In this episode of the Marketing Momentum for Agencies podcast, Tracey Burnett discusses the key reasons why businesses struggle to generate leads on LinkedIn. She emphasises the importance of having a quality 1st connections network, understanding your target audience, maintaining visibility, creating engaging content, and building genuine relationships rather than focusing solely on sales. Tracey provides actionable insights and strategies to improve lead generation efforts on LinkedIn, encouraging listeners to refine their approach to networking and content creation.

KEY TAKEAWAYS

• Having a large number of connections on LinkedIn is not as valuable as having a smaller network of high-quality connections that include your ideal clients. Focus on building a relevant network to enhance engagement and visibility.

• A broad target audience can hinder business growth. It's essential to define a specific audience to tailor your messaging and content effectively, making it easier for prospects to recognise your expertise.

• To build trust and attract leads, ensure that you and your business are visible to the right people. This includes optimising your LinkedIn profile with relevant keywords and actively engaging with your connections and industry influencers.

• Posting content that resonates with your audience is crucial for gaining engagement. Understand what your audience wants to read about and create a diverse content plan that includes educational, promotional, and opinion posts.

• Treat your LinkedIn connections as valuable resources. Engage with them through conversations, offer value, and build relationships rather than immediately pushing for sales. This approach fosters trust and can lead to future opportunities.

BEST MOMENTS

"The size and the quality of your network is important. This will have an impact on the traction of your content and the visibility in searches done by people who are looking for businesses like yours."

"If your first connections are of good quality and you write quality content specifically for your audience, they see it, find value in it and interact with it."

"You wouldn't shake hands with somebody at a networking event, say hello to them, and then walk out the door. So why would you do that on LinkedIn?"

"If you're not getting the engagement, there is a disconnect somewhere, which you need to figure out."

"LinkedIn is about building relationships, human to human, offering value, giving first."

HOST BIO

Tracey is a highly skilled creative marketer with 30+ years in-depth experience in lead gen, marketing and sales, a broad knowledge of business growth gained over decades. She has an innate knowledge of what works and, more importantly, what doesn't.

Her specialist area is LinkedIn™ clocking up over 6000 hours learning so she can advise on generating leads, building communities and relationships. Her clients benefit from her various perspectives having worked on the client side in corporate advertising/marketing comms roles, Director level in a global design consultancy and SME agency experience.

Having been headhunted to save a major financial account at a top London design consultancy, she increased the fees by 102% YOY and repeated this result on the British Airways account increasing fees 150% YOY.

She believes in avoiding get-rich-quick shortcuts in favour of consistent, long-term, exceptional results.

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LinkedIn: www.linkedin.com/in/traceyburnett

Website: www.leadstosuccessglobal.com

Got a question? Give me a call: 0044 7877 042 804

Email: [email protected]

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