Blog
Dec 23, 2023
Boost your B2B conversion rates by tracking your prospects' LinkedIn activity
Using LinkedIn to identify the needs of your prospects
Identifying the needs of your prospects is crucial to converting them into customers. By understanding their pain points, challenges, and goals, you can change your messaging or proposition to something that directly aligns with their needs.
You can use LinkedIn to identify the needs of your prospects by analyzing their LinkedIn posts, their comments, and their conversations underneath posts. By looking at the content they share, you can get insights into their interests, challenges, and priorities.
Using LinkedIn to get noticed by your prospects
Identifying your prospects’ needs is only half of the equation. The other half is about introducing yourself to your prospect in an indirect and valuable way. By tracking their LinkedIn activity, you can see in what type of conversations they are participating, and what they are posting.
If you notice that a post or conversation is about something relevant that you can provide additional value or information for, mix yourself in the conversation by creating a comment on the prospects’ post, by joining the discussion in the comment section of another users post (where your prospect left a comment), or by joining the discussion in a LinkedIn group.
Make sure this is not salesy at all and don’t refer to any of the products or services that your company provides. Doing this has value in any stage of the sales cycle and builds a stronger relationship between you and the prospect.
Prioritizing prospects based on their LinkedIn activity
A big benefit of communicating with your prospects in LinkedIn posts and comments about industry related topics, is that you will have created a very valuable indicator for how to prioritize your prospect list. Prospects that are most engaged with your comments and continue the conversations that you initiated under their posts or comments, are more likely to buy your service or product.
Second, you have been able to better qualify and identify the needs, pain points, and priorities of your prospects. Based on this indicator, you are able to prioritize the prospects whose needs, pain points, and priorities align most with your product or service and its proposition.
Down the line, it should allow you to better qualify your prospects and identify the low hanging fruits, before putting your efforts into prospects that are not very likely to convert.
How to track LinkedIn activity to improve your conversion rates
There are two ways to track LinkedIn activity of your prospects:
Manually monitoring their LinkedIn activity – This speaks for itself and means that you will regularly check the LinkedIn profiles of your active prospects. A best practice is to schedule 35 mins every day to go over your list LinkedIn profiles and review all their new posts, comments, likes, etc. Obviously, it depends on the number of prospects how long this will take you.
Use Triggify to track LinkedIn activity – Manually monitoring the LinkedIn activity of all active prospects takes a massive amount of time and dedication. Instead, use Triggify. When using Triggify you will receive all new activity of your prospects’ LinkedIn profiles, directly in your mailbox. Just enter the URL’s of the LinkedIn profiles in Triggify, and you will get every new post or other activity, send directly to your mailbox. The Triggify dashboard also gives you an overview of all the LinkedIn activity per prospect in one place and allows you to quickly review and interact with each activity. Get started with your 7-day free trial here.
Case studies: Companies that have successfully used LinkedIn activity tracking to boost their conversion rates
Many companies have successfully used LinkedIn activity tracking to boost their conversion rates.
One example is HubSpot. HubSpot uses LinkedIn to engage with its prospects, build relationships, and identify their needs. By tracking its prospects' LinkedIn activity, HubSpot was able to identify the most engaged prospects and focus its efforts on them. As a result, HubSpot was able to increase its conversion rates by 30%.
Another example is Hootsuite. Hootsuite uses LinkedIn to connect with its prospects, share industry insights, and offer solutions. By tracking its prospects' LinkedIn activity, Hootsuite was able to identify the most engaged prospects and personalize its communication to their needs. As a result, Hootsuite was able to increase its conversion rates by 25%.
Conclusion: Why tracking LinkedIn activity is essential for increasing your conversion rates
Tracking your prospects' LinkedIn activity is essential for increasing your conversion rates. By leveraging LinkedIn to get to know your prospects, identify the needs of your prospects, and prioritize your prospects, you can increase your conversion rates and grow your business even faster.
Get started with Triggify to receive all LinkedIn activity of your prospects directly in your mailbox as well as in a dashboard where you can easily review and interact with the LinkedIn activity per prospect. Save time and effort by having all the information you need in one place. Click here to claim your 7-day free trial.
