5 Creative Ways To Use LinkedIn For B2B Lead Generation

January 13, 2016

5 Creative Ways To Use LinkedIn For B2B Lead Generation

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LinkedIn is often considered a jobseeker-only social media platform. As a result, B2B marketers sometimes overlook the professional social media site’s ability to support lead generation and qualification. LinkedIn enables brands to offer bite size chunks of content that support business objectives.

In the B2B industry, using social media to generate quality leads can feel a lot like running in circles – you are spending a lot of time and energy trying to get results, but don’t always have any quality leads to show for this effort.

According to a recent study, it has revealed that: Social media is a powerful tool for brand building, even beyond LinkedIn. People are more likely to visit a B2B tech company’s website after seeing a tweet from the company, according to KoMarketing Associates. But LinkedIn remains the most effective with 44% of B2B marketers reporting that they have generated leads via LinkedIn, in comparison to only 39% through Facebook and 30% through Twitter.

Linkedin Works

Before I go all technical and start giving you killer tips, let me step back and do a little cheer leading number.

LinkedIn does work for B2B leads. Do Twitter, Facebook, Google+, and Pinterest? Maybe, baby, but don’t bank on it.

linkedin facts

did uou know icon

Most B2Bs are using social media to get leads, as the research indicates. But how effective are these social media efforts? Social media platforms as a whole aren’t scoring high on the lead awesomeness scale. But among the low-scoring social sites, there is one that stands out as a success marker. You guessed it: LinkedIn.

linkedin works

LinkedIn is responsible for more than 80% of a business’s social media leads! All the other social media platforms put together only amount to 19.67% of leads!

why linkedin is best

LinkedIn can be an effective tool to generate leads and increase sales, as well as to position yourself and your company as an authority. It is also the social network for business professionals. And with over 300 million LinkedIn members, you know your potential customers are there.

So what is the best way to use this powerful social network to your advantage? What are some of the smartest techniques to get the most out of LinkedIn? How can you and your brand stand out on a site with 300 million members? How can you reach out to prospects on LinkedIn in a way that’s compelling.

All said and done, bit the real thing is to leverage LinkedIn in the best way possible. Below are 5 tips will help you do just that:

Make your Company Page into lead generation page

In order to make leads from LinkedIn, you have to be intentional. Leads don’t just fall into your lap. You work for them.

The best way is to turn your business or company page into a lead generation page. This is a course reversal from the typical company page, which shows basic information and facts about the company. Who reads that stuff anyway?

Your company page is a pipeline for LinkedIn leads to visit your actual company website.

What you can do is re-structure your company page in such a way that it leads up to a conversion action. The conversion action is a clickthrough to your website, either in the company description or Recent Updates.

Use images to get attention…and lots of it

The header image is the first way to attract a user’s interest.  To explain with the best example, Know what what Hubspot does with their header image, in which they advertise one of their many guides.

The header image is a clear way of prospecting for those who are interested in learning more about personalized marketing. The header image is only where it starts. You want a response, and the next logical response is to keep reading. The image both grabs attention, and makes the user eager to find a way to get their hands on that guide.

lead gen

Build a compelling pitch when it comes to company description

The company description should not be a dry explanation of how much you grew, and how many offices you’ve opened. That’s not the stuff of lead generation.

The most important part of your company description is the first 2 lines, because that’s all that LinkedIn displays. In order to read the rest of the description, the user must click “see more.” You’ve got to grab the user with your first couple of sentences, or they won’t read all that sparkling copy you created.

Show you with example:

stide app image

 

Using advanced search option for B2B leads

LinkedIn’s advanced search gives you an incredible way of identifying the exact type of people who you are targeting.

From the LinkedIn header menu, click the search people icon, and the advanced option.

Even without the upgraded LinkedIn membership, you have a great filter for narrowing down your search.

The most powerful aspect of Advanced People Search is the center column, in which you can filter your search by location, current company, industry, past company, school, profile language, and nonprofit interests.

Publish your content 

LinkedIn has a powerful content publishing platform.  If you have publishing access, be sure to use this platform for even more exposure. LinkedIn members who are publishing have experienced a lot of success.

How SME Joinup Can Help

The above broad-level strategy leaves you lots of room to trace down more precise strategies. LinkedIn offers a lot of opportunity, and is the ideal resource for B2B marketing/ lead generation.

But without the right knowledge, it becomes just another time-sucking social network and that is when SME Joinup steps in.

What makes SME Joinup different from the rest?

SME Joinup B2B lead generation team work closely with the client team and generate qualified leads for them. The sales pipeline gets a boost with shortening of the sales cycle, consistent flow of leads and reduced costs of sales.

Choosing SME Joinup as the preferred partner for your B2B lead generation will help reduce the operations costs and makes an efficient workforce available for a more effective lead generation program. This in turn ensures the success of your business development Initiatives and enhances the effectiveness of the overall sales process.

It’s a start, and it could very well turn into your next B2B sale.

Imagesource:kissmetrics.com, blog. wedia.gr,fronetics.com,ids.agency.com,easyagentpro.com

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