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How to Generate Leads from LinkedIn
How to Generate Leads from LinkedIn Groups (Quickly)

How to Generate Leads from LinkedIn Groups (Quickly)

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If you want your B2B business to sustain & grow, you need to consistently generate new sales leads. One of the best ways is to generate leads on LinkedIn. Why? It is the fastest-growing professional networking site where you can find more than 600 million professionals, all at one place. If you want to generate targeted leads, then LinkedIn groups is the best option. How to generate leads from LinkedIn using Groups? This blog post will help you to learn how you can use LinkedIn for lead generation.

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Table of contents

  1. Join Relevant LinkedIn Groups
  2. Follow LinkedIn Groups Best Practices
  3. Engage with prospects on LinkedIn Groups
  4. Become a thought leader on LinkedIn Groups
  5. What you should avoid on LinkedIn Groups
  6. How to generate B2B Leads on LinkedIn Groups
  7. Engage your Target Audience via Direct Messages

How to use LinkedIn Groups for Business

Before knowing how to use LinkedIn groups for business, let us see how LinkedIn groups can be of great help to companies for LinkedIn B2B lead generation. LinkedIn Groups help you to Find your Target Audience that matches your Ideal Customer Profile. LinkedIn groups enable you to target prospects that aren’t your connections. You can find hundreds and thousands of like-minded professionals, all in one group.

LinkedIn groups also enable you to engage with your audience effectively. There are millions of LinkedIn groups. This shows the vast potential that businesses can leverage to generate B2B sales leads using LinkedIn groups.

how to generate leads on linkedin

7 Tips on How to Generate Leads from LinkedIn using Groups

Here are 7 proven tips that will help you to generate leads on LinkedIn using Groups. This step-by-step process will help you to use LinkedIn Groups for lead generation.

1. Join Relevant LinkedIn Groups

The first step is to search for LinkedIn groups that are relevant for your business. You can use keywords to search LinkedIn groups. For example, if you want to search groups related to “B2B sales”, “B2B marketing”, “B2B lead generation”, “decision makers,” etc, enter the search criteria to find those groups. Identify LinkedIn groups where your prospects are and join those groups. Also join LinkedIn groups that belong to a specific industry you are targeting. Once you have sent the request to join groups, it might take some time for approval.

how to generate leads on linkedin

You can also try creating LinkedIn groups. You can create your own LinkedIn group but it would take a long time to reap the benefits, especially with respect to LinkedIn B2B lead generation. You have to invite your connections to join the group and it takes a lot of time to have a sizeable number of group members.

2. Follow LinkedIn Groups Best Practices

Now that you have joined LinkedIn groups, you have to follow LinkedIn groups best practices to successfully leverage its potential. It will help you to participate, contribute and engage with the prospects well within the rules and guidelines mandated by the group owners and admins. This enables you to stay safe and make the most of the benefits of LinkedIn groups for your business.

3. Engage with Prospects on LinkedIn Groups

LinkedIn Groups enable you to engage with your targeted prospects effectively. Initially, you can just observe the discussions happening in the group, the type of questions posted, answers and suggestions, the pain points that they are facing, etc. Once you get a hold of what’s happening, you can start participating in the group. You can also contribute to the group by sharing valuable insights that helps group members solve their problems.

4. Become a LinkedIn Thought Leader

You can become a LinkedIn thought leader on LinkedIn Groups. Do not jump into every discussion. Choose the topics that you are familiar with and have enough knowledge. This helps you to contribute genuinely and in a more meaningful manner. When you continue to share more insights and useful information about a particular topic, it makes the group members to see you as a go-to person for solutions in that area. You can also raise questions that you are interested in to start a discussion. When you are sharing articles, please do not stick to your blog or websites. Share other blog posts & articles that are helpful to the group members.

5. What you should avoid on LinkedIn Groups

One of the most important things you have to keep in mind is, do not promote your products or services aggressively. Because some groups have rules that restrict certain things that you need to be aware of. Violating those rules might lead to blockage or removal from the group. Generally, LinkedIn groups don’t allow excessive promotion or hard selling and spamming the group with multiple posts that annoy other group members.

Please avoid joining groups where you will not be able to contribute.  Posting random information that is completely irrelevant to the audience or the discussion topic might put you in bad light. Also, starting a discussion and not responding to group member’s queries/responses is also a big NO on LinkedIn groups.

6. How to generate Leads from LinkedIn Groups

As said earlier, you can generate leads on LinkedIn Groups. Now you are part of the groups where your target audience hangs in. You need to focus on the group members, analyze the group members – the industry, title, etc. What are their goals, what motivates them, and what they are interested in?

These inputs will help you to understand the group members better and create content that caters to their needs. This ensures that your posts and updates add value and are relevant to your target audience. Also, you can create content based on a question that is often raised in the group.

The next step is to finalize the type of content – a blog post or video etc. based on the purpose. Once you have created killer content that attracts your prospects, you can start sharing the content on LinkedIn and LinkedIn groups as well. Please ensure that your post entices the prospects to click through to your content. This is where you are pulling your target audience towards your blog or website.

In other words, you are generating sales leads for your business. You can use any interesting statistics, findings, solutions or any powerful words that grab your prospect’s attention and make them to click. Also, if you are a member of multiple groups, ensure that you tailor your message according to the groups. Avoid posting the same message across all groups.

7. Engage your Target Audience via Direct Messages

Another way to engage your target audience is to send content links via direct message to your LinkedIn group members. Again, please refrain from any hard-selling tactics. Start the conversation with a subtle approach. Some people might respond. Reply to them promptly with relevant information or data that they ask for.

Try building a rapport, earn their trust and maybe you can gradually get into the zone when you think that the time is ripe. Posting valuable content on groups will help you to generate B2B leads on LinkedIn. However, you need to know the limits that help you to be in the safe zone.

generate leads from LinkedIn

Measure the results periodically. Analyze the topics that get more engagements – likes, share, discussions, interactions & inquiries. What type of content works best for you. By this way, you can eliminate certain things that don’t work for you and improve on the strategies that gives you good results.

LinkedIn groups is an effective way to reach your target audience with the right message, engage with them, build relationships and generate sales leads.

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How to use LinkedIn Likes to Generate New Sales Leads 1
How to use LinkedIn Likes to Generate New Sales Leads

How to use LinkedIn Likes to Generate New Sales Leads

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According to Forbes, “2O2O is the year of personalized marketing.” Email personalization helps you to not just reach inboxes but also humans. Focused lists with personalized email blasts have been shown to generate new sales leads than generic emails sent to an entire list.

LinkedIn Prospecting Tool to Generate B2B Sales Leads- Try for Free

In a customer-centric world, prospects expect to receive more personalized content and experience. Most of the marketers agree to the fact that email personalization helps increase customer engagement, open & click-through rates, and sales revenue. Therefore, it is essential for B2B Businesses to personalize all their marketing and lead generation campaigns to get leads and maximize ROI.

Email Personalization Strategy to Get Leads & Maximize ROI

Typically, email personalization is done using common demographics such as the prospect’s name, title, or company. But if you want to get maximum results, you have got to know the finer details of the prospects such as his/her interests. Based on this information, you can target your audience with similar interests. When you personalize your email – subject line, content based on your prospects’ interests, chances are high for open & click-through rates. Once you find a more similar audience, you will have a list of prospects with similar interests whom you can reach out to. This is called tighter targeting.

Unlike sending a generic email template to thousands of prospects, sending personalized emails to focused lists based on tighter targeting will help you boost lead generation results. You can get more sales leads & increase conversions. It will also help you avoid the spam trap and retain your sender’s reputation.  

How to use LinkedIn to Generate New Sales Leads

“LinkedIn LIKES” marketing is one successful lead generation method that I used to generate new sales leads. It helped me to personalize emails effectively, generate targeted sales leads and get great results.  

What is ‘LinkedIn LIKES’ Marketing?

LinkedIn is the only professional network that gives precise data about user interests and activities. ‘LinkedIn LIKES’ marketing helps you to find your prospect’s interests and also find prospects with similar interests. If used effectively, it can become a powerful LinkedIn lead generation tool especially for people who use LinkedIn for sales prospecting.  

How to leverage LinkedIn likes for B2B lead generation

  • Engage with your Social Media Audience
    If you have a bigger audience base and publish content or post articles to them on a daily basis, you might have a lot of people liking and commenting on your post. It is because they have found your product or services useful. ‘LinkedIn likes’ marketing helps you to convert your LinkedIn Likes into New Sales Leads. You can target selected audience and engage with them.
  • Target your Prospects where they Flock Together
     Follow experts and relevant hash tags that your prospects would be interested in. This helps you to target your prospects more accurately as they are found at one place based on their interests.

LinkedIn Likes marketing helps you to find your prospect’s interest and build a list of prospects with similar interests. (Tighter targeting). You can use this email personalization strategy to get LinkedIn sales leads & maximize results.

In my case, our best customers are people who are on LinkedIn and who use LinkedIn for sales prospecting. On that account, I follow cold email experts on LinkedIn who writes a lot about email marketing, cold email messaging and LinkedIn sales prospecting. I also follow hash tags such as #sales #B2Bsales #emailtraining, etc., Hence, I get all the related posts coming up in my newsfeed.

How to use LinkedIn Likes to Generate New Sales Leads 2

In my recent activity, I chose a LinkedIn post which had 700+ likes. I quickly segmented my list and chose prospects that are the best fit. I reached out to them via cold email.

How to use LinkedIn Likes to Build your Email List?

If you are wondering how I built an email list of people who liked the LinkedIn post and emailed them, read on.

I used LeadGrabber Pro – a LinkedIn lead generation tool that copy pastes the Name, company and Title of the prospects into a grid. The software then appends missing contact information such as business email address and phone numbers. The tool also fills up the LinkedIn ID, Web URL, Company LinkedIn ID, job title level, business email domain, city, region, state, zip, industry and several other details of your prospects. Using these contact details, I was able to reach out to my prospects with a personalized email referring to the post that they liked on LinkedIn.

B2B Cold Email Templates that Got Responses

I used two different cold email templates and did an A/B test. I added a screenshot of the post to one email and sent out the other with only text in it.

How to use LinkedIn Likes to Generate New Sales Leads 3

To my surprise, the text won over the screenshot. But what I loved about this was, I sent out only 233 emails and got 16% response rate. I got a lot of appointments and sales conversions. That’s a pretty great success for my targeted email campaign.

As this works out really nice and got me a good number of targeted LinkedIn sales leads, I would encourage you to try LinkedIn likes marketing as well. You can customize selecting hash tags according to your own industry and your prospects’ interests to make it work for you. Make sure you find out LinkedIn posts that your prospects have liked recently. This will help your prospects to recognize the post that you are talking about in your email.

If you want to convert your LinkedIn likes into new LinkedIn sales leads, fill in the form below and we will get back to you with a live demo.

70% of prospects prefer LinkedIn as their social media platform
300 Million Users Can’t Be Wrong: Using LinkedIn as a Lead Generation Tool

300 Million Users Can’t Be Wrong: Using LinkedIn as a Lead Generation Tool

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Things have changed immensely in the last decade for buyers of professional services. There was a time not so long ago when the phone book was it. Buyers had few ways to research service providers. Short of knowing someone at a firm (or knowing someone who knows someone), or asking for references from the firm, buyers were often in the dark. Today, purchasers of B2B services have the advantage of social media, particularly LinkedIn.

Plone Conference 2009 Group Photo

Research reveals that 70% of prospects prefer LinkedIn as their social media platform of choice when checking out professional services providers before purchasing. LinkedIn is growing — it’s up from 32 million users in 2009 to more than 300 million users as of May 2014. A recent study has shown that LinkedIn is the most used and most effective social media platform in the professional arena.

Point being, there are clients galore perusing LinkedIn and engaging with service providers on this business-centered social media platform. If you’re not participating, you’re likely losing prospects to more social media savvy firms. With its large and growing base of professionals—not to mention its broad demographic reach—LinkedIn is a firm foundation for your social media marketing efforts. As for how exactly to make this happen, here are 5 strategies for making LinkedIn an effective lead generation tool for your firm:

  1. Put Your Best Face Forward. LinkedIn gives you a chance to connect as an individual and as a business. When prospects come virtually knocking, your profile and your company page must both impress. These are arguably as important as your firm’s website. Make your profile complete and specific. In your professional profile, mention your specific talents and contributions, as well as your company’s capabilities and the value it offers. You can tailor your Company page in a number of ways… showcasing different banner messages and images, and sharing content and updates with either all followers or a targeted audience. 

  2. Content Promotion. Social media is all about sharing. Your marketing department is likely creating some pretty impressive content marketing pieces. By sharing this content, you grow the reputation and visibility of your firm. If it’s of high quality, your content will likely get passed along by your followers, as well as theirs, increasing your exposure exponentially. Share others’ content as well. As you share industry info, you’ll be a part of the buzz being generated.

  3. Become or Develop a Visible ExpertSM. Think of this as personal branding that has a range of benefits for the firm as well. With high profile experts on staff, you’ll attract prospects who follow industry trends and leaders. As your expert’s visibility and reputation grow, so will your firm’s.

  4. Partnering Opportunities. You can’t be everything to everyone. If you want to get involved in specific trends or technology but don’t have the expertise or bandwidth, LinkedIn gives you a great way to reach out to those who do. Find ways you can join forces to provide more services over a wider audience. You’re both likely to gain followers and leads.

  5. Industry Research. If you’re looking to get involved in another industry or specialty, keep an eye on the appropriate firms to gain insight. Follow trends, listen in on conversations, and read content provided by experts in virtually any field. You can also keep an eye on the buzz you’re generating, and see how your firm is perceived by other firms and LinkedIn members. If you’re not keen on how the conversation’s playing out, jump in—LinkedIn gives you direct access, helping you steer the discussion.

Logging in to LinkedIn once a week won’t work. Like all social media marketing efforts, LinkedIn requires daily interaction. Keep your profile updated, seek out new connections, and actively participate in groups with relevant audiences. In short, stay engaged. Consistent engagement will pay off—you’ll strengthen online relationships and generate leads without ever leaving your office—or opening a phonebook.

About the Author:

Lee W. Frederiksen, Ph.D., is Managing Partner at Hinge, a marketing firm that specializes in branding and marketing for professional services. Hinge is a leader in rebranding firms to help them grow faster and maximize value. Lee can be reached at [email protected] or 703-391-8870.