LinkedIn has evolved to become a go-to platform for B2B lead generation. With over 700 million members from various industries, LinkedIn is the largest professional networking platform in the world, and offers a unique opportunity to connect with potential customers, partners, and employees. As a marketer or a business owner, utilising LinkedIn’s potential can mean acquiring valuable leads for your business. If you are looking to grow your business and generate more leads, check out our 6 tips that will help you get started. We’ve even paired each tip with an example of what you can do for your business, using our fictional tech company theProductTech, a subsidiary company of theProduct.
1. Optimise Your Company Page
The first step to generating leads on LinkedIn is to ensure that your company page is optimised. Your company page is often the first impression that potential leads will have of your business, so make sure that it’s up-to-date and optimised for search. This includes adding relevant keywords in your company description, showcasing your products or services by creating content that is engaging and relevant to your target audience, and ensuring that your page looks professional.
Example: theProductTech’s LinkedIn page features their brand logo, company description, and a few visuals to attract users to explore their page further. They have curated their page to feature engaging content that showcases their products and services.
2. Post Engaging Content
Posting relevant and engaging content on LinkedIn is key to attracting potential leads. Your content should be informative, valuable, and relevant to your target audience. By sharing articles, infographics, and videos related to your industry or niche, you can establish yourself as a thought leader and attract potential leads who may be interested in your products or services.
Example: theProductTech posts content that is informative and valuable to their target audience. They often share articles, infographics, and videos that are related to e-commerce technology solutions. For example, they recently posted an article on “5 Ways to Optimise Your E-Commerce Site for Better Conversions” which generated a lot of engagement and helped to position them as thought leaders in the e-commerce space. This not only helps to establish their credibility as thought leaders in their field but also attracts potential leads who may be interested in their products and services.
3. Engage with your Followers
Engaging with your followers is an important part of building relationships and establishing trust with potential leads. By responding to comments and messages from your followers and engaging with their content, you can build a sense of community around your brand and encourage users to interact with your page further.
Example: theProductTech actively responds to comments and messages from their followers and those engaging with their content. They also make an effort to share and comment on their followers’ content, which helps to build a sense of community around their brand and encourages users to interact with their page further.
4. Use Linkedin Ads
LinkedIn Ads are a great way to target potential leads on the platform. By using LinkedIn Ads, you can target users based on various criteria such as industry, job title, and location. This means you can reach decision-makers in your target industries and promote your products or services directly to them.
Example: theProductTech has utilised LinkedIn Ads to great effect, targeting decision-makers in the e-commerce space with ads for their products and services. LinkedIn Ads have targeting capabilities, which enable businesses to target users based on various criteria such as industry, job title, and location. By leveraging this feature, theProductTech are able to reach a highly targeted audience and generate a high ROI on their ad spend.
5. Join LinkedIn Groups
Joining LinkedIn Groups is a great way to connect with potential leads who are interested in your industry or niche. By joining relevant LinkedIn Groups and participating in discussions, you can establish yourself as an industry expert and build relationships with potential leads.
Example: theProductTech has joined a number of LinkedIn Groups related to e-commerce and technology, and actively participates in discussions relating to these topics. They also share their own curated content with the group. This has helped to establish them as industry experts and build relationships with potential leads.
6. Use LinkedIn Sales Navigator
LinkedIn Sales Navigator is a great tool that can help you to identify potential leads and build relationships with them. By using Sales Navigator’s advanced search and filtering capabilities, you can identify leads who are a good fit for your business and reach out to them directly.
Example: theProductTech has used Sales Navigator to identify decision-makers in their target industries and connect with them on the platform by reaching out to them directly. By leveraging Sales Navigator’s advanced search and filtering capabilities, they can identify potential leads who are a good fit for their technology solutions.
Let's Generate Some Leads!
By following these six tips, you can grow your business and reach your target audience on LinkedIn. Whether you’re a marketer or a business owner, leveraging LinkedIn’s potential can mean acquiring valuable leads for your business. By optimising your company page, posting engaging content, engaging with your followers, using LinkedIn Ads, joining LinkedIn Groups, and using LinkedIn Sales Navigator, you can position your business for success on the platform.
theProductTech is a great (albeit, fictional) example of a company that has used these strategies to great effect, and you can too!
So, what are you waiting for? Start using these tips today and watch your leads grow!