B2B, Blog, Sales Enablement, Social Selling

How to Get Quality Leads on LinkedIn

  • Lead generation is crucial for the growth of any company. Yet, it is not enough to have a lot of leads. Quality is what matters. In particular, a quality lead adds to sustainability and improves the sales process in the end. 
  • The definition of the quality of leads is concerned with the interest of prospects in your product. The more they are interested, the higher chances that they would purchase something from you. 
  • When a company lacks quality leads, it will likely spend time and resources ineffectively, have lower sales, and struggle with customers’ retention of customers in the end.

In this regard, many consider LinkedIn to be an excellent place for lead generation, especially for B2B actors. It offers great networking, marketing, and researching opportunities.

This brief LinkedIn lead generation guide will show you why this social media is so effective in sales and reveal the ways to generate more leads.

Why Use LinkedIn For Sales

The effectiveness of LinkedIn lead generation campaigns can be the primary justification for its use by salespeople. In particular, it has the highest conversion rate in terms of traffic compared to other platforms. Besides, it is considered the most suitable social media for the B2B generation.

Why? Linkedin offers an environment filled with business people who understand their needs, seek solutions, and further professional development. Simultaneously, the particular platform with the professional data and business context at its core allows advanced targeting and researching the audience.

That way, the sales not only position themselves to offer products or services but listen to their leads. What does it give in the end? It allows approaching the audience with essential decisions and insights. The more value you offer, the higher the interest is.

Therefore, a B2B Linkedin strategy, if set and handled right, is to bring quality leads adding to the sales funnel and making retention easier.

Ways to Generate More Leads

Lead generation campaigns usually require attracting leads by providing value or the solution to their problem. On LinkedIn, people use their expertise and social selling to do so.

The first term is about establishing trust and offering value, while the second helps to engage with the audience and develop the connection. In this regard, the ultimate goal of the marketer is to create a bond. Selling time comes later when the lead has trust and assurance in the brand.

Thus, using LinkedIn for sales requires being an expert, sharing valuable insights, and starting discussions. LinkedIn lead generation services are to help you share the message and get to the right people. However, you would need to position yourself right, share helpful content and sell when the time is right.

You can use different ways to generate more leads on LinkedIn, yet the most effective ones are about being attentive, consistent, and creative. The particular techniques are to improve your lead generation on LinkedIn.

Advance your profile

The first thing that defines you on LinkedIn is your profile. Thus, make sure that it shines with the color of your brand. At the same time, make it clear and appealing to the reader.

It should not sell but tell about your expertise. In this regard, you should fill all the fields related to experience and your roles. Besides, remember to design a sounding summary, combining the messages about yourself and the product you market.

Nonetheless, your profile may not be enough for the efficient B2B LinkedIn strategy. A great solution is the designation of your company page. There, you can talk more about the products and solutions they offer. Simultaneously, you can show the expertise of your employees. Notably, make sure you add an adorable video, as the recent stats underline it contributes to engagement on LinkedIn.

Connect with those who interact with you

Any B2B LinkedIn strategy contemplates that you connect with people all the time. There are several benefits. First, you increase your presence on LinkedIn. Secondly, you get access to more profiles and their information. It means you can communicate with more people and, thus, make your product visible.

However, who are the leads with the highest quality? Those who have interacted with your post or profile. In particular, LinkedIn can show you who visited your profile. That way, a marketer can identify the interested person and connect with them to provide more value.

Collect emails with tools

You can as well use software to get some quality leads. No, there is no universal tool you can call a LinkedIn lead generator. Except for LinkedIn Sales Navigator, which many use as an advanced search tool and CRM for leads, there are third-party tools for lead generation. For instance, the GetProspect email finder tool has a Chrome extension allowing the extraction of corporate emails from leads on LinkedIn.

To get an email, you will need to have access to the profile, which is another justification that connecting is vital for lead generation. As a result, you can extract the email of leads you are targeting. However, be aware that you may sound pushy as you do not have their prior consent. Thus, reach them this way only if you are sure about their interest.

Use content

Using LinkedIn for sales means you will need to post content. The content is what backs your expertise and makes you visible on LinkedIn. The insights, reports, tips, or recommendations are what experts would share. Notably, the successful pieces having lots of reactions contain the solution to the problem that many prospects encounter. Knowledge makes you an expert and attracts the leads to you.

At the same time, do not forget to share articles from your website. If they are relevant, they can result in higher traffic or even conversions. Besides, try to comment on the posts of potential buyers, offering them solutions. It can be a reason for them to connect with you or develop relationships. Lastly, share your content and communicate with experts and niche leaders. You can learn something new from them, while they can give you more coverage.

Start conversations in groups

LinkedIn groups are the places where professionals ask questions and share their problems. You can either join them or create ones to control the discourse. As an expert, you can share your knowledge; as a marketer, you can apply social listening to understand your audience better.

If you decide to join a group, pick carefully. In the big groups, your message can get lost even if there is a great potential for lead generation. Small groups can ensure more focus to your post, yet, there are not so many people to engage with. Everything depends on your segmentation and the specifics of the buyer’s persona.

Hold a digital event

Another thing that can be used as a LinkedIn lead generator or lead magnet is a digital event. In particular, one can organize a webinar or a limited meeting. There, you can share secrets you use in your practice, how your product helps overcome challenges and share other valuable insights.

LinkedIn offers excellent opportunities for the targeting and proliferation of the message about the webinar. The latter can be used as a lead magnet, offering knowledge in exchange for emails. That way, you can get emails of leads that are motivated in your subject.

Apply the referral techniques

The referral method works best when you are acquainted with the customer or have had some successful deals. However, in terms of LinkedIn, you can ask for the referral of an expert, lead, or customer. Everything depends on the message and the timing. For instance, if you see that your customer has changed their position or workplace, it means they can recommend someone to the new place.

An expert can know your prospect or even recommend a person that may need your solution. In this case, the good tactic is to write to them and ask them to introduce you to specific people. The reason is that you can contact decision-makers and influencers to improve the trust in your brand.


This article was originally published here


Mark Halstead

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