Secrets to LinkedIn Marketing – Reengineered

Rohit Onkar

Social Media Expert at SMG Convonix

The Buying Cycle

Before the advent of digital (read: social media)

The Social Influence in Purchase Decision

Social influences all aspects of the buying cycle and adds customer loyalty and repurchase phases to it

Why LinkedIn?

Key Point when it comes to reaching decision makers and influencers

Success Secret 1: Capitalize on Existing Demand

Hot lead – individual close to purchase

Lukewarm Lead – Individual looking for service/product related information

Soft Lead – Individual Looking for Technical information

Success Secret 2: Inducing Demand

Discussion initiated on LinkedIn resulting in an inquiry

How do you do this?

Research

• Identify Quality LinkedIn groups• Approx. 700 LinkedIn groups for Manufacturing

Domain

Reach

• Scout for Conversations across all identified Groups• 15-20 discussions are initiated daily on each LinkedIn

Group

React

• Start discussions to engage target audience in Groups• React and Respond to their enquiries

This is where WE come in

Success Secret 3: Target your Exact Customers via LinkedIn Ads

Exact Job Designation Targeting CriterionAge

IndustryTargeting Criterion Skills & Expertise

Job Function Targeting CriterionSeniority

All you need is a landing page to get Started

LinkedIn Ad Units

Success Secret 4: Revive Passive Customers & Remarket

Reach new

customers and existing customers who haven’t converted via

LinkedIn mail

Incentivize

them to convert

Constant follow up

Success Secret 5: Loyalty Building

Have an Existing

Database of Customers already?

Use them to influence their peers via the

power of LinkedIn Groups

All aspects of the Group – from creation, to nurturing, to monitoring are handled by our team

Some Examples

Success Secret 6: Content is King Creat

e a Fully Branded Company Page

Engage with

Target Audience via

planned

Content

themes

Leverage the Power

of Customer

Recommendations

Check one out here - http://www.linkedin.com/company/pi-worldwide

Success Secret 7: Measure, Measure and Measure

Key Metrics

• No. of Leads Identified • Referral and Direct Traffic Redirected to the Website• Size of the Sales Funnel• Size of the Social Community