5 Tips to get more leads out of LinkedIn
Generating leads on LinkedIn can be very challenging … but it doesn’t have to be.
The world of lead generation is evolving at a rapid pace. What was trending last year may now be completely written off. If you want to keep up with the latest trends, you have to be open to change. In other words, you need to have an agile mindset. Especially for lead generation on LinkedIn.
MOTTO: “FISH WHERE THE FISH ARE”
LinkedIn has become an inevitable channel when it comes to B2B lead generation. It’s the ideal way to reach potential customers, however, that’s how a lot of companies reason. Your potential customers are bombarded with messages from all sides and yours might disappear between all others. As a company, you have to try to break through all that clutter. You do this by addressing the right people at the right time and using the right strategy to convert them. In this article, we will tell you more about how you can reach the right B2B prospects to have a successful B2B lead generation on LinkedIn.
THE IMPORTANCE OF LINKEDIN FOR B2B LEAD GENERATION
Before diving into our lead generation tips, it is important to realize the importance of LinkedIn for B2B lead generation:
- LinkedIn user data is up-to-date: the data of LinkedIn profiles are often more up-to-date than other social media profiles. In general, people find it more important to keep their professional profiles up-to-date than their personal profiles.
- Unique targeting options: most of the LinkedIn targeting options are not possible on other social media platforms. E.g., company size, specific skills or specific companies.
- Open and professional mindset: almost all LinkedIn users agree that an extensive network is very important. They are eager to discover new people and companies, but also to learn new insights from experts.
- Specific targeting: when you publish ads, you will only reach the people who are interested in what you have to offer thanks to the specific targeting options.
- B2B focus: it is the most effective channel for B2B to promote your brand, increase sales, gain exposure and discover potential clients.
5 TIPS TO GENERATE LEADS ON LINKEDIN
1. Get to know your personal LinkedIn network
You can connect with dozens of interesting profiles every day, but it’s a waste of time if you don’t build a relationship with them. Do research on the person you are connecting with. Lead generation starts with a positive first contact. Think about how you can help each other and if there is any common ground. That way you can genuinely help your new connection and offer a relevant solution to their problem.
Stop ignoring the search filters on LinkedIn when you are looking for new connections because you will miss out on opportunities. Filter potential customers on keywords, but also on their connections, location and company.
Tip: You increase your credibility with a potential lead if you have many common connections.
2. Stand out on LinkedIn
The first and most important step in lead generation is to make sure that the potential customers can find you and know what you stand for. Look at your LinkedIn company profile from a critical point of view. Can the customer see at a glance how your products/services can help them? This should be clear in any communication or post.
You also need to make sure that you can grab their attention from the very first second. What differentiates you from the competition? What is your unique selling point? Spend attention to your headline and summary, because that is the first thing your potential customer will look at. If you already lost them there, they will go to the competition.
Tip: Think carefully about your keywords. You can have a better ranking on the LinkedIn search pages by using keyword optimization.
3. Lead generation on LinkedIn is “practice what you preache”
Once you have added interesting profiles to your network, it is important to highlight your expertise and credibility. Show that you are actively engaged in your profession. If you regularly post or respond to someone else’s post, you come across as someone who knows what he or she is doing. The more you appear on the potential client’s feed, the more present you will be in the potential lead’s subconscious and the easier it will be to generate the lead.
Also, add yourself to relevant LinkedIn groups that relate to your profession. Once you’re in them, you can share interesting content with reference to your brand and LinkedIn page. Note: don’t be too promotional or you might be banned from the group.
Extra tip: Ask your employees to share your company content. That way you’ll reach other networks. This will expand traffic on your page and increase the awareness of your brand.
4. Spread the word with sponsored posts on LinkedIn
Sponsored posts are a great way to generate leads. Do you think you have reached all possible leads in your own network, the network of your employees and the groups you are a member of? Try sponsored posts. You can reach qualitative leads that you would have overlooked with organic posting. With the right targeted sponsored ads and relevant content, you can find even more people who might be interested in a collaboration. Just make sure that your promotion really helps to solve a problem and relates to your target audience.
5. Never underestimate the power of referrals for lead generation
According to Harvard Business Review, 84% of B2B sales start with a referral. This is because people in the B2B industry are very fond of authenticity. Referrals are of great importance for lead generation. Satisfied customers are the best advertisement to gain new business. Feel free to ask your customers for a testimonial and publish it on your LinkedIn page. This might be the final push for your potential leads to make the conversion.
6. Bonus tip: make use of the LinkedIn showcase page
The LinkedIn showcase page is a separate place on Linkedin that you can connect with your company page. You can use it to showcase a specific solution, a unique case you did or share specific things around a certain expertise You have with your company.
What is your next step to have more leads via LinkedIn?
Now that you have received these five tips, lead generation on LinkedIn will no longer be a problem for you. With a customer-centric mindset, the right content and a good strategy, you are already a lot further ahead than the competition in converting quality leads.
Want to receive more information about B2B lead generation or are you wondering how lead generation can be improved at your company? Don’t hesitate to contact us for a free consultation via the form below! We will do a scan of your actual online channel use and provide you with personal tips & quick wins to improve your online marketing.
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