LinkedIn is more than just a social media site. It’s a platform that allows professionals to look for jobs, connect with other professionals, build networks, and exchange ideas. B2B business owners can also use LinkedIn to generate new leads.
LinkedIn may not be the largest social media platform that exists — with more than 700 million users worldwide and approximately 174 million in the United States — but it is one of the most effective for B2B marketing and lead generation. According to Hubspot, the platform’s visitor-to-lead conversion rates are 2.74%. While that might not seem like much at first, those rates are 277% higher than conversion rates for Facebook and Twitter.
Are you looking to do lead generation on LinkedIn as a B2B business? If so, here some strategies and hacks to help you market your business and convert your target audience into customers.
Optimize Your Business Page
One of the first things to do to boost your lead generation on LinkedIn is to optimize your business profile. Don’t just fill out the basic information. Structure the page so that it leads to a conversion action. Use a header image that attracts attention. Then write a clear and compelling pitch to place in your company description section. You may also want to add clickable links in your updates that take interested prospects somewhere they can learn more about you.
Build a Strong Profile
Your personal profile is arguably as important (if not more so) than your company page. Look over your headline and make sure that it tells your prospects what you can provide for them. Don’t just tell them what you do, tell them how you make a difference in the world. Doing so gives your prospects a reason to spend more time on your profile and encourages them to check out your site.
Craft Quality Content
You can't just create a top-notch LinkedIn page and expect it to start generating leads. Being active on the platform is a must. One of the best ways to be active on LinkedIn is by regularly posting quality content that provides your prospects with valuable information. Whether it’s a how-to post or an update letting people know what professional events you’ll be attending, all of your content should be something your target audience wants to see.
Join LinkedIn Groups
Joining groups on LinkedIn can provide you with direct access to prospects. Keep in mind, however, that there is a limit to the number of groups you can join. Rather than hopping into groups frequented by your competitors, look for those that house your target market. Keep an eye out for questions related to the services you provide and answer them. If you establish yourself as an authority, people in the group will be more likely to check out your profile.
It’s still a good idea, of course, to also join a few groups frequented by your peers. You can use these groups to learn more about what other people are doing and share valuable information.
Run LinkedIn Ads
LinkedIn offers a self-service ad program that can help you to generate more B2B leads. If you choose to run ads, be sure that they are relevant to your target audience. You can create ads in a matter of minutes, and you get to control your budget. With an effective ad campaign, you can engage your target market and draw them to your profile to learn more.
Reach Out to Prospects
Rather than waiting for prospects to come to you, consider reaching out to them. One way to find potential leads is to look at the list of people who have viewed your profile. You can also perform searches on LinkedIn (although the site does place a cap on the number of searches you can perform each month).
When reaching out to prospects, don’t be generic. You want to craft personalized messages. Introduce yourself. Compliment the recipient or mention something you found interesting on their profile. If applicable, share how you know them. Let them know that you can help them and how. Then, encourage them to contact you.
Manually reaching out is an effective strategy, but it’s also time-consuming. Companies like Cleverly can help you generate more leads automatically. We use data from thousands of outbound B2B campaigns to create effective, personalized messages to your LinkedIn prospects. When our cold outreach messages get responses, they go straight to your inbox. You receive a notification instantly when a prospect responds, enabling you to continue the process and close the deal.
Generate More B2B Leads on LinkedIn
With the right strategies, LinkedIn is a highly effective platform for generating new B2B leads. Attracting new leads and converting them into customers then allows you to grow your business. For more information on how Cleverly can help with personalized messages to your prospects, contact us for a free consultation today.
