LinkedIn is a powerful tool for insurance agents and is good for more than just seeing what people are talking about in your feed. It is a good way to locate and connect with the people you need to make more conversions. If you have done a good job in LinkedIn you probably have updated your profile and have kept it up to date with key data to make you searchable. But how do you take this social tool to the next level?
In this article I will give you a few hacks to share with you that can help you locate, connect and convert leads for your insurance business! Make sure to bookmark this blog so you can keep coming back and trying the next strategy.
“People also viewed”
If you have a connection that you wish you could duplicate, this is a great tool. If you have a connection in a company but not the right connection this also shows others who work there.
Within a few minutes you can have a list of people from within that company or a list of members in a niche you want to reach. It is like Christmas shopping on Amazon, except it’s generating leads instead of shopping. (Just as good though right?)
Spend time each week looking for new opportunities to connect to new people. Look for people that may be in need for your product.
This is also a good time to look for people with new positions. This is known as a “trigger event” and a good reason to reach out with congratulations or some information they may value. I try to dedicate about 20 minutes a week to looking for new connection opportunities.
As a note, when you click the connect button, it sends a pre written message to the person you want to connect with. This is fine if it’s your cousin or the guy who lives next door, but for potential leads or people you do not know very well, it is worth it to go to a person’s profile and send them a unique message as to who you are or why you want to connect.
Become a Stalker!
I know it sounds creepy but it is a great resource to look at your competition and see who they may have as connections. What are the chances his or her client and prospect list is right there for you to see. With that in mind you may wish to protect others from seeing your connections, not that anyone would look at your list.
This is almost better than looking at the competition’s connections. Look at who has endorsed someone in the same area as you and again, you will find people they deal with that you are trying to get into.
Your Alma Mater
LinkedIn allows you to do some pretty detailed searches and one of them is to find connections who know the same fight song as you. Go to https://www.linkedin.com/edu/alumni and it is really a great way to drill down on folks you have something in common with. I went to a very small school and found over 6,000 potential links!
You click on any of the sections and get a list of people who fit the criteria you are looking for and who are Linkedin thinks you would be a good fit to connect with.
Comment on Comments
When you are looking through your feed find things that are posted that you would have a good place to enter a conversation. Look for others who make a comment and jump in. Agree with them, compliment them on their insight, ask a question that may elicit a response.
Look at Who is Looking at You
Look to see who is viewing your profile. Information may be limited by the level of your subscription but even the basic version gives you some insight.
And if you are active in posting information on LinkedIn another report you will get is who is looking at your material, really seeing who is interested in what you have to say!
In other posts we mentioned using digital marketing as a lead generation tool to bring people to you via content instead of the normal knocking down doors and this is the very thing Linkedin allows you to do. What makes a better lead than one who is already looking at you and engaging with the valuable information you are putting out?
How to Drill Down Your Search in LinkedIn
If you use “Quotation Marks” just like in Google it will take you to things that have your exact words in it. Other search items would be Or, And, Not. So you could search for: “Inbound Sales and Marketing Consultant” Or Inbound Sales and Inbound Marketing Consultant Or Inbound Sales or Inbound Marketing Consultant Or Inbound Sales not Inbound Marketing Consultant, etc… Use this link to find people you are looking for “site:linkedin.com/in Your Niche”
That Pot of Gold
Linkedin is a great way to generate insurance leads and find new opportunities. In the modern inbound sales model you will get a leg up because once you find and connect to someone you also have the ability to find out so much more about them from their profile. Where they are in their career and the type of content they engage in may indicate where they are in a buyers stage.
There is power in this tool if you are willing to take the time and go through the process.
Have you tried to prospect in LinkedIn? Did anything work for you? Did any of these make sense to you? If you have any questions make sure you drop them in the comments below so we can help you generate more prospects online.
And if you are looking for additional resources, we wrote an article on discussing more ways to generate insurance leads online.