7 Steps to Generating Leads on Linkedin

94% of B2B marketers now use Linkedin to generate leads for their clients. There’s a great reason for this. It works.
Generating Leads on LinkedIn | Link360

But in order to turn your Linkedin profile into lead magnet, you need to know how to make best use of your time and effort to get the greatest ROI. Otherwise, it can become a black hole that steals your time, your money and your sanity.

In this article, we’ll show you step-by-step the easy and effective way to unleash Linkedin lead-generation power for your business.

1. Optimize Your Profile

A complete profile gets 44X more interest than an incomplete profile. The profile should be well thought out with a killer heading and summary everything you need to support it:

  •  Portfolio
  • Case studies
  • Awards
  • Publications
  • Original articles
  • Slideshares

To complete your optimization, don’t forget to update your profile URL so that it doesn’t look something like this… Linkedin.com/JohnSmith304340342342825.

2. Use Video

Getting attention’s important. But your profile should connect with your target audience.

A great way to do this is adding a short marketing video that demonstrates an understanding of your prospective clients’ challenges and presents a solution  — which is your brand.

Depending on your industry, you might include:

  • Testimonials
  • How-to’s
  • Product demos
  • Footage from events
  • User-generated videos

But don’t overdo it. Add short, impactful, selected videos that best convey your message. On Linkedin, currently, no thumbnails appear for the video so be sure to create a short CTA that will make people want to click.

3. Create a Group for Your Brand

Create a group that will benefit your potential clients.

Ask yourself…

What types of groups would my target want to join that align with my brand?  For example, if you’re in the commercial roofing business, you might start a group on maintaining commercial buildings that goes beyond roofing.

We’ll discuss more about how you engage the group in number 6.

4. Build a List of Potential Leads

Before you begin connecting, create a “hit list”. Use Linkedin’s search tool to hone in on your target.

In Linkedin, you’re typically targeting:

  • People within companies that may be in the market for your product/service
  • People at or below your level in their companies. If you’re a manager and trying to contact a CEO, they might flag you as  someone who wants a favor.

5. Begin Connecting with Those Potential Leads

Don’t try to contact everyone at once. This can backfire because it looks like you’re just sowing your seeds broadly and hoping something takes root. Instead, prioritize the list and set a goal to contact a certain number each day.

Here’s where the  advice you get will vary widely.

Some say only try to connect with people after you can get a personal introduction from another connection. While this is the best way to create strong leads, it’s not an option for everyone. When this isn’t an option, you’ll need to rely on the strength of your profile and a 2 sentence message to the potential connection.

This message should be:

  • Professional
  • Personable
  • Express mutual benefit from connecting
  • Without any mention of selling

6. Add Value to These Leads’ Lives Through Sharing & Content

Through your profile and group, it’s time to engage and establish yourself as an expert that the target can trust. This helps strengthen a lead into a highly qualified lead. In that 20-30 minutes that you set aside each day, do one or more of the following:

  • Send an update
  • Share helpful tips
  • Share inspirational meme or message
  • Share a piece of curated content with a comment on why you’re sharing
  • Share original content
  • Respond to join request and messages

Engaging your leads serves 3 primary functions:

  • It generates new leads who find you organically
  • It nurtures leads into paying clients
  • It re-engages clients after a sale to help you stay top of mind

7. Be Active

Don’t save it all up for a Saturday afternoon. Make it a daily priority.

Generating leads on Linkedin isn’t incredibly time consuming, but it does take commitment. You’ll need to set aside 20-30 minutes a day. Your goal is to establish yourself as a thought leader in your industry.

Nurture these leads by engaging them as we discussed above and turn your Linkedin account into a lead-generating magnet.

Lead Generation Tips and Tricks

Link360: Link360 is an Inbound Marketing Agency Located in Greenville, SC.  We specialize in generating leads for our clients through attracting visitors to their website, converting them into leads and closing them as customers.  If you have any questions, or would like your own free Inbound Marketing Analysis, please contact us now.

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