LinkedIn is the most powerful social networking site to help you grow your business.  It makes Twitter, Facebook and YouTube seem like social networking sites for kids.

If you want to hang with the big players—a place where connections are made, leads are generated, and deals go down—then you need to spend more of your time on LinkedIn.

Although other sites have their purpose in the business world and many people utilize multiple social networking sites, LinkedIn is still the number-one place to market your business.  Here are ways to use LinkedIn and get results:

#1: Use LinkedIn Groups & Receive Tons of New Leads Daily

How would you feel if you had a sales funnel that brought in roughly 50 to 100 fresh, highly targeted leads every day? You’d feel pretty confident about putting food on the table next week, right?

Well, creating a LinkedIn group gives you the ability to generate an amazing number of leads from high-end decision makers.

Here are some great groups to closely examine:

Here’s how to maximize your LinkedIn group:

  1. Add keywords in the description of your group to increase your search rankings on LinkedIn’s search section.
  2. Add keywords in the title of the group to be found on Google.
  3. Add your company website or blog to the group to drive traffic to your site.
  4. Add your blog RSS feed to the group so every new article is automatically posted to the home page of every group member.
  5. Send a weekly message that adds value for group members and drives traffic back to your site.
  6. Connect people in the group by making introductions to those who could potentially do business with one another.

All of these points will help you generate more leads for your business.  If your sales funnel is set up correctly, you will have more than enough prospects to grow your business.

Make sure you create a group that fills a need for the audience you’re targeting in your business field. This will ensure that every person who joins the group is a qualified lead.

#2: Ask Questions & Build Your Credibility

I’ve asked a number of questions using LinkedIn Answers because it’s a great way to get the answers you need from some of the top experts in the world.

One question I’ve asked was, “How often are you answering questions for others on LinkedIn?” I received about 20 responses, but one answer stood out from the rest.

I had an individual share that he spent about an hour a week answering questions and he was getting three to five new clients a month bringing in roughly $3,000 to $5,000 extra in monthly revenue.  Not bad for answering a few questions, huh?

Here are some tips for answering questions:

First, set up the “Answers Application” on the bottom right-hand side of your home page for the subjects you know best.

linkedin answers application

This image shows a sampling of the categories you can monitor.

Then, when you see a question pop up that you know the answer to, follow these steps:

  1. Research the person who asked the question, and find a way to tie in a personal response with something from their LinkedIn profile.
  2. Be as helpful and resourceful as possible when answering the question.  Give tips, website links with additional information, or even recommend someone who is the best expert on that topic.
  3. Leave the answer with an open invitation for more communication by asking them to contact you privately if they need any extra help.

All of these tips will help you gain the most out of answering questions, and will help you build powerful relationships that will grow your business.

#3: Create Powerful Events

Hosting an event is a great way to build your business (see events under the ‘More…’ news in the LinkedIn navigation bar).  LinkedIn has an events platform that allows you to target thousands of professionals for free.

I threw close to 20 events around the country last year and I used LinkedIn to promote them, getting approximately 500 paying attendees per event.

Due to the viral nature of LinkedIn, once someone RSVPs to your event, it shows up on the home profile of everyone that person is connected to, spreading the message for you.

Creating an event on LinkedIn is simple.  Answer a few questions and start promoting your event.  Send an invitation to the people who would be interested in the event based on region or niche. You will notice a wealth of opportunities from hosting your own event.

cleveland linkedin event

This image shows what the events page looks like in LinkedIn.

#4: Run an Advanced Search in Your Target Market

It’s so easy to generate leads from LinkedIn.  The advanced search function helps you get in touch with the exact people you’re going after.

Simply click on “advanced” on the top right side of your home page next to the search box.  This will take you to a clean page where you can input anything you need to find the exact lead you are seeking.  You can search by industry, keywords, company and title, to mention a few.

linkedin advanced search

LinkedIn Advanced Search

#5:  Send Personal Messages

Once you find leads, you want to send them personalized messages.  The best way to drop any walls—and give yourself the best chance of making a sale—is to connect with someone on as many personal levels as possible. Look at their profile, find out which companies they’ve worked for in the past, which school they attended, what groups they’re in, listed hobbies and who your mutual connections are.  Then, write a personal message like this one:

Hi Tom,

I noticed that we’re both connected to Mary, Jeff and Bob; we both played basketball back in college; and we’re both in Toastmasters International speaking club.

I would love to connect with you to learn more about your experiences at Xyz Company. I believe there are a number of ways we could help one another.  Would you be free for a brief chat in the near future?

Looking forward to connecting soon and I’ll be sure to tell Mary I contacted you. I’m sure she would love to know I reached out to say ‘hi.’


Personal messages seal the deal and give you a greater chance of future opportunities.

Now Go Grow Your Business With LinkedIn!

If you follow these tips, you’ll begin to understand why LinkedIn is the best social networking site for building your business. There are number of ways to attract leads, connect with powerful decision makers and market your business. LinkedIn’s niche-specific filters and search features can help you reach the right people in your field.

Make a point of staying active on LinkedIn. Continue to update your profile and add new contacts. The more you put into it, the more the entire network will work for you.

Are you using LinkedIn? How is it working for you? I look forward to hearing what success stories your LinkedIn network brings you. Share your comments below.

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  • Thanks for this article. I have had an account on LinkedIn for what seems like forever but have not actually put it to good use. With the tips contained within your article I think I will be examining LinkedIn a lot closer and will be looking at using it more than I currently do.

  • Chad – I am pretty sure you are not alone. I know a lot of folks who are not fully taking advantage of the power of LinkedIn (including me!). – Mike

  • I guess with how sexy and cool Twitter and Facebook have been portrayed by the media it’s easy to forget that there are other really good and really powerful networking tools available to use. I know that his article has opened my eyes a little wider.

  • Excellent article. My favorite tip (I like them all) is #2. Such a hidden gem from within @Linkedin. Thanks for sharing.

  • Thanks for this great, simple, easy to follow information. I, too have been underutilizing the power of LinkedIn. This information was extremely valuable! I just posted an event and it took me less than 5 minutes to do it!

  • sridharbhopal

    This article has really helped me in using LinkedIn and expanding business.

  • Great article for marketing on LinkedIn but I wonder if these methods work best in b to b or b to c situations? Overall a great article. I’m definitely bookmarking it.

  • Great post. The greatest value Linkedin provides for me is asking questions. It is unbelievable how much insight you receive from asking one question.

  • Excellent! Thank you for sharing!

  • shereebeadwork

    I agree LinkedIn is an awesome resource. Thank you for giving specific ways to make use of that resource. Do you feel that adding comments to a group I am a part of are just as important?

  • Such great simple advice! LinkedIn is often overlooked in my social media strategy. I shall remedy that!

  • Guest

    Hello Micheal, Thanks for sharing us this great article as you always do.

  • Useful article.

  • rogerswain

    Great article Lewis – and I am really starting to realise what a sleeping giant LinkedIn really is (although it was probably me who was sleeping – your article has woken me up to the possibilities!) Like Chad says Twitter and Facebook seem sexy and now – but real targetted quality potential for business is more likely to be found in Linked In – already upgraded my profile from your previous post – now for step 2.. thanks again

  • LinkedIn is certainly a useful social network for business and I have had an account for many years. The usefulness is related to the type of business you are in. I have been seeding more than thirty related industry groups with information and answered questions but tangible business leads hav been infrequent to non-existent. This might be due to the fact that a huge number of members are recruiters looking for suitable candidates for their job placements.

  • a lot to chew on, I knew I wasn’t getting the most out of LinkedIn, and now I know why, thanks for all of the pointers.

  • alistairgray

    Brilliant! Thank you.

  • Jenni Wright

    LinkedIn has given me three speaking engagements already this year. I had no idea about No. 2, so I’ll be putting that into my repertoire as well.

    Oh and I’ve posted this great article on my LinkedIn Groups.

    Thank you
    Jenni Wright

  • alikoh

    Good tips!

  • natashakhan

    Thanks! I learned about a few features I didn’t know about before. 🙂

  • Excellent points, Lewis — really worth the time to spruce up one’s LinkedIn profile and send invites to connect, etc. I’m still working on mine. While I’m doing OK with group memberships, I’m lacking in connections and Q&A participation.
    As to lead gen potential, it’s true. I still remember how good I felt when I received an unsolicited email from a potential client who’d seen my profile on LI.
    However, as with all good things, it does take a little elbow grease — and patience.

  • Excellent advice, Lewis, and the beautiful thing is that LinkedIn is still so under-utilized that when you do get active in the conversations there, you will stand out.

  • Mike: Thanks for another in a long series of extremely useful tips.Question regarding Point 5: Last I looked, Linkedin doesn’t allow sending personal messages unless one is already linked. Doesn’t it still require working through third party recommendations to establish contacts? Even the premier members seem to have a limit of how many emails can be sent. Please advise.

  • lewishowes

    Chad… LinkedIn is the sexiest thing online today (at least in my mind 😉

  • lewishowes

    It’s amazing how many people I talk to who answer questions and within days it translates into business. It’s no question a great function to focus on my friend.

  • lewishowes

    Thanks Cindy, now go and create a group for yourself and that will take even less time 🙂

  • lewishowes

    Adding comments to a discussion is good as well, but not as powerful as answering a question (in my opinion) but it all depends on the question, and the discussion you are commenting on as well

  • lewishowes


    Think Twitter and Facebook are sexy? Check out these stats about LinkedIn:

    * 60 Million Business professionals (double the number from last year this time)
    * $109,000 average household income per user (facebook, myspace is under $90,000 per user)
    * 45% of LinkedIn users are Business decision makers (Facebook, Twitter, Myspace around 25-28% decision makers)

    Where should you be spending your time to build your business? The answers are in the facts my friend 🙂

  • lewishowes

    Rome wasn’t built in a day, and it definitely takes some time to build a powerful presence on LinkedIn… but once you get it going, it pretty much sits on autopilot and the opportunities flow in like you wouldn’t believe Rachel.

  • lewishowes

    I agree 100%

  • lewishowes


    Good question, and not many people know this… If you are not connected with someone but you are in the same group as them, then you can send a message without having to pay for a profile upgrade or go through one of your connections. That’s why it is important to join many large groups in your niche so you can reach out to a larger amount of people. My site has a bunch of great article on how to do this as well if you want more info.

  • I’ve been a member of Linkedin for quite some time now and only just started using it so this is timely and excellent info i can use Thanks

  • Thanks very much, Lewis.

  • alexasamuels

    Nice article, Lewis – thanks. It bears mentioning as well that one should make their LinkedIn profile as robust as possible before reaching out. There are many ways to embellish one’s profile (e.g. presentations, white papers, video) to enhance credibility before making external overtures.


  • Great post Lewis, LinkedIn has been a good lead generation source for me but like many here I need to devote some more time to it. I just attended an event Friday (funny enough it was first event that I found out about via LinkedIn Events) in which a marketing director of a technology company shared how they generated $1 million in revenue last year through 1 LinkedIn group the director created himself on a whim as an experiment 2 years ago. View my blog post about it here:

  • lewishowes

    I definitely agree with you Alex… and also give a number of pointers on how to make your profile more robust on

  • stevepeck

    Excellent post! LinkedIn is the best for connecting with business partners and you gave us some fantastic tips to take it to the next level!

  • Great article Lewis. I too am one that has slept on LinkedIn ( for a long while. Do you have a source for these stats?

  • ruthmshipley

    Like JEBWorks, my experience on LI has been mostly negative so far. I’ve had a profile for at least two years, I think, and I belong to about 10 groups. I use the Update feature often, which also updates my Twitter stream.

    So far, I have gotten absolutely nothing out of LI. It seems to be set up mostly for companies looking for employees and professionals looking for jobs.

    I’m an independent contractor who’s still trying to determine if I can use LI to find clients for my business. The profile is set up like a resume. How do I list a project that only lasted five hours? Where do I put an oral presentation I gave that lasted one hour? If I’m currently working on four projects, can I have four “current jobs”?

    I can’t afford to use the paid plans, and the free version is very, very limited. I can’t contact anyone unless they’re in my network. And I can’t see the full profile of people outside my network.

    And on the free plan, you can only see a dozen employees for any company. You have to upgrade to a paid plan to see more. Even if I use the Advanced search, I won’t see very much information on the free plan.

    And many company employees don’t put their personal name in their profile. Just their job title. And without a personal name, LI doesn’t tell you if or how they are connected to you.

    So much for using LI to find the “decision maker” at a company! With no personal name, how do I use my network to get introduced to them?

    Personally, I agree with JEBWorks that LI is mostly a recruiting tool for recruiters and companies who are looking to fill jobs. They can afford to pay to get much more information about people and their connections to them.

    Under these circumstances, I agree that the best policy is to join as many Groups as you can. Everyone in that group will be connected to you through your shared group membership. I think they’re considered a second degree connection. But if they don’t include their name in their profile, you may NOT be connected to them. Or you may be, but you won’t be able to see the connection.

    And you’ll get that group’s updates in your email. Notices of job openings, discussions where you can establish your expertise, etc.

    But many groups have strict rules against spamming and advertising. And most focus on job openings. Every group update I get has mostly job openings. So how do I find clients for my business in a group without spamming the members?

    I DO recommend selecting one or more Answers categories and subscribing to them. You’ll get an RSS feed of all questions posted in that category. If you see one you can answer, that’s another way of establishing your expertise.

    I gave a detailed answer to a question recently that highlighted my skills as an independent contractor. But the woman who posted the question couldn’t recommend me, because only people in your network can recommend you. And most recommendations are linked to a job!

    I just reviewed a book on LI for Social Media Examiner, which should be published on this site early in March. The book was excellent, but the blog post I am writing about my experience on LI will be rather negative. IMVHO, LI seems to be geared primarily to Fortune 500 companies who can afford to pay thousands of dollars a year to use LI to find qualified employees.

    But I don’t know how useful it will be for an independent contractor seeking clients.

  • ruthmshipley

    I agree with you. See my comment below. It’s probably the longest comment, so it should be easy to find.

  • Thanks for the information, I lucked out on Linkedin as I received a few radio host spots from the nice people on this site. From a children author in Concord, Ca.

  • I would like to reinforce your second point about Linkedin questions. I have made some outstanding business connections by answering questions related to my expertise in business and technical writing. Linkedin members can stand out by providing information to those who post questions that helps them solve problems.

  • Very nice article, Lewis! My favourite tactic is to work within the Groups posting News. I also like #2 as it is a great way to gain and spread some knowledge. Keep up the good work, mate!

    Kris Olin, MSc (econ.)
    Author of the Facebook Advertising Guide

  • lewishowes


    I’m sorry you havn’t experienced any success using LinkedIn. To be honest it would take a while to answer all of the points you make on why it hasn’t been working for you. If you check out my site I have many videos that cover many of your points, as I work with hundreds of independent contractors who were in the same boat as you… but after working with me, going through my training, or watching some of the videos on my site they start to see the potential for using LinkedIn to get business for themselves.

    And if you want to know how “they’ used it themselves, feel free to email some of the people that put up recommendations on my profile, as those are the one who have seen massive success with a free LinkedIn profile. thanks.

  • lewishowes

    @Catherine and Kris… thanks my friends!

  • lewishowes

    Ya thats public info and the stats are on

  • Thanks for the article! I am working on a project about social media and just set up a group for the company on LinkedIn. This will be helpful to make sure it is a success!

  • I have benefited from tip #4, using the advanced search feature to find contacts I had otherwise lost track of because of workplace changes. I have reconnected with business contacts from as far back as two decades.

  • alexandragibson

    If you are in a company that also responds to RFPs or who wants to get a foot in the door to work with a larger corporation, LinkedIn is also great. I make sure that I am in groups that are somewhat personal (my sorority, Junior League International, my alma mater, etc.). I’ve been excited to look up the company that we’d like to do business with and find that I have a sorority sister that works there. That is a natural “in” to email and connect.

    Thank you Lewis for the really valuable article. I learned a lot.

  • Absolutely spot on and very useful! Thank you.
    I have a question for you: Do you find Linkedin useful for promoting new web applications? For example, if Twitter was coming out today, would you promote it on Linkedin? Even if people did not know what to do with it? HOW would you promote it?

  • paigeoneill

    With regard to #1, one of our employees runs a successful group on Linked In, and I can definitely see the potential for the members to be leads for our company, but wondering how other marketers are bridging the gap to start contacting them with marketing offers, etc. (if they are) Seems overt marketing would be frowned upon…are most of you letting the leads happen organically if they happen, or are you doing some more direct targeting?

  • bethbasler

    I feel the same. I have not been using LinkedIn as much as I should either and have been placing all my efforts within Facebook and Twitter. I will now start using LinkedIn more and share this with my business networking site and all of my contacts! Thanks so much!

  • Stacey Hanke

    Great article! Thank you for sharing your areas of expertise.

  • I really like tip 4 – easy to bypass that on the linkedin website. Great article.

  • ptoddkelly

    Excellent article. Very succinct. I have not done a very good job of marketing my various businesses on LinkedIn, while focusing more on Twitter and Facebook. Now that I see some strategies, I believe that I can refocus some of my efforts and spend more time employing some of these tactics.


  • Amy Dunn

    Great tips! I did not know about LinkedIn Answers- what a great way to connect! I learned so much from this article that it inspired me to post info about it on ours…Hope I did it justice!

  • I found this article extremely informative. I have ben ddoling around for ages as to what is the best strategy regarding social media tactics, and where to spend my time, I now think I have the answer.
    Many Thanks

  • ellennaylor

    Good post, Lewis and it’s a reminder to us that LI is a good use of time, if you use it wisely. It’s like any other network: you get from it what you put into it building relationships. I have found business through LI, and I haven’t really worked the system fully as you describe above since I don’t have the time to build my own LI group and support it. I think if you do your research and connect with potential customers and experts in your industry, LI is great. I haven’t gotten any biz thru FB or Twitter, but I think you need a presence there for your brand ID, especially if you run your own business and want to be seen. The key to it all is figuring out the balance for marketing, since as a small business owner I still get a lot of business through personal referrals, but do notice that business is picking up over time from electronic leads. I’m going to check out your book too!

  • sudy90

    This is a nice posting and I like #2 post.

  • Obviously there are smart ways to use the wealth of info and connections on LinkedIn. But it could be so much better. I recently wrote a post about 5 improvements which LinkedIn needs.

  • it is so good and i will be back to read it again.

  • very helpful, thank you, I like the events idea

  • Thanks. Good article. There are definitely more ways to use LinkedIn than may be first thought.

  • Hi everyone? How can I, being responsible for announcing events and messages for a group, use it more effectively? I see the events creation on my profile, but how can I, one step, announce it to a Group I am managing? Why are announcements for a Group limited to once a week?

  • Excellent post..I recently started spending more time on LinkedIn and these tip will help in my progress. Thanks.

  • ladjill

    Thank you for your post. I wonder if it is possible to reprint the article in a newsletter that I work on? Let me know your thoughts. Thank you.

  • TomW

    Lewis…wish you would refer to LinkedIn as a “business” media, not social (aka Facebook, Twitter). A few additional comments:

    1. You should have included – Make your company a stand-alone profile. I know you can add your business, but you can also make it a profile. I’ve see a few and like the idea.

    2. One thing that amazes me (lack of business savvy), is most members do not write/show there email address. It’s the only (free) way to get Invitations and build their network. Why else are they on LinkedIn?

    3. Then there’s LinkedIn “policy” of “only connect with those you know”. WHAT? It’s the entire purpose of the network! It’s not Facebook! LinkedIn penalizes you if an invite rejects, replies with “I don’t know them”. Your placed in a penalty box and they limit your activity?

    I’m a heavy user (for sales contacts – now job search) and think of better potential.

  • Very informative article. As someone who is now assisting clients with getting up to speed on all there is to know/keep up with on social media sites, I’m sure they’ll find this helpful as well. We are now in a world where personal branding via such tools as LinkedIn is essential.

  • Since Linkedin still baffles me, this was very helpful. Thanks.

  • What a great introduction for anyone! If you’re already on LinkedIn just doing the Answers application idea can be a super method to begin building your community AND showing what you really do know. Can’t think of a better way to do B2B business branding than this simple technique

  • Am also a new LinkedIn associate. Since I am home-based, I spend A LOT of time at the computer. This article I printed off so I could read (and study) it at leisure. Perhaps even for late night or early morning reading where I allude myself into thinking I am still ‘off duty’. Thanks to the author and to the sender who connected me.

  • Hey!

    First of all , I want to thank you for all this informations , and I’d like it so much .
    Thanks for this sharing!

    Good work for ways to market ! 😉

  • Gail

    Wow so much useful info . . .

  • Octain101

    Thanks so much just getting started with social media and this article is sooooo useful

  • I really need to start using linkedin more. With so many of these types of sites and so much work to do one really needs to prioritize and get into a schedule. I always find myself neglecting certain things.

  • This was perfect!

  • I didn’t know about that LinkedIn Answers until I came across your article, thanks for sharing it!

  • I have been looking for a Social Media platform that supports LinkedIn, I found SMINetwork, It looks to provide all of the functionality I require for my small business, but does anybody have any insight into these enterprise-platforms?

  • Anne-Lise J.

    Great article Lewis. I am currently working on a social media strategy for a company , and found your article really inspiring! I also had a look at your other ventures as my goal is to get in to sportsmarketing, so I think you are the person to follow for me (in a very non-stalkerish way that is!).

    Bill, have you looked at It is a social media platform with different types of accounts. It just won an award from I am considering starting to use it. Let me know how SMINetwork works though!

  • I have a question about the Answers Application. Currently I subscribe to the RSS feed of the question category that I want to monitor so that I can jump in and answer when something comes up in my area of expertise. However, I am not finding the “Answers Application at the bottom of your home page” as you mentioned. Any thoughts?

  • Amen to that. Due to the nature of my work (I am a freelance B2B copywriter) I find LinkedIn to be much more powerful than either Facebook or Twitter.

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  • raylene

    yes – I have just started using LinkedIn more and I am enjoying the benefits!! Thanks for the tips!

  • I noticed that my B2B business is actually not mentioned on Facebook (or I dont see it), but it is mentioned (and my articles republished) on Twitter and Linkedin.

    Looks like twitter is not 100% B2C or C2C or B2B, but can be used in all situations.

    Facebook (to me) is more C2C.

    Linkedin is very much B2B, and for me, way more interesting than Facebook.

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  • Terry, I think perhaps LinkedIn got rid of that feature because I could not find it either.

    Great article, Lewis. Very helpful to find out how to use LinkedIn more effectively. I have just found some groups I have joined that look to be helpful to me in developing my blog. Thanks!

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  • Sc927

    Good idea for my site focuscountries.

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  • Any advice/perspective on a government agency using twitter? Say, for instance, an agency with a thousand employees that try to find employment for over 20,000 job seekers? 

  • Any advice/perspective ona  government agency using twitter? Say, for isntance, an agency with a thousand employees that try to find employment for over 20,000 job seekers?

  • Hi Lewis –

    This is one fantastic article. Every single bit of this writing is full of tips for me. I really appreciate the value that social media examiner is adding to people’s business life. How can I say thanks to you? 🙂 Well, here I go …. I just followed you at Twitter. 😉

    Thanks again and regards,

  • Terri and Carolyn, I was just searching for it too–go to top of any LinkedIn page, in the black menu tabs across the top, and under the More tab, you’ll find the option for Answers. From there, you can see the questions and also set yourself up as an Answer Expert. This original article was written 2 years ago, and LinkedIn has had quite a few updates/redesigns since then. Hope this helps!
    –Debbie Pfeiffer

  • Thanks, Debbie!

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  • Jackie

    Although these comments are from 5 yrs ago, but I thought LinkedIn is creating a new wave of socializing culture in internet. The whole world is evolving.

  • Frieda Kleinman

    I’m using linked for my manager’s company. I still don’t understand how I’m suppose to market his company on LinkedIn. All I ever see is other companies. Am I suppose to contact them or how do you navigate the site.