As a marketing professional, you’re probably aware of some of the big social media sites that could be used to generate leads. I’m sure you’ve heard about the value of social media platforms like Instagram, Facebook, and Twitter — and you might believe you’re all set if you use all three as part of your lead generation plan.
Nevertheless, if your business is not utilizing LinkedIn, you could be passing up a huge potential to increase both brand awareness and income, particularly if you’re a B2B company. According to surveys, LinkedIn is the top sponsored and natural social channel for B2B organizations, with 82% of B2B marketers reporting the most effective on the network.
These figures make sense, especially when platform-specific characteristics are taken into account. The typical Instagram user goes through their feed, likes images of their friends, watches their favorite celebrity’s Story, and utilizes the network sometimes to locate and purchase things.
Alternatively, the average LinkedIn user is looking for professionally-oriented information. They’re already looking for knowledge to help their businesses develop, so meet them where they are.
The easier it is to say something, the harder it is to do it. Lead generation on LinkedIn might be difficult without a clear plan in place. LinkedIn’s Vice President of Marketing, Justin Shriber, underwent an interview as a participant in HubSpot’s “Advertising, a Look Behind the Screens” campaign. View the entire interview series here, or continue reading to uncover some of his significant observations, as well as more advice on finding leads on LinkedIn.
How to find leads on LinkedIn?
To refresh your memory, lead generation refers to all of the actions and techniques you do in order to attract new consumers. Finding leads on LinkedIn is vital because nurturing potential consumers may turn them into paying customers who utilize your goods and produce revenue.
You can speak directly to potential paying clients through LinkedIn’s audience of professional decision-makers. We’ll go through how to find leads on LinkedIn in the section below.
Endorsements are a method of recognizing someone’s professional skill in a certain field. It’ll be right in the center of a prospect’s profile. This area provides an excellent chance for lead creation as well as lead nurturing.
In terms of lead creation, you might locate prospects by looking at the recommendations of your existing contacts. Hopefully, there will be a few names from common industries that you haven’t contacted previously.
Endorsements may be utilized to nurture leads as well. Perhaps you haven’t communicated with a prospect in a while, and a complement in the form of an endorsement can rekindle the flames.
If you’re feeling bold, you may endorse a new connection to break the ice and get your name in their alerts.
2. Discover who has visited your profile
Even something as simple as a profile view might lead to new business. Most LinkedIn users are certainly aware of the LinkedIn ‘Someone has visited your profile!’ email, among other reasons, because they are undoubtedly sick of transferring them to trash. The reality is that these emails may be advantageous to your business; if someone is looking at your profile, they may be interested in what you have to offer.
In addition to the semi-annoying email messages, you’ll be able to check who has seen your account on LinkedIn’s dashboard. LinkedIn Basic users can see up to five persons who have looked at their profile; premium users can see an infinite number of people who have looked at their profile.
3. Join some of the LinkedIn groups in which your clients and consumers are members
LinkedIn is a social networking site that connects professionals to exchange ideas and cooperate on projects. You may form groups focussed on industry-relevant interests, much like any other social network, and join these groups to chat with other professionals.
To promote conversation, share updates or material regarding the services you provide. By intelligently joining groups, your future consumers will be able to see what you say and perceive you as a source of vital information.
Make use of these groups to discover more about your target audience. If members are engaged, you will have the opportunity to learn about their wants and pain spots.
4. Make use of your stuff
One of LinkedIn’s most significant features is its publishing platform. Every time you make a LinkedIn update, it appears in the news feeds of your connections. This is an excellent way to raise awareness of yourself and your company while also establishing some industry knowledge.
Every day, there is no need to compose a letter, an essay, or an industry-defining piece. There’s no need to push yourself too hard to market your goods. Spend 60 seconds creating an update and supplementing it with previously published content.
Ensure that your profile is relevant to the marketplace, SEO optimized and labeled with the appropriate categories, and you’ll have more clicks than you can handle.
5. Use Linkedin’s “Message” feature to find leads on LinkedIn and dialogue opportunities
Using Linkedin’s “message” function is an excellent approach to finding leads on LinkedIn and possibilities for conversations with possible clients who are interested in what you have to offer – either in regards to the goods or services given, comparative insights, and so on.
By interacting by message, you guarantee that all conversation is focused on producing leads and possibilities rather than spending time on other topics/issues/questions. (This usually doesn’t lead to fruitful conversations).
You may plan how to communicate them in a conversational, rather than hostile, tone and construct a sequence of supportive messages.
6. Publish articles or blog posts about your industry on LinkedIn on a regular basis
Constantly producing relevant industry-related information and content aimed at your potential customers is another approach for you and your organization to establish a solid presence on LinkedIn. It also establishes you as an authority in your subject. As a result, it may be an excellent approach to create leads and advertise your company.
If you are known as an intelligent and important source of information, you will begin to make relationships with other professionals who share your interests. This level of familiarity will make it easy for you to strike up more talks.
If you connect with experts in your business or your target audience on LinkedIn, your material may be exposed to new audiences. If one of them likes or comments on that post, it has a chance of being presented to a new lead. This lead may notice that a mutual connection liked your article, attesting to your trustworthiness and authority. It may trigger them to make a connection request.
7. There will be no more cold calls. Make use of the knowledge to do warm outreach
A LinkedIn introduction is considerably warmer than a cold call since it is based on trust. You are not the stranger attempting to upsell anything; you have a reference from someone with whom the recipient has a connection, or you both belong to the same professional organization.
Even if there is no way to connect with someone, sending a direct message via LinkedIn is preferable to sending a cold email since LinkedIn indicates a commercial context. So, while researching a possible customer, you may scan their profile, learn about their interests, and see if you have anything in common in order to warm up your conversation with them.
8. Make use of existing customer and client relationships
LinkedIn’s major appeal is networking, and you should take advantage of this function for lead creation.
Connect on LinkedIn with existing customers and clients and learn about their industry ties, as they may be useful to you as well. If you have ties with current clients, ask for referrals and references, or simply discover how to contact a connection they have that meets your customer profile.
Because LinkedIn is a professional network, such inquiries are less aggressive, obnoxious, and sales than cold phoning someone after obtaining their phone number online. Leads might consider your shared connection as proof of trust after receiving your invitation to connect.
Wrapping It Up
LinkedIn is a goldmine of valuable lead-generating tools and potential prospects eager to learn about the benefits of your product.
But success will not come easily.
Not attempt to “game the system” or take alternatives. You’ll most likely come out as spammy, thereby alienating potential consumers.
Instead, use the tactics in this guide to identify the proper individuals, start up meaningful discussions, and contribute important material. Even so, not every lead will convert into a sale – but you’ll have a good chance of converting those who are ready to buy.
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