Generating sales leads that convert quickly is more important than just generating more leads. LinkedIn helps you to do that. Lead generation on LinkedIn enables you to target and generate the right leads. That is why B2B companies use LinkedIn lead generation strategies to drive sales leads. Studies reveal that more than 80% of the B2B leads generated from social media are from LinkedIn. Therefore, LinkedIn lead generation is not optional but one of the best marketing strategies to generate leads for B2B companies.
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LinkedIn Lead Generation Strategies to generate the Right Leads
Let us look into some of the LinkedIn lead generation strategies that helps you to generate the right leads.
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Optimize & Update your LinkedIn Company Profile
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Grow your LinkedIn Network
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Engage your Audience
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Target Decision Makers
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Join LinkedIn Groups
- Create a LinkedIn Showcase Page
Optimize & Update your LinkedIn Company Profile
The old adage says, the first impression is the best impression. This holds true for your LinkedIn profile as well. Your LinkedIn company profile is out there in public for all your prospects, clients, companies & candidates to see. Therefore, ensure that you have an impressive LinkedIn profile that includes relevant company information such as the name, company logo, cover image, tag line and website URL. Also, add the industry, number of employees, locations, address and contact information. Mention what you do & offer in your company overview. Share the latest events, product releases or updates on your company page. You need to keep your LinkedIn company profile updated.
Make sure your LinkedIn company profile is SEO friendly to rank in search engines. Optimize your profile by using search terms that are relevant to your industry. When a prospect searches using those search terms, your profile should show up in the search. Why you should keep your profile updated? Because whenever you send a connection request to your targeted prospects, the first thing they do is check your LinkedIn profile. If they don’t find anything interesting or beneficial for their career or business, chances are that they might ignore your request. So it is all the more important to ensure that your profile is optimized as well as updated regularly.
Grow your LinkedIn Network
A great profile alone will not ensure your success on LinkedIn. It’s just a beginning. You need to grow your LinkedIn network. The more you grow & expand your network, chances are more that you get connected with your prospects & leads.
One of the ways to grow your network is to import your email contacts. It helps you to send connection invites to the people in your contact list. You can also send a personalized LinkedIn connection request to people. It helps you to mention who you are and why you need to connect.
You can identify LinkedIn Open Networkers (LIONs) and send connection requests to them. They are the people who will immediately accept your connection invites.
Another way to grow your network is to check your “Who viewed your profile” section on your LinkedIn profile. It displays the people who have viewed your profile. The reason why they visited your profile might be because they are interested to connect with you or your profile would have showed up in the search results or in the People you should follow tab. Whatever be the reason, you can just click on the Connect button. Chances are that they might accept your request. In the same way, if you visit other’s profiles or your prospect’s profiles, chances are high they might send you a connection request. It helps you to connect with targeted prospects. You can share your LinkedIn profile in other networks and have it in your email signature to grow your network.
Engage your Audience
Engaging your audience is equally important as growing your network. Publishing articles on LinkedIn Pulse is one of the ways to engage your audience. Content that addresses problems or issues related to a specific industry will attract prospects to follow you. Answering to your prospect’s queries and comments builds trust among your followers including your prospects. It also shows you as an expert and people will reach out to you whenever they face a problem. Your content gets shared with your connections and their network. People who are not your followers or connections might also follow and connect with you.
In addition to articles, posting updates on a daily basis can do a world of good for you. It helps you to stay on top of your connections’ mind and helps you to interact with your audience every day. You can post content that is of value to your connections. You can share your blog post links, industry news & events, tips & tricks, questions, opinions, polls, etc. Engaging with your audience on a daily basis helps you to stay active and attract your targeted prospects as well.
Target Decision Makers
If you are in B2B sales, then decision makers should be your primary focus. LinkedIn has millions of decision makers and C-level executives. These are the folks who decide whether they need to buy your product/service or not. LinkedIn helps you to target decision makers based on location, industry, title, company size and many more filters. It helps you to narrow down your search based on your criteria and find the list of targeted list of prospects.
Join LinkedIn Groups
LinkedIn groups are one of the best places to find targeted sales leads. LinkedIn groups, spread across different verticals, bring like-minded professionals together in a forum. The conversations and the ideas exchanged are very informative. However, there is a limitation that you can join only a maximum of 50 groups. Therefore you must pick and join the groups wisely. You can also start your own group in LinkedIn.
All LinkedIn groups have idea exchange discussion forums and they are a goldmine of leads. Members of the group post their questions related to lead generation, strategy, pipeline development and management. They also ask opinion about a service provider and call for suggestions about a service or a product. Stats reveal that people who participate more on LinkedIn groups get more profile visits than those who doesn’t participate.
A referral to your business on these forums is best when given by your existing customers 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.
LinkedIn groups also highlight the top contributors for their engaging comments and lively discussions. 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.
The more you are active and contribute & engage meaningfully to these discussions, people from your target market would like, connect and eventually end up buying your service or product. You can get started with meaningful conversations today and let the leads start flowing.
Create a LinkedIn Showcase Page
LinkedIn showcase pages help you to promote your products, services and initiatives that are unique. It is just an extension of your company profile and gets added under Affiliated Pages. You can create up to 10 showcase pages. Showcase pages enable you to target prospects from a niche industry segment. You can engage with your prospects by sharing content that is tailored for your target audience. You can have discussions and questions on showcase pages to drive more engagement. Showcase pages not only help you to connect with your target audience but also enables you to provide value to your prospects. You can use the LinkedIn analytics tool to measure engagement.
Conclusion
I hope the above tips will help you to use LinkedIn lead generation strategy to generate the right leads.
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