How to Improve Your LinkedIn Reach and Engagement with KPIs and forecasting
How to Improve Your LinkedIn Reach and Engagement with KPIs and forecasting
Discover the secrets to success in global exporting and sales with Martin Shein, founder of DIATOMIC Marketing and Compliance. As an expert in helping manufacturers and distributors expand their reach, Martin is sharing his knowledge to help you achieve your goals. Don't miss out on this opportunity - visit us at www.martinshein.com today!
Most people overestimate what they can do in a day and underestimate what they can achieve in a year.
For me when I do something, I need to know what the ultimate Goal is and what I can realistically achieve, as my time is limited and I have just 1440 minutes every day, like everyone else.
I’m a big fan of Wilfredo Pareto, who recognized that only 20% of our activity is responsible for 80% of the outcome.
Because you have limited time in a day, you need to make sure that every single thing you do will bring you closer to your goals.
Let me share with you one of my favourite ways to ensure I am using those 1440 minutes as efficiently as possible: I identify my most important tasks.
My 20 years of building businesses and start-ups slowly taught me one of the most important lessons: the importance of setting key performance indicators (or KPIs) for myself.
I start with a goal in mind - in most cases, the goal is SALES.
Then I reverse engineer the steps from there to see what I need to do and how much of it I need to do to reach my goal.
This principle 100% applies to LinkedIn as well.
Once I have my goal clearly defined, my most important tasks on LinkedIn, my KPIs, flow from there.
I then ask myself questions like:
Because I know that more connections lead to more sales, how many connection requests should I be sending per day?
Should I follow up via email? How many emails should I send each day?
Should I call my leads? How many calls a day?
Should I send them a newsletter once a month? Or maybe even every 2 weeks?
These questions can be difficult to answer if you cannot properly forecast. Luckily, I have a tool to help you do just that!
As a gift, I’m sharing with you the Google sheet template I have used for years to accurately forecast the long-term results of my daily tasks on LinkedIn
Here you can add the activities, the conversation rate that you expect from your activities and how much your products or services cost on average to estimate what you will achieve in a month, 3 months, or a year if you continue meeting your KPIs.
Once you have set your KPIs and are structuring your days around them, this is how your process will more or less go:
Based on a limitation on LinkedIn, you can send connection requests to about 2 000 leads per month.
So, I would send 50-100 connection requests to my Ideal Customer profile every morning to make sure I take advantage of that limit and ensure I don’t go over it.
I would assume that 30%-70% of the requests I sent would be accepted.
Of course, this depends a lot on their initial impression of your profile and your invitation message.
So as my requests get accepted, I would copy these 600-1 400 new prospects every month into my google sheet every month, including all available contact information like: full name, address, position, email, phone, website, birthday, etc.
Once my requests are accepted, my next action on LinkedIn would be to start a conversation with each one of them. Here I advise engaging your prospects with smart, open and animating questions.
Off of LinkedIn, I would send them a personalized email, referencing that we are connected on Linkedin and start a conversation.
I would also call them, again referencing our connection on Linkedin.
These calls are a great place to start identifying their needs with strategic questions and to move them to a presentation of a possible solution.
I would also take it a step further and send a monthly newsletter with a story that shows what my solution would look like to see if they can identify with the story, basically qualifying their needs based on the story.
Finally, I would follow up on Linkedin, with more questions.
If they have not agreed to meet with me over Zoom at this stage, this is where I would direct the conversation.
The biggest tip I can give you as you go through this process with your prospects is DON’T SELL UNTIL YOU’RE IN A MEETING WITH THEM, on Zoom or over the phone.
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