10 Ways to Build Up Your Leads and Referrals on LinkedIn


As far as social media platforms go, most people view LinkedIn as a source for job hunters and a place to grow their professional network.  It is definitely much more than that, especially for businesses.  LinkedIn has proven itself to be a powerful tool for generating new business leads and for helping to develop those important relationships with referrals.

Here are 10 ways you can build your leads and referrals on LinkedIn.

1. Your LinkedIn profile should provide a clear overview of what your business does

Always keep in mind that to use LinkedIn to its fullest potential, you need to treat it like a non-stop networking event. With that being said, make sure you have the answer ready to the question of “what does your business do”. If your LinkedIn profile is missing this, you’re at a serious competitive disadvantage.

2. Add connections 

Take a few minutes each day to expand your network of connections by using the “People You May Know” list that LinkedIn posts in your feed. Keep in mind, each person you have dealings with throughout the business day is a potential LinkedIn connection.

3. Develop a list of leads  

The connections of your contacts is a great starting point for building out a lead list. Go through them and see who you do not know personally but would be beneficial for you to meet. Begin by looking at the “Recommendations” of your contacts since they most likely represent the strongest relationships of your contact.

5. Follow your current clients and prospects

Right off the bat, you should look up each of your current clients and key prospects. See if they have a company page and if they do, follow and monitor it.

6. Post something valuable everyday

Try and post an update everyday on your LinkedIn page. Use the daily update to share a link to a relevant video or article that your customers and prospects would find value in. Every time you post an update, you show up in the feed of all your connections.  Just remember to never use these updates to sell something.  The key is to share expertise and value with your posts.

7. Find groups to join

LinkedIn groups are key when it comes to generating leads for your business.  Find groups that reflect who your buyer is as well as groups that would be relevant to your industry.  Once you join, LinkedIn allows you to connect with those that are in the group with you. These groups give you a targeted opportunity to share insights, add value to others and strengthen your network of prospects.

8. Recognize accomplishments of clients and prospects

Whenever you see a positive post or news story about your clients, prospects or any key contact, share it as a status update.  Make sure to include the “@” reply so that you recognize the person. This will ensure they receive notification about the mention. This should be something you strive to do everyday.

9. Write a recommendation.

Getting someone to write a LinkedIn recommendation for you is not easy.  It requires effort on the part of the writer to log in, write and post the recommendation. In order to have a better chance of securing one, try writing one for one of your customers or key contacts. Once they approve the text, that recommendation will now show up in their LinkedIn account for others to see.

By doing this, you have furthered your association with your contact, created a permanent promotional piece for you and your business, and have made it much more likely that your contact will return the favor with a recommendation or referral.

10. Use Linkedin InMail

InMail is one of the most powerful lead generation tools LinkedIn offers. It gives you a back way into reaching out and sending messages to those people you do not have direct connections with. Aside from getting to bypass assistants and secretaries,  LinkedIn itself says your Inmail is three times more likely to be read than a traditional email. Just be sure to take some time to do research and find some commonalities so you do not catch them off guard.