With all the focus on social selling, it can be difficult to determine whether you can consider referrals and connections that result in LinkedIn leads as inbound leads. If a prospect connects with your content which leads to a conversation and then an appointment, can that be considered an inbound lead? LinkedIn connections You’re likely among those sellers who understand that your LinkedIn profile is your personal profile. You cherish it and treat it with respect. You post thoughtful content and share impactful videos and write articles and long-form blogs. You’re creating content that your audience can engage with. If those prospects end up in your direct message as a result and that leads to a conversation, that’s an inbound lead. Though it might not qualify as inbound in the traditional sense, you’re engaging in the same activities. No matter who creates the content, it’s an inbound lead. You could even give it a unique KPI name like “social media lead” or SML. Converting leads If I connect with 15 or 20 business owners today and 10 of them reconnect with me, the result is 10 new social media leads. I can nurture them by creating videos, posts, or articles and tying the content to my new prospects. Ideally, those people will engage in a conversation. I recently connected with a woman on LinkedIn who later posted a good piece of content. She mentioned me and others she had recently connected with using a “shout out.” Turns out all the people she mentioned continued to engage with her on LinkedIn. I’ll watch her content now since I had a positive interaction, and I might eventually decide to engage with her company. She’s nurturing us as prospects. Engaging content Having a LinkedIn profile isn’t enough anymore. You must share engaging content. #LinkedIn Then, once you do, be intentional about connecting with those who interact with your content. Work to connect with your second- and third-degree connections. Try this simple paragraph: Thanks so much for commenting on my post today, James. Permission to connect here on LinkedIn? Usually, when you connect immediately, they’ll appreciate your outreach. You can start a conversation that may lead to further interactions. Now you’re getting more contacts off your ideal customer or prospect. Blur the lines Imagine you have a targeted list of prospects that you’re trying to reach. You’re making phone calls to named accounts and you’re connecting on LinkedIn, Twitter, Instagram, or Facebook. If you separate your prospects into different categories, you can optimize them. I recently connected with someone on LinkedIn who became a social media contact and then a social media lead. When the prospect asked about sales training for a team, it led to an initial appointment. That connection would haven’t happened without engaging content on social media and our interactions there. “LinkedIn Leads As Inbound Leads” episode resources If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit ...

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