Starting from scratch on LinkedIn can be challenging for any marketer. In the beginning, you have a lot of questions and you do not know how to increase sales faster.
Using a LinkedIn lead generation strategy can help you design top-notch content that meets your audience's expectations.
If they are satisfied with what they see and resonate with your brand, finding a sense of familiarity, they can easily transform into your clients.
Are you curious about how you could do that? We have a few tips and tricks on lead generation strategies for LinkedIn that will surely help. Let’s dive in!
LinkedIn lead generation - how to do it
- What is a LinkedIn lead generation?
- How to generate leads on LinkedIn
- 8 LinkedIn lead generation strategies to use
- Build a strong professional profile
- Spot your target audience and connect with them
- Increase brand visibility through your content and interactions with others from your industry
- Promote posts from your website on your LinkedIn page
- Run a LinkedIn lead generation ad
- Join LinkedIn groups to chat with your customers
- Find your top performing content using LinkedIn analytics
- Make sure marketing and sales values align
LinkedIn lead generation relies on identifying any prospective clients. To generate leads, businesses make use of different marketing strategies that could help them attract more buyers.
However, building a strong and devoted community on LinkedIn who is ready to click “add to cart” is not easy.
You need a good marketing tactic to convince your buyer persona to interact with your content and eventually land on your website.
This way, you empower your business by converting users into leads and increasing sales.
If you have a hunger for leads, you should also consider that quality is more important than quantity.
Instead of aiming to get to more LinkedIn leads, you should focus on targeting those people who have already shown their interest in your niche or industry. They are more likely to transform from leads into buyers.
On LinkedIn, there are several ways in which marketers try to generate leads. Here are a few of the most popular tactics for LinkedIn lead generation:
- Webinars - Through well-organized and creative live sessions, prospective clients will have the chance to find out more about your brand and become more curious about your products and services.
- Social media - You can also attract more clients via social media content and lead generation forms.
- Email - Send emails to all those who are interested in your niche. It is even better if you have a well-researched list of recipients to make sure you are right on time to fulfill their needs.
- Website forms - You invite visitors to fill in contact forms when they visit your website to offer them more information.
- Video - A video that features a call-to-action can clearly stir possible clients towards your brand.
- Customer referrals - You can generate leads via the rest of your customers and their recommendations. And this is something every marketer wishes for.
1. Build a strong professional profile
When setting up your LinkedIn page for your business, you need to pay attention to details.
Besides carefully completing the data about your position, what your business is about and the industry you are activating in, you also need to customize your content.
By tailoring your content, you make sure that it is optimized for searches. However, another advantage is for your executives to have a strong presence on LinkedIn.
The executives need to put more effort into growing their LinkedIn community, adding people who are already interested in their industry, having leads potential.
2. Spot your target audience and connect with them
Regardless of the niche in which your business activates, showing your values and beliefs through your LinkedIn posts will help you draw more people like you.
One of your main purposes as a brand is to build a trustworthy community that will follow you every step of the way. When you show them that you preach what you teach, then you’ve already won them over.
As long as you interact with them periodically and you share your thoughts on different topics, your connections will become stronger.
Having real supporters for your brand is a big plus, something that every marketer aspires to get.
3. Increase brand visibility through your content and interactions with others from your industry
Besides interacting with other peers on relevant topics and trends in your industry, while making your brand stand out from the crowd by uttering your thoughts, you also need to work on your content.
And we know that great content is not going to write itself. Thought-provoking content is what users want to see. If your content turns into a LinkedIn debate, it means that you’ve done it right.
Followers did not only engage with your page, but if they identify with what you write, then they will form a stronger bond, having a great affinity for your brand.
It is not easy to conquer followers’ hearts using only content. You need to carefully study your industry and your audience to offer them exactly what they are looking for.
Everyone will appreciate a well-researched article on a popular topic or a relevant update.
Use a friendly tone, make it short and learn what tickles their interest. All these tips will help you increase the number of eyes looking at your content and improve your LinkedIn lead generation strategy.
4. Promote posts from your website on your LinkedIn page
You can’t always be creative 24/7. We have to face it. Your inspiration may leave you at times. And that’s ok. Shakespeare had the same issue and look how everyone still talks about his work.
If you have a lot of blog posts on the latest topics of interest in your industry, then it is enough if you share them with your LinkedIn community.
This way, you will manage to increase traffic on your website. And more traffic equals more lead generation from LinkedIn opportunities.
Promoting your blog posts on LinkedIn should be done in an educational way, but also promotional at the same time, however without being too sales-y.
5. Run a LinkedIn lead generation ad
For B2B businesses, LinkedIn is one of the top paid and organic platforms that you could confidently spend your money on when developing your lead generation plan.
Running a LinkedIn lead generation ad could increase your chances of increasing the number of potential customers.
You can either boost one of your existing LinkedIn posts or you can specifically create and organize content to suit your audience needs.
LinkedIn ads are actually created having lead generation in mind. That’s the strategy behind an ad on this social media platform. Through the ad you set, you can target users based on their demographics.
A third-party analytics tool would really come in handy at this point, helping you learn even more about your community.
You should also know that video ads on LinkedIn are the most effective. So you should better start brainstorming for a video to increase LinkedIn lead generation.
6. Join LinkedIn groups to chat with your customers
Joining LinkedIn groups could help you build new connections with users interested in your industry. However, in some LinkedIn groups, not all users are active and your posts may be considered spammy.
Another great solution would be to join Facebook groups that discuss similar topics as you do.
There, users tend to be more present and willing to interact. This way, you can convert users who share the same ideas into leads, increasing sales.
You can easily connect with others while also building your brand’s influence in your niche.
Your voice should echo your brand's voice to reinforce your LinkedIn lead generation strategy.
7. Find your top performing content using LinkedIn analytics
Before building a lead generation strategy on LinkedIn, you should first put together data to assess the evolution of your previous campaigns.
By looking at LinkedIn analytics, you will manage to see how your work reflects into your metrics.
A third-party analytics tool like Socialinsider could really help you make the most of it. You can assess your LinkedIn performance so far and learn how to organize your marketing and LinkedIn lead generation strategy better to boost your sales.
First, start by looking at what type of posts attract more users. This way, you will know what type of content to develop next.
8. Make sure marketing and sales values align
The shifts that occurred lately in the customers’ buying behavior determined marketers to rethink their marketing strategy.
Before they buy a certain product or service, clients research companies until they make a decision.
They choose a company and a product based on marketing content, becoming their customers.
That is why your marketing strategy needs to be in line with the sales department, to ensure a great experience for your clients and convince them to stay loyal.
If both departments have pre-determined values to which they stick to, customers will return for the professional and friendly behavior.
Make sure you draw their attention through your marketing content and you convince them to stay via your sales strategies.
- Professionals ready to purchase
When trying to find new LinkedIn leads, you have to go to professionals who have purchase power. To figure out who make the buying decisions in companies, you need to go after executives. Linked Helper and similar automation tools help brands reach the exact audience with smart searches on the platform in a very optimized way.
If you manage to convert other companies in leads, your rate of success grows higher and higher.
By convincing those who decide the budgets for their companies, you get to be proud and show your followers what you have acquired.
At the end of the day, your interest is for your leads to bring even more leads. Some smaller businesses might follow if they see greater brands trust you and your services.
- Very active users
LinkedIn has over 830 million users worldwide and the great part about it is that a good share are extremely active on the platform.
About 90 million of them are senior-level influencers, while 63 million of them have decision-making positions.
That’s a big plus for any business who decided to promote itself on this social media platform.
You have a wide audience that you can reach on a daily basis. All you have to do is develop great content and an efficient marketing strategy for LinkedIn lead generation.
- Useful for B2B marketers
When you discover your audience, you can get granular about targeting users.
A B2B LinkedIn lead generation plan helps you learn how to select your targeted audience based on the size of their companies, name and the industry they activate in.
1. LinkedIn Sales Navigator
LinkedIn Sales Navigator is a LinkedIn marketing feature that can help you generate new LinkedIn leads for your business.
A useful tool is LinkedIn’s Advanced Lead Search function. Here you can access the profile of your ideal buyer persona to manage to find new prospects.
LinkedIn Sales Navigator will also show you what users have visited your business’ LinkedIn page in the last 90 days and who has visited your website.
This way, you will find out what users are interested in your company, being ready to group together your target audience.
Skrapp is an extension from Chrome that allows you to retrieve email addresses from LinkedIn profiles. This way, you also find out which companies they are working for, even if their businesses are not on LinkedIn.
This is a great advantage if you want to contact other B2B companies in your industry outside LinkedIn, drawing them towards your products and services.
Skrapp also allows you to order your emails from your leads, depending on their interests.
Crystal is a useful platform that shows you how your prospective leads like to communicate.
By knowing exactly what pitches to use, based on this app, you learn how to design your marketing message to make them an offer that they can’t refuse.
Via Crystal, you obtain information about your prospective clients, regarding their online behavior and personality, while also receiving suggestions on how to approach them to convince them.
LeadFuze is like an upgraded version of LinkedIn Sales Navigator. Since these two features work on the same model, LeadFuze find prospective clients on LinkedIn for you, indicating their hierarchy in the company they work for.
When developing your business, among the first things you learn is who your audience is and what are its main interests in your business to know who sees you in the online world.
Then you can design and accustom your content strategy to your potential customers’ taste. At the end of the day, all marketers want more clients and happier clients.