The best of social sellers leverage LinkedIn groups to their highest potential to develop relationships while generating warms leads for themselves.
However, often, we are not sure how to identify which LinkedIn groups our buyers are a part of. If you are using the LinkedIn advanced search option to build your buyers list, it is very easy to identify Groups your buyers are active in.
After filling in the criteria of your buyers, press ‘Search’ to go to a list of all your buyers.
When you scroll down the list, you will notice a ‘Group’ option. The groups mentioned here are the groups which have a maximum number of your buyers involved.
If you are targeting only a few companies, simply add all your target companies’ names in the ‘Current company’ box and tick any other search criteria required. LinkedIn will still tell you which of your buyers are part of which groups.
Your job is not done yet. A group with a higher number of your buyers might not be the ideal group for you chose to target your buyers.
You will need to check the Group statistics and see if this group might serve your purpose.
Important factors which you should note are:
– Comments over the last week (See below)
Go to demographics section to note the following factors (See image below):
– Seniority percentage
Then go to activity section, which can be seen in the following image:
Give priority to ‘Number of comments’ than ‘discussions last week’ or ‘promotions last week’ to better judge the relevancy of a group. This information shows if the group is actively used by members to engage in discussions or if it is just a dump yard for promotions.
Here is a helpful post by Chris Makara on ‘6 ways to use LinkedIn groups for B2B Lead generation.’ http://chrismakara.com/social-media/6-ways-to-use-linkedin-groups-for-b2b-lead-generation/
I generated two warm leads in April by developing relationships in couple of groups I’m active in. How about you? I would love to hear some of your success stories.