Lead generation via LinkedIn: the most effective techniques
Camille Jouannic
Lead generation is a strategy that allows you to significantly optimize your business. LinkedIn is an ideal platform for this purpose. Do you have quality products or services to offer? Here’s how to generate leads efficiently from this social network.
This article will cover the points you need to consider in lead generation:
The first step in generating leads from LinkedIn is to build an optimized profile. So, as with any marketing communication, here are the things to remember:
Keep in mind that profile management on LinkedIn should be a group effort. Make your personal profile and those of your collaborators part of your strategy. In this case, they can help share information that promotes lead generation.
Aside from the profile, you can also create a company page on LinkedIn. Company pages help attract the attention of potential customers and develop connections with existing customers. Companies that plan to advertise usually turn to these pages.
In order to drive lead generation, you need to put yourself in your customers’ shoes. Determine their needs by observing their behaviors. Start by identifying their problems and present them with appropriate solutions. Be aware that on LinkedIn, you need to have an audience of at least 300 people before launching an advertising campaign. Ideally, you should have 2,000 to 3,000 people to guarantee the success of the campaign.
In order to optimize your targeting, join groups on this social network, as they facilitate lead generation and you will gain an audience for your campaign. Joining groups on LinkedIn will allow you to get hundreds of leads within a few days. For this purpose, choose groups with a high number of active members.
Be careful, know the difference between a prospect and a lead. If you are interested in this subject, read our article: “How to differentiate a lead from a prospect in sales prospecting? ”.
There are several tools to generate leads on LinkedIn. Here are four elements that are worth exploiting for this purpose.
The lead generation form contains specific data from LinkedIn profiles. It allows network members to easily share their personal information. This data can be downloaded from the platform and integrated into your CRM.
The creation of forms in the corresponding section is also feasible. You will only have to add a call-to-action to your ad format afterwards.
LinkedIn offers a messaging service known as “Sponsored InMail”. It allows you to send messages to the inboxes of the network’s users. Note that the messages are preceded by the words “InMail”.
With Sponsored InMail, you can invite prospects to physical events or webinars. It also helps to increase brand awareness.
This tool offers you the possibility to contact network members who have already visited your website. Retargeting also allows you to re-engage with your prospects. Ideal for complex or expensive products, this tool will work well if you are targeting a niche market.
This is a free tool that allows you to discover the professional characteristics of your website visitors. It is activated as soon as you put the LinkedIn tag on your website. In this case, you can use filters to find out whether companies or individuals have visited your site.
Lead generation from LinkedIn is an effective strategy if you want to engage in a B2B approach. Nevertheless, choose the tools of this network according to your activity and the objectives of your campaign. This way, you guarantee the success of your project.
