How to get leads from LinkedIn as a recruiter

In the next 12 months I’d guess most businesses will, at some point, think about hiring.

Whether they go through with it or not will depend on a few factors. But knowing the right recruiter would be a huge advantage.

So here’s my question to you today…

What are you doing to convince a potential client you’re the right recruiter?

And when was the last time you got a lead from LinkedIn?

If the answer to that is never. And you’re hoping to use LinkedIn to your favour in 2022, then keep reading. This is how you can start getting in-bound leads and real life business from the ’Din.

Lesson 1: LinkedIn isn’t real life

Perhaps a weird place to start for an article pointing out the benefits of a social tool. But it’s one of the most important things I can tell you.

LinkedIn ≠ real life.

Then again, that’s not limited to LinkedIn. It’s every social platform. But realising it’s there for your purpose and nothing more than that will help with your attitude towards it. And maybe help the endless polls wash over your feed without an angry reaction.

People, for reasons I’m yet to work out, can take themselves very seriously on LinkedIn. Doing the opposite will mean you stand out for the right reasons.

I’d guess, by virtue of the fact you’re a recruiter, you have a decent sense of humour. Use it. As often as you can. Make people laugh and don’t take anything too seriously. Including yourself. I promise it’ll take you a long way.

Lesson 2: Grow your network

Growing your network doesn’t mean just adding contacts who look like they fit the bill. That’s a good start.

But in the same way you can’t go to a networking event and throw a thousand business cards from a balcony, sit back and wait for the phone to ring, you can’t just invite people to connect and hope for inbound business.

It just won’t happen. You need to find suitable little pockets of chatter on LinkedIn and then join in.

Targeting companies is a good place to start. Then see who’s relevant and talking the most from those businesses. And before you send a connection request, try commenting on a few of their posts.

This way you’ll build an ally. You’ll start a conversation about something they care about.

How do I know this works? Because I’ve done it. Also, think about it logically. When you post, you’re thankful for anyone who comments, right? So are they.

But don’t steam in and try to talk business or recruitment as soon as you possibly can. Warm them up first. Partake in a bit of LinkedIn foreplay and you might get a happy ending.

Lesson 3: Show your personality

There’s a common theme in a lot of businesses where showing personality or character is seen as unprofessional.

It goes right the way through some companies like writing in a stick of rock. Their comms are formal. Their tone of voice is dry. Their online demeanour’s straight and boring.

And yet walk on to their sales floor and there’s swearing and stress balls left right and centre. And character seeping from every corner.

You know what’s really unprofessional? Not doing any business.

And not showing your personality online is a sure-fire way to make that happen.

Tell your story. Be honest. Be vulnerable. Show character. Be you.

Engage with people like you would with your mates. Be humourous. Try to make people laugh.

I promise it’ll pay off.

Lesson 4: Talk about what you know

Most people who become successful in media always give away this nugget like it’s the secret to life. It’s not. It’s just good advice.

If you were to be quizzed at random on something you know inside out, you’d be able to chat easily and keep a conversation going with salient, interesting points.

The one thing you notice when you start getting traction on LinkedIn is how time consuming it is. But having conversations about topics you know inside out will mean it takes less time. ****

If you get a post that goes into the hundreds or thousands of interactions, you’ll realise the post was just the start.

You’ll also bring people out who’ll like to challenge you.

But if you’re talking about something you know inside out, that won’t be a problem.

Now in an ideal world this will also be something you do for a job. Whether that’s recruitment. Or your market.

I wouldn’t dissuade you from talking about hobbies or outside influences. Because that works as a strategy. But it’ll be harder to convert potential clients or candidates if that’s all you talk about.

So drip feed them into your strategy and bring it back to work regularly.

Lesson 5: Keep going

Becoming well known on social media is only useful if it makes you money.

And becoming well known on LinkedIn can be a curse, even if it does make you money.

But getting to that point doesn’t happen in 6 months. If you spend every waking moment there, it is possible. But it’s unlikely.

The average timeline for a glowing personal brand is probably over 3 years.

And so, the sooner you start, the sooner you’ll get to that point. You will however pick up clients along the way. And chances are, you’re not starting from scratch. You probably have a few thousand followers already?

A lot of people would tell you not to accept everyone in to your network. And that’s possibly good advice. But mine would be, just be a bit smart about it.

If someone’s totally unmatched to your job, career, personality, location… think about it for a while. Don’t be afraid to ignore their invitation. And don’t be afraid of culling those who bring nothing but aggro.

It’s a great tool which can enhance your business capability. But you’re the one wielding it. Not the other way around.

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