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Strategies to Generate Warm B2B Sales Leads on Social Media

Strategies to Generate Warm B2B Sales Leads on Social Media

Ambi Moorthy

Ambi Moorthy

Product Marketing at eGrabber Inc.
Passionate product marketing professional - managing B2B content generation, webinar production & strategic relationships with B2B and recruiting industry experts, partners / resellers, also developing original marketing content for company website, newsletters, articles, Ads, blogs.
Ambi Moorthy

Do you dive into the various social media platforms like LinkedIn, Twitter and Google+ for B2B leads?

Are you not sure how to channelize your time and efforts spent on these platforms that result in actionable warm leads?

I am going to share through a series of articles easy strategies that will generate leads from social media, you can integrate them into your marketing and lead-gen program.

Strategy 1: LinkedIn Groups

LinkedIn has been the go to place for B2B sales Leads. LinkedIn groups spread across different verticals and they bring like minded professionals together in a forum. The conversations and the ideas exchanged are very informative, there is a limitation of 50 groups you must pick and join the groups wisely.

Generate warm leads through discussions

Contribute on LinkedIn Groups - B2B Sales LeadsAll LinkedIn groups have an idea exchange discussion forums and they are a goldmine of leads, members of the group post their questions related to lead-gen, strategy, pipeline development and management. They also ask opinion about a service provider and call for suggestions about a service or a product.

A referral to your business on these forums is best when given by your existing customer, instead of your own sales reps, it always helps to have a handful of socially savvy customers who can vouch for you on these forums to build credibility and send warm leads to your website.

Establish Thought Leadership

Establish Thought LeadershipThe more you are active and contribute and engage meaningfully to these discussions, people from your target market would like, connect and eventually end up buying your service or product.

LinkedIn groups also highlight the top contributors for their engaging comments and lively discussions started, this enables a “Pull” strategy instead of a “Push” strategy, the highlighted section will drive traffic to your profile and engaging content will get them to connect & contact you.

So get started with meaningful conversations today and let the leads start flowing.

Similarly, have you generated leads on LinkedIn through other methods? feel free to share them in the comments below

Strategy 2… watch this blog… coming in my next post

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7 Easy Steps for Engaging B2B Prospects on LinkedIn

7 Easy Steps for Engaging B2B Prospects on LinkedIn

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Viveka von Rosen

I am the author of LinkedIn Marketing: An Hour a Day (http://amazon.com/author/linkedinexpert) and am here to make LinkedIn and social media work for you!

• Forbes Top 20 Women in Social Media (2011, 2012, 2013)
• Forbes Top 50 Most Influential People in Social Media (2011, 2012, 2013)
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LinkedIn is a great tool for finding prospects for your business.  But then what?  You found someone, you might have even used eMailProspector to get their phone number and email and reached out to them. But what if they don’t respond?  Or even if they respond, what do you do with them?

The best way I know to keep a prospect active and engaged is by keeping in touch with them on a regular basis (and by regular I mean 2x a month – not 2x a day!)   I don’t mean hounding their answering machine – but rather, stay in touch and top of mind with them by sending – sparingly – information they might find useful.  And the best way to do that is to use LinkedIn Contacts.

Staying top of mind

How to stay Top Of Mind with Top Prospects on LinkedIn

  1. Find your prospect (through LinkedIn’s Advanced Search or through eMailProspector.)
  2. Do your research!  Read their profile, look them up on Google or use eMailProspector to find PR about them and their company.  If you have the paid account, make copious notes in the “Notes” section of their profile (under “Relationship”.  If you have the free account you have to wait until they accept your invitation to use the Notes section – so keep your notes in a word doc of CRM if you use one.
  3. Invite a prospect to connect with you (through a group is usually the best way).
  4. Try and set up a meeting with them  – informational interviews work best.  Remember – you want to find out about them – not pitch your product or service. Make notes about that conversation right in their profile as well.
  5. Set a reminder to once a month to send an article of interest to that top prospect.
  6. Find a blog post or article using LinkedIn’s new Influencer Article search (see below) and share it.
  7. Rinse and repeat (a few times a month)

Its not rocket science – but it sure is effective!

Download your free trial here:- eMail Prospector

 

 

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