
During a recent interview, LinkedIn’s senior content marketing manager and B2B social media content expert Eric Gruber share even more information on how to mix content marketing with LinkedIn to influence B2B buying decisions. Click here to download the interview with LinkedIn’s senior content marketing manager.