How to get quality leads on LinkedIn
- Lead generation is crucial for the growth of any business. However, it is not enough to have a lot of leads. Quality is what matters. In particular, a quality lead adds durability and improves the sales process at the end.
- The definition of lead quality is concerned with the interest of prospects in your product. The more interested they are, the more likely they are to buy something from you.
- When a business runs out of quality leads, it will likely spend time and resources inefficiently, have lower sales, and struggle to retain customers in the end.
In this regard, many consider LinkedIn to be a great place for lead generation, especially for B2B players. It offers excellent networking, marketing and research opportunities.
This quick guide to LinkedIn lead generation will show you why this social media is so effective in sales and reveal ways to generate more leads.
Why use LinkedIn for sales
The effectiveness of LinkedIn lead generation campaigns may be the primary rationale for its use by sales reps. In particular, it has the highest conversion rate in terms of traffic compared to other platforms. In addition, 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 pursue their professional development. At the same time, the particular platform with the business data and the business context at its core enables advanced audience targeting and research.
This way, sales not only position themselves to offer products or services, but listen to their prospects. What does it give in the end? It allows to approach the public with essential decisions and ideas. The more value you offer, the higher the interest.
Therefore, a Linkedin B2B strategy, if defined and managed correctly, is about bringing in quality leads by adding to the sales funnel and facilitating retention.
Ways to generate more leads
Lead generation campaigns generally involve attracting leads by providing value or the solution to their problem. On LinkedIn, people use their expertise and social selling to do this.
The first term aims to build trust and deliver value, while the second helps to engage with the audience and develop connection. In this regard, the marketer’s ultimate goal is to bond. The time to sell comes later when the lead has confidence and confidence in the brand.
So, using LinkedIn for sales requires being an expert, sharing valuable information, and starting discussions. LinkedIn lead generation services are meant to help you share the message and reach the right people. However, you will need to position yourself correctly, share useful content, and sell at the right time.
There are a number of ways you can use to generate more leads on LinkedIn, but the most effective are being thoughtful, 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. So, make sure it shines with your brand color. At the same time, be clear and attractive to the reader.
He should not be selling but talking about your expertise. In this regard, you must complete all fields related to experience and your roles. Also, don’t forget to design an audio summary, combining the messages about yourself and the product you are marketing.
However, your profile may not be enough for an effective LinkedIn B2B strategy. A great solution is the designation of your business page. There you can talk more about the products and solutions they offer. At the same time, you can show the expertise of your employees. Notably, make sure to add adorable video, like recent statistics highlight it contributes to engagement on LinkedIn.
Connect with those who interact with you
Any LinkedIn B2B strategy envisions you connecting with people all the time. There are several advantages. First, you increase your presence on LinkedIn. Second, you have access to more profiles and their information. This means that you can communicate with more people and thus make your product visible.
However, who are the highest quality leads? Those who have interacted with your post or profile. In particular, LinkedIn can show you who has visited your profile. This way a marketer can identify the interested person and connect with them to deliver more value.
Collect emails with tools
You can also use software to get quality leads. No, there is no one-size-fits-all tool that you can call a LinkedIn lead generator. With the exception of LinkedIn Sales Navigator, which many use as an advanced search tool and CRM for leads, there are third-party tools for lead generation. For example, the GetProspect the email search tool has a Chrome extension enabling the extraction of corporate emails from leads on LinkedIn.
In order to receive an email, you will need to have access to the profile, which is another rationale as connection is vital for lead generation. As a result, you can extract the email from the prospects you are targeting. However, be aware that you can appear arrogant because you do not have their prior consent. So, only contact them in this way if you are sure of their interest.
Using LinkedIn for sales means you’ll need to post content. Content is what supports your expertise and makes you visible on LinkedIn. Information, reports, advice or recommendations are what the experts would share. In particular, hit pieces with a lot of reactions contain the solution to the problem that many prospects are having. Knowledge makes you an expert and attracts prospects to you.
At the same time, don’t forget to share articles from your website. If relevant, they can lead to increased traffic or even conversions. In addition, try to comment on the posts of potential buyers, offering them solutions. This can be a reason for them to connect with you or develop relationships. Finally, share your content and connect with experts and niche leaders. You can learn something new from them, while they can give you more coverage.
Start group conversations
LinkedIn groups are places where professionals ask questions and share their problems. You can either join them or create some to control the speech. As an expert, you can share your knowledge; as a marketer, you can apply social listening to better understand your audience.
If you decide to join a group, choose carefully. In large groups, your message can get lost even though there is great potential for lead generation. Small groups can ensure better focus on your message, but there aren’t many people to engage with. It all depends on your segmentation and the specifics of the buyer’s persona.
Organize a digital event
Another item that can be used as a LinkedIn lead generator or a lead magnet is a digital event. This could include organizing a webinar or a small meeting. There you can share the secrets you use in your practice, how your product helps overcome challenges, and share other valuable information.
LinkedIn offers great opportunities for targeting and message proliferation on the webinar. The latter can be used as a main magnet, offering knowledge in exchange for emails. This way, you can receive emails from prospects motivated by your topic.
Apply SEO techniques
The referral method works best when you know the customer or have had successful offers. However, in terms of LinkedIn, you can ask for a referral from an expert, lead, or client. It all depends on the message and the timing. For example, if you see that your client has changed positions or locations, it means that they can recommend someone for the new location.
An expert can know your prospect or even recommend someone who might need your solution. In this case, the right tactic is to write to them and ask them to introduce you to specific people. The reason is that you can reach out to decision makers and influencers to improve trust in your brand.
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