LinkedIn is considered as the most effective channel for driving leads by 40%. Additionally,
Did you know that 65% of B2B customers have gained customers through LinkedIn?
But without strategies, you cannot go anywhere. You need to know the dynamics of the platform and learn a few effective tips to attain leads.
As stated by Ron Karr, an American author and marketing consultant, “The way you position yourself at the beginning of a relationship has a profound impact on where you end up.”
So, let’s get down to business. Before we discuss why LinkedIn is stellar for lead generation. let’s understand the best practices for LinkedIn lead generation.
12 best LinkedIn lead generation practices
Some of the best LinkedIn generation practices are mentioned below that can be used for convenience. Let us take a glance at them.
Optimize your LinkedIn profile
The first step of your LinkedIn lead generation strategy is to update your profile and insert necessary information that will draw the people you want to connect with closer.
Some of these elements include
- Display your best professional pics
- A catchy bio
- Give concise details on your job experience
- Provide a clear headline
Since they will scroll through your profile to check you and your company out, you must be holistically prepared to give them the best impression.
Think of it in this way that you have 3 seconds for a person to decide if you are worth their time or not.
Publish Valuable Content
You must try to create content that adds value to the customer’s pain points or gives effective tips that resolves them. You must not try to stick to any one type of content. You can think outside of the box and come with content like
- Educational – This is more down the lines of informing the customers about various topics such as tips, strategies, etc.
- Infotainment – It is a new concept which is a blend of information and entertainment. It revolves around any form of information presented in a comical way.
- Promotional – This content is created with the purpose of creating brand exposure and awareness.
- Entertainment – As the name suggests, it is more about creating appealing content for a lighter reaction. Memes and funny videos fall under this category.
Become a LinkedIn influencer
Around 61 million LinkedIn users are senior-level influencers, and 40 million are in key decision-making positions. The greatest difference between LinkedIn and other social media platforms is that LinkedIn needs a blend of quality and professionalism. The target audience is highly proficient, and they prefer valuable content.
On LinkedIn if you create posts consistently and make it relevant, people will like, comment and follow your page. It is not rocket science to achieve that.
In order to do that, you must create content which is about
- Milestones – You can always highlight your achievements as people love success stories. You can write it as struggles and obstacles that your company endured only to gain success. Don’t fabricate the story. Keep it real and relatable.
- Replying to comments – Write interactive and engaging content so that people would be happy to comment and share their side of the story. Once they do it, comment back and keep the conversation flowing in the comment section.
- Moment Marketing – It is a type of strategy where content is created based on recent trends to connect emotionally with the customers. You can share posts related to any recent event or incident and garner likes and impressions.
- Tips and Strategies – People love posts that talk about solving a problem. If you can create “How To” posts for your users, they will be bound to follow you. Ensure that the posts are relevant to what you do and provides the right solution to their problems.
Send Personalized Messages
72% of customers state that they only engage with personalized messaging. It requires you to jump in the shoes of the customers to address their pain points so that they can’t say NO to you.
Here are some pointers to keep in mind and here are elements that you need to avoid.
| Dos | Don’ts |
|---|---|
| Personalize it as much as you can | Don’t jump the gun! |
| Provide statistics to substantiate your statement | Refrain from speaking about yourself |
| End with a question | Skip the unnecessary information |
| Less is more | Don’t forget to add a catchy CTA |
Dos
Personalize it as much as you can –
Personalization is proven to give 20% higher customer satisfaction. Personalized messages is important as it helps customers understand that you know their pain points well and you are ready to resolve that problem for them. The more personalized and relevant it is, the more customer are going to say hooked to you.
Provide statistics –
Whenever you give a statement, ensure you provide a concrete backup to it such as mentioning the statistics. You don’t want to have the customers think that you love to bend the truth! This will sway them away from your product.
Always end with a question –
When you have crafted the message, ensure that you always leave with a question. Questions induce customers to write or reply back. Try to end it by writing the one of the following
- Are you ready to create some magic with the product name?
- Are you okay letting this opportunity slide?
- Are you ready to jump in on the offer?
Less is more –
If you want to cut through the noise, you must be relevant and reduce the number of words. Customers do not go for long content but they go for relevant content. A Nielsen study stated that customers respond positively when they are offered relevant content. Being less refers to inserting information that is pertinent and removing all the unnecessary ones.
This tool is not as basic as the LinkedIn search. It offers variety of features that facilitate an increase in lead generation. Some of them are
- It gives you relevant and new prospect information which makes the job easier.
- It fosters you to connect with the right people at the right time.
- It provides notification of important milestone or opportunities when you save leads or contacts.
If you make use of this tool effectively, the entire sales process would become smoother.
Keep Following – Up
Always remember that customer is GOD. They might be tight on their schedule and they might have forgotten to see your message. After 2-3 days, drop in another follow up message to check up on that as it might have slipped off their mind.
Organize LinkedIn live events
LinkedIn gives you the upper hand to organize live events and host them in that platform. It is the perfect way to grab hold of people who can be your ideal leads. You can create a list of the number of potential prospects and can reach out to them later.
Here’s how you can organize an event on LinkedIn
- Go to your LinkedIn page/profile
- Scroll down
- Click on Events
What kind of topics you can cover in LinkedIn Live events?
LinkedIn Live events can cover a wide variety of topics
- Interviews – Host live events with top industry leaders and experts to discuss on relevant subjects that will attract your potential customers.
- Company Announcements – Broadcast new updates of your company like a new product launch or a new feature.
- Tips – Offer valuable information such as practical knowledge on industry trends, a demonstration on how to use your product, etc.
- Q/A round – Let the viewers speak their mind out by asking you questions while you answer them.
You can have a look at the Event audience by clicking on Attendees and keep a note of those profiles who can be suitable leads in the future.
Run Dynamic Ads
Dynamic ads are the type of ads that can be customized based on the marketing objectives. You will find this option on LinkedIn itself. It appears on the right side of your LinkedIn feed.
There are variety of Dynamic Ads such as
- Follow Company Ads – This is used to boost your company followers and create brand awareness.
- Spotlight Ads- It is published with a CTA and links to a landing page or your website where it showcases your product.
If you can harness the power of Dynamic Ads, you are on the right track of getting qualified leads.
Go for Conversation Ads
Conversation ads are the type of ads which are displayed on the targeted member’s LinkedIn messages. It grants you the opportunity to set multiple action buttons that is linked to your landing page, open a lead gen form and other factors.
They are an effective solution as they allow you to have a direct conversation with your target audience and urges for active participation. This is more productive than the traditional ads as it leads to an enhanced engagement rate.
You can include Lead capture forms through which your targeted customer can be navigated to your external landing pages.
Leverage LinkedIn Account Based Marketing
LinkedIn Account Based Marketing is the strategic marketing approach which involves better coordination between the sales and the marketing team. It does not focus on a broader audience but primarily on narrowed down specific companies. The objective is to drive business growth, build stronger relationships with those companies, and convert the targeted lists into customers.
LinkedIn Groups
LinkedIn Groups are a place where all the like-minded people connect with each other, share ideas and collaborate on particular projects. It is perfect for you to grab hold of potential prospects, connect with them and build long-lasting relationships.
Here is a quick way to join a LinkedIn group
- Go to the Search bar.
- Type the relevant keyword.
- Filter the results by tapping on Groups.
- Click the Group name which you like best.
- Select Ask to Join.
How will joining LinkedIn groups benefit you?
LinkedIn groups are a faster ways to get your leads as
- It upright gives you access to your target audience. You can connect with thousands of members that match your buyer persona.
- It gives you enhanced visibility amongst a highly relevant audience. It helps you position yourself as an authority.
- It leads you to similar LinkedIn profiles. You can assess leads generated through groups for sales qualification.
Look at your profile visitors
A quick and an easy way to get leads is having a look at the number of people who visited your LinkedIn account. Out of them, there is a probability of finding your interested customer.
In order to see your profile visits, you have to
- Go to your LinkedIn account
- Click on “Who Viewed Your Profile”
- Assess the entire Stats
Once you have the entire list, you can leverage that to visit their account and understand the type of audience they are. You can try to see if they are the right match for you or not.
Why LinkedIn is the best place to find leads?
Linkedin is the ideal hub for getting leads due to factors like its advanced analytics, seamless integration, etc.
LinkedIn has got the highest number of leads which is 62%.
Here are some key pointers as to why LinkedIn is the goldmine for finding leads – best quality leads.
Professional Audience
77% of content marketers states that LinkedIn gives the best results without any paid promotions. It has a professional user base making it an ideal place to attract and attain quality leads.
Advertisement
LinkedIn enables advertisers to target their ads based on demographics, job title, company and other factors. This ensures that the ads reach the right kind of audience. You can generate leads by providing valuable content such as EBooks, webinars in exchange for contact information.
Advanced analytics
LinkedIn has unique features like advanced analytics and other powerful tools that help you track the lead generation performance and optimize their campaigns for productive results. The Advanced Analytics Market is estimated to be worth USD 203.2 Billion by 2032.
Seamless Integration
LinkedIn integrates with a range of tools like the Customer Relationship Management (CRM) system and marketing automation platforms, making it convenient for businesses to combine their lead generation efforts with their marketing strategies. It gives you a better understanding of your target audience.
Powerful Business Network
LinkedIn has over 830 million users, which becomes the ideal place for business opportunities and fosters you to connect with your potential customers. It is a platform where professionals identify, connect and seal deals.
In a Nutshell
These LinkedIn lead generation strategies are some of the best practices for you to use and implement to get valuable leads. To summarize, you have to consider the type of business you have and align it accordingly with the LinkedIn lead gen strategies.
Once you know the right strategy, it is easy for you to conduct business and generate leads adequately.
