7. FOLLOW YOUR POTENTIAL CUSTOMERS

When you have your content production and posting schedule up and running, and your profile reflects your industry authority, then it is time to start following some of the people and companies that you have found through your search using Sales Navigator.

Not all of them will be active on LinkedIn, but some will be, and you can like, comment, and share their posts and articles. From time to time and when relevant, you can include a reference to content on the same subject that you or someone else has produced.

I have a practical tip here: Use a mobile device (smartphone or tablet) to insert the reference link in the comment and watch what happens!

Instead of just a text link, LinkedIn now generates a nice preview snippet of the post. Delete the text link, and the reference looks more like a signature element. Use this referral activity with care and stay relevant. You should add value to the discussion, not interrupt or derail it or worst of all, come across as spammy or salesy.

As you increase your activities following other people, you will see an increase in invitations to connect. Although you are eager to expand your network, you should take a close look at each invitation and decide if it is relevant. There is no point in having a big network of people outside your target industry.

If you choose to accept the invitation, then send them a welcome message. If you decline, then send them a friendly message urging them to follow you instead. Some of them will, and that will increase your number of followers without devaluing the quality of your 1st level network. You can use a tool such as TextExpander to have prepared messages, then it will only take a few seconds to respond.

IN SHORT:

Follow your potential ideal customers and influencers and engage with those that are active on social media.