PR and marketing

Is LinkedIn still a mystery for you? I still find it hard to figure out how to use it for lead generation so I asked Social Media Lead Generation expert, Tom Skotidas for his hot tips.

You have identified your target market on LinkedIn. You are ready to start inviting prospects and influencers, and expand your network. Yet you are not sure how you're going to approach complete strangers and ask them to connect with you. In fact, you are worried about being perceived as a networking "spammer" and harming your personal brand.

So how do you grow your network, in a safe and sound way?

My advice is simple: look for Human Connection Points.

Human Connection Points are the commonalities you find by reviewing your intended connection’s LinkedIn profile, Twitter posts, personal blog, and other online mentions. There are dozens of human connection points you can use, but here are some of the obvious ones:

• People you know in common (available on their LinkedIn profile)
• LinkedIn groups you share
• Their blog posts or published articles (i.e. the ones you have read and enjoyed so much, as to form an opinion)
• Schools you both attended

Once you have identified your human connection points, you are ready to write your LinkedIn invitation.

Be relevant. Make sure to address your invitee by their first name, and to clearly reference your connection points. Throughout your invitation, be genuine and respectful. Tell them how you found them, and why you want to connect. And make sure to pump up your credentials as well, via a strong LinkedIn profile.

If you follow this approach, you will experience a consistently high acceptance rate, and grow your LinkedIn network faster among your target market. You are now in a position to start marketing your company to a progressively larger audience, who will get to know you through your status updates and group participation.

Of course, not all will accept, but that’s ok. By following the principles mentioned above, and optimising as you go, you will find your acceptance rate (and LinkedIn network reach) continues to increase.

Tom is running a course on LinkedIn for Lead Generation on 7 December 2010 (which I am looking forward to attending!). For more information click here.

Using LinkedIn for lead generation is still a mystery for many of us. Social media lead generation expert, Tom Skotidas will be running a one-day course focusing on how to effectively utilise LinkedIn for successful lead generation.

Whether you're a marketing professional or a salesperson responsible for meeting new business targets, this course is for you.

This is a rare chance to learn proven principles of social media lead generation, from an industry expert who has met and exceeded divisional sales targets for the past 4 years, using social media.

By the end of this course you’ll know how to:

• Set up profile page on LinkedIn that maximises impact on your target market
• Build high-quality connections
• Search for and identify prospects
• Reach and target these prospects, and convert them into sales leads
• Drive your personal brand and your company’s brand amongst your target market

About Tom Skotidas
First Rate Head of Marketing and Business Development Tom Skotidas has been engaged in digital and direct since 1994. One of the reasons behind Tom's success in business development lies in his pioneering use of social media to generate sales leads, mainly through LinkedIn and Twitter, and more recently Facebook. Today, Tom teaches the strategies and tactics of social media lead generation to audiences in Australia.

This seminar is held at Cliftons, 190 George St, Sydney.
7 December 2010 8:30am – 5:00pm
Fee: ADMA member: $665 inc. GST
Non-member: $898 inc. GST

Course outline

Book now!

Online marketing agency, First Rate, has appointed new Consulting Director, Mark Baartse, to head its Consulting division in Australia.

Mr Baartse will be responsible for managing the First Rate consulting team, offering high level strategic advice to clients and setting the direction of the team.

“I am excited to join First Rate in this challenging position. The existing team, processes and methodology are the strongest I’ve seen – evidenced by our strong growth in the Australian market.”

“I am looking forward to expanding the team, helping to keep First Rate on the forefront of search and performance technology, growing our clients’ online traffic and sales, and consistently exceeding their expectations,” said Mr Baartse.

Mr Baartse brings with him extensive experience in online marketing within large organisations, and a deep understanding of the challenges such clients face. Areas of his expertise include Search, Usability and Sales Conversion Optimisation.

Starting as a developer, Mr Baartse has been working professionally on the web since 1994. He served as Online Marketing Manager for Microsoft.com.au for five years. Before joining First Rate, Mr Baartse was the Online Marketing Manager for Lexis Nexis Australia and New Zealand.

First Rate is one of Australia’s leading online marketing agencies, specialising in Search Engine Marketing, Performance Online Advertising, and Google Analytics. First Rate works with many of Australia’s leading brands, including Bankwest, Officeworks, Lenovo, Mortgage Choice, and EziBuy.

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About First Rate
First Rate specialises in online direct response marketing, including SEO, SEM, Performance Online Advertising and Google Analytics. The agency is recognised as a leader in developing strategies and tactics to help brands dominate the search engines and significantly grow brand awareness online. First Rate works with over 75 clients across Australia and New Zealand. Of its 35 staff, 18 are Adwords Qualified and Google Analytics Professionals. www.firstrate.com.au 

Online marketing agency, First Rate has been appointed to the Mortgage Choice online advertising account.

Australia’s largest independently-owned mortgage broker, Mortgage Choice is aiming to build its online visibility and increase sales leads captured through a sophisticated online marketing program.

First Rate will be responsible for generating online traffic and sales inquiries for Mortgage Choice, using a combination of affiliate networks and ad portals.

First Rate Head of Marketing & Business Development, Tom Skotidas, said: “Working with Mortgage Choice demonstrates that Australia’s leading brands choose to work with First Rate to drive their online leadership. We are very proud to be working with Mortgage Choice and look forward to growing their online traffic and sales inquiries, and online market share.”

Mortgage Choice senior corporate affairs manager, Kristy Sheppard, said: “We are looking forward to working with First Rate. They have a disciplined approach and proven methodology for online advertising campaigns.  This is one of the reasons we chose them to maximise our online traffic and leads in today’s competitive market.”

“Mortgage Choice recently embarked on a marketing campaign that reflects the company’s key values of empowering borrower decision and providing credible guidance.  This online advertising component is a key element.”

First Rate is one of Australia’s leading online marketing agencies, specialising in Search Engine Marketing, Performance Online Advertising, and Google Analytics. First Rate works with Australia’s and New Zealand’s leading brands, including Bankwest, Flight Centre, Officeworks, Lenovo, and EziBuy.