LinkedIn has always been known as every marketer’s best friend when it comes to B2B lead generation.
Compared to other social networking sites, it effectively gathers millions of professionals across various industries in one place.
Having such user demographics has made it an enormous force and a valuable platform for B2B success. According to studies, it can generate as much as 300% more B2B leads for marketers compared to Facebook and other similar platforms.
With all of that said, winning in LinkedIn lead generation isn’t as straightforward as it seems. You need to dedicate time and effort to it if you want to reap its benefits and generate valuable leads.
On that note, it helps to understand the best practices in LinkedIn lead generation marketing before you commence with your executions.
To help you get started on the right track, here are three fundamental steps you need to take to succeed with LinkedIn lead generation:
1. Optimize Your Page for Generating Leads
The first thing you must remember is that you have to be intentional with how you set up your LinkedIn company page and your LinkedIn profile.
Do not be satisfied with merely filling in the fields in your profile.
Make sure that your profile image and banner represents your brand appropriately.
Furthermore, your “About Us” section must be compelling; it should tell the visitors what they need to know about your company in an engaging manner.
You can also use this section to create a clear and convincing pitch.
These are the first two elements of your profile that prospects look at when they come across your brand.
If these fail to make a good impression on potential clients, chances are they’ll exit your page and look for similar companies.
2. Create a Showcase Page
Aside from your company page, LinkedIn also allows you to create a Showcase Page, or a separate page for individual products, services, business units, or initiatives.
If you are a large corporation, this is something you must leverage. Having a Showcase Page gives your business units or offerings a dedicated page where you can share customized and relevant content.
On top of that, it allows you to create various social presences and segment your inbound LinkedIn traffic while maintaining only one enterprise account.
Currently, LinkedIn allows you to create up to 10 showcase pages.
You can create one for your practice areas, consulting groups, industry teams, business events, and so on.
What’s important is that the pages target one customer segment and provide them with relevant information.
3. Utilize Advanced Search to Find Leads
What’s remarkable about LinkedIn is that it organizes data about people in a structured format, especially with Sales Navigator.
This means that you can enter specific query terms to find the exact type of people you want to target—and you can do this through advanced search.
With this, you no longer have to sift through general search results.
You can easily find the people you want to engage by leveraging advanced search and setting up your filter correctly.
You can access this functionality by clicking the search people icon on the LinkedIn header menu.
From there, click the advanced option to see the filters you can tweak to narrow down your search.
The best part of it all is that you can use this filter, even without LinkedIn Sales Navigator (though it’s much better!).
Pro tip: Scrape LinkedIn and get email leads to hit multiple touch points in your lead generation.
4. Use the QAD Method
QAD = Question, Answer, Discussion.
The “do you have 15 minutes this week?” is getting weaker by the day.
Instead, show you’re actually interested by asking a question that would reveal your prospect as a possible lead.
Take it from their answer, add value with content or quick tips, and, if it makes sense, book a call with them to go over their situation.
Learn to write cold outreach messages that actually get replies.
Pro tip: Skylead can automate your LinkedIn outreach and add cold email touches to the sequence. I also recommend Dux-Soup if you want to save some money and focus only on LinkedIn.
Conclusion
LinkedIn is a valuable platform in lead generation strategies. It conveniently gathers the professionals you want to reach in one platform and provides you with all the tools you need to start a conversation with them.
All that’s left to do is to get started with tapping these prospects—and to get started well.
Follow the three steps mentioned above as you dip your toes into LinkedIn B2B lead generation and you’ll be well on your way to success!
If you require assistance in generating high-quality leads through LinkedIn, get in touch with us and we’ll help you acquire B2B customers with less effort!
