LEAD GENERATION THROUGH LINKEDIN
To use power of reps' social business network to uncover leads and connections for future opportunities.
This IT solutions integrator had a small sales team who, combined, had a total number of LinkedIn connections reaching into the thousands. However, the reps didn’t have the bandwidth to tap into the power of this highly effective business and communication tool on a daily basis. They wanted to reach their prospects and customers with efficient, relevant and consistent communications, thereby allowing them to locate selling opportunities as they arose.
LinkedIn is today’s go-to tool for business development. Leveraging the powerful LinkedIn Lead Generation program, Leadarati crafted a message that was delivered to 400 geographically-targeted decision makers, compelling them to connect with a member of the firm’s sales team—online via LinkedIn or offline via phone or in person. Through targeted, personalized communications, the intention of this program was to create one-to-one touch points to get a conversation started.
The campaign received an 8.5% positive response rate. One percent was open to immediate sales appointments, while the others were open to connecting with someone when the need for a new solution was warranted. A number those who did not opt for an immediate appointment sent the salesperson a LinkedIn invite, thereby opening up the possibility for future opportunities.
The reps received timely responses and increased their visibility with high-level IT decision makers at large companies who would have otherwise been unresponsive via traditional methods of outreach. Additionally, approximately 100 new prospects were tagged for future campaigns to be launched in a click—making salesperson’s LinkedIn network “campaign-ready.”