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Five to 20 touches could drive a cold lead to pay attention to a brand.

The author shares some tips that brands could use to generate leads on LinkedIn. One measure is to opt for video social selling. As per Vidyard, 52% of “business viewers” watch videos from start to finish, no matter its length.

Creating personalised videos directed at leads then can let “norms of human communication” like tonality “shine through” on LinkedIn. Further, posting on LinkedIn regularly can reactivate outbound leads while generating inbound leads.

Data shared by Jeb Blount reveals that it takes five to 20 touches to get a warm inbound lead’s attention, and about five to 20 touches to get a cold lead’s attention. Brands must create a light pitch to connect with people they’ve been connected with on LinkedIn for some time but avoid being pushy.   

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[5 minute read]

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