LinkedIn has a huge pool of potential leads with more than 450 million users worldwide.
However, most of the people are still using LinkedIn as an online resume platform.
In a study published by Jerome Knyszewski, it was revealed that the percentage of B2B leads generated by LinkedIn was the maximum. Here is what the B2B lead share looked like:
- LinkedIn – 80.33 percent
- Twitter – 12.73 percent
- Facebook – 6.73 percent
- Google+ – 0.21 percent
Moreover, Hubspot study too found that LinkedIn is 277% more effective than Facebook and Twitter when it comes to lead generation. If you are still not using LinkedIn then you need to rethink! Here are some great ways to build a list of potential customers who are interested in your product.
1- Start Participating in Discussions
LinkedIn offers a platform to discuss on a common interest in the form of groups and it’s very easy to find someone related to your interest or as per your industry.
It is recommended to join these groups and get involved in maximum discussions in order to build your network and enhance your company visibility.
Here is how you can generate leads using LinkedIn groups:
- Once you join a group, go to the members page and run a filter to find potential prospects based on the designation and location.
- Share expert tip or advice with the group members. This will expand your profile visibility and people will start connecting with you.
- When sending personalized messages to connect with a prospect, DO not use the default LinkedIn message, instead write down a customized message that provides a strong reason to the connection to connect with you.
2- Create and Maintain a Quality Profile
It’s very important to create and maintain a quality profile on LinkedIn that proves to be a game changer.
A solid profile must include the following elements:
- Your Profile Picture
- Professional Headline
- A Summary of Your Work Experience
- Your Educational Background
- Skills (at least minimum of two)
- Your Overall Experience
- Inclusion of Keywords in the Designation and Summary
- An up-to-date description on the current position
Having accurate, clear, professional and updated profile will give more chances for lead generation as connections often reach out for services from people or companies who have complete profile descriptions.
On the other hand, having an incomplete profile will present yourself as a lazy person and people will refrain from connecting with you.
3- Connect with the Right People Using Advanced Analytics
When you set up a Google Analytics report for your website, it won’t tell you much about the identities of anonymous visitors. Analytics is great for tracking the overall patterns of your website’s audience and can even provide some demographic intelligence, like audience interests, geo locations, devices and browsers used.
But what many people don’t know is, it’s possible to configure your Analytics deployment to reveal information about individual audience members – including the companies they likely work for.
Using this configuration in tandem with your LinkedIn activity can be extremely powerful for social selling. For example, if you’re trying to build a relationship with a specific company using account-based marketing (ABM) tactics, then it can be extremely helpful to know when it’s working – when your targets are paying attention to your direct and indirect outreach attempts, what pages of your site they’re most interested and how often they’re checking you out.
Even if you aren’t going after a short list of high-value sales targets, though, having access to this information can help a great deal with formulating personalized outreach messaging in your social selling. If you know that someone from a highly qualified prospective partner organization is browsing your site, then it doesn’t matter whether or not they’ve opted in to your email automation list – with the right touch, you can find them on LinkedIn and reach out accordingly, offering to help them find the best solution for their needs.
4- Publish Articles on LinkedIn Pulse
Each time you publish an article on LinkedIn Pulse, people will get notified and your profile will grab more attention. However, it is important to know the basics of writing a LinkedIn Pulse article. Here are some tips to get started:
- Post should be brief ( 600 words max).
- It should contain an image or two.
- It should solve a problem.
- People like actionable posts so try and help the reader as much as possible.
5- Promote Your Webinar on LinkedIn
Neil Patel was able to generate 518,399 Visitors and 16,394 Leads from 77 Webinars. These are great numbers, hence you should not underestimate the power of webinars. Combining the power of webinars with LinkedIn is like an icing on the cake.
Tools like ClickMeeting allows you to host webinars efficiently and comfortably.
Once you are ready with your webinar, you can boost the number of attendees by sharing your upcoming webinar schedule with your connections and in groups using LinkedIn.
Moreover, you can use LinkedIn standard ads and sponsored content to drive webinar signups.
6- Leverage the Power of Videos
It is recommended to showcase your professional achievements by uploading images, presentations, whitepapers and videos.
Adding videos of your client’s testimonials works wonders to attract new potential prospects.
To add video to your LinkedIn profile, click “Profile” from the menu at the top, then choose “Edit Profile.”
Now, click on the icon that displays a square with a (+) symbol.
Click this icon every time you wish to add a piece of content into your LinkedIn profile.
Having a video in your profile will separate it from other boring profiles, thereby maximizing your profile visibility and increasing your chances of generating more leads.
7- Create Your Own Group
Creating your own LinkedIn group is a powerful way to generate more leads. You can create your own group by following the below steps:
Click on the Work tab and go to Groups.
Now, click on MyGroups, you will see a button to create your own group.
Once you have created the group, the next step is to start sending invites to people in order to increase the member count.
Regularly share content updates in your profile or groups. This will help you to stay at the top of your potential customer’s mind.
It is usually recommend to post a minimum of three times per week, and up to 3 times per day. You can post even more but remain cautious of being labelled as a spammer.
8- Ask For Recommendations
Recommendations is a form of social proof that proves your worth in front of your customers. It is a form of public display of acknowledgement that creates viral word of mouth.
One of the great advantages with LinkedIn recommendations is that even people outside your network can notice your achievements because the recommender’s Level 1 LinkedIn Connections (your Level 2) get a notification on their Homepage that their Connection recommended you.
The more recommendations you have under your profile, the better are the chances of acquiring potential customers.
In order to ask someone for a recommendation, please read the LinkedIn guide.
9- Create LinkedIn Ads That Captures User Attention
4 out of 5 LinkedIn members drive business decisions. It is recommended to create LinkedIn Ads in order to engage with valuable prospects.
- Use professional demographic data to target the right people by job title, company, industry and more.
- Build account based marketing campaigns with matched audiences.
- Use Sponsored Content to promote company updates in the LinkedIn feed across desktop, mobile, and tablet.
- Take advantage of Lead Gen Forms that have to be filled out manually by prospects.
It’s not that hard to generate quality leads using LinkedIn if you follow the above mentioned strategies. The key to success is “regularity”. You need to be regular and invest around 20-30 minutes of your time on a daily basis. This way you will start generating more prospects from LinkedIn.
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