8 Stellar Ways to Generate High-Quality B2B Leads on LinkedIn

By Ray O’Donnell

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Generating high-quality B2B leads is not an easy feat. You need to follow a certain framework and implement effective strategies to generate more leads for your business. Building good networking on LinkedIn is the best option to generate good leads for your business.

Did you know that 61% of B2B marketers say that quality lead generation is their biggest challenge yet? Yes, marketers are struggling to generate leads, so now they’re implementing different strategies to collect more sales leads, one of them being social media. 

When we talk about social media lead generation, there’s one channel that is capable of getting you some great leads.  

You can’t avoid this platform while your business is starting and want to generate good leads for your products and services.

You need to follow the right strategy to generate leads and client interest from LinkedIn. Publishing engaging content with images, GIFs, videos, and polls are trending types of content that help you generate good leads.

LinkedIn is a platform where you’ll find the majority of professionals and decision-makers of companies, hence LinkedIn needs to be in your lead generation strategy. 

Importance of LinkedIn for generating quality B2B leads 

You must be wondering, there are many social media platforms, so why should you mainly focus on LinkedIn when it comes to lead generation? 

Well, LinkedIn 63 million LinkedIn users are in decision-making roles, so it’s easier to reach out to them directly and put forth your value proposition. 

In fact, a study conducted by HubSpot shows that LinkedIn is the best network for lead generation. You can check the below graph for a comparison on how the reach of LinkedIn surpasses other platforms. 

LinkedIn is the best place to generate business leads, get new clients for your business, and connect with experts and professionals relevant to your niche.

Image via Hubspot.com 

Therefore, it’s essential to start leveraging the vast network of LinkedIn to generate high-quality B2B leads for your business

Whether you’re already using LinkedIn for lead generation, or just starting out, the next section of this article can help you discover more ways to generate B2B leads & sales on LinkedIn

8 ways to generate B2B leads on LinkedIn 

Marketers have already started leveraging LinkedIn’s platform to generate quality leads, and so should you! 

So, below I have listed the most effective ways to generate B2B leads for any business. 

1. Create an impactful company profile 

The first requirement of attracting leads is to have an attractive LinkedIn company profile. Your company profile should reflect your values and vision. 

So, whenever a visitor lands on your company profile, they should get a clear idea about your company’s value proposition. 

Your company profile should have a clear brand logo, complete description a clear and distinct CTA to stand out among others. 

And when it comes to the “About us” section, you need to be very specific and create a compelling description of your company. Moreover, the company’s location and contact details also need to be updated timely, so you’re easily reachable.  Also, you can create slideshows about your company's work culture and share them on websites, social profiles, and other platforms.

It will increase your website traffic as well as brand awareness. You can leverage the best Bing position trackers to know the traffic and rankings of your website due to slideshows sharing over social channels.

LinkedIn also creates a profile for some essential service providers automatically to help its users. For example, the LinkedIn profile of US Fireplace store is created automatically but it’s not updated by this company. To get leads they can claim it and update the information to get potential leads.

These small changes can help you create a lasting first impression on your visitors, and eventually, it’ll help you generate more quality B2B leads.  

2. Focus on the LinkedIn presence of your employees 

Along with your company profile, it’s equally important to pay heed to the personal profiles of your executives. 

If your executive’s LinkedIn profile is strong, you can ask them to share your company updates and events to get better reach. This practice can help you attract more leads and increase your engagement.  First, start with asking your executives and marketing managers to engage more with your company profile so their mutual connections will also notice it.  

Therefore, don’t dive directly into aggressive marketing for collecting leads. You need to follow the right LinkedIn marketing practices to leverage the sales and marketing functions of this platform. It helps in sale pipeline management for better revenue collection.

3. Put efforts into growing your connections 

LinkedIn is all about connecting with like-minded people and developing lasting relations.  

On LinkedIn, each connection introduces you to an average of 400 people. Well, that’s a lot of potential leads! 

For any sort of engagement on LinkedIn, you need to grow your network and start making connections with your target audience.  

When you have high connections, your posts and company updates will reach more people and eventually get you high-quality leads for your business. In this process, you need to hire talented people regularly and you have to conduct a regular people search for your campaign management. Unfit people in your campaign team can waste your efforts and money.

4. Create and share relatable content 

If a person is searching for a product or service on LinkedIn, they’ll prefer the one that helps solve their pain points. 

You need to write creative content for your LinkedIn posting and if you are not good at writing good optimized content then you can hire a content and SEO Company. The company will guide you on how you can boost your ranking and traffic using LinkedIn marketing with creative content.

Therefore, when you’re posting anything on LinkedIn, ensure that it resonates with your target audience. It’s always worth investing time in analyzing customers’ behavior and their buying journey. 

You can create engaging visuals such as flyers, GIFs, banners, infographics, memes, videos, etc, and share them over your LinkedIn account and get better engagements from this platform.

For example, if you have CRM software, you can post about the challenges managers and business owners face that don’t use CRM. And once you have them hooked, you can present your product as a solution. There are multiple types of CRM software available for your business. SmallBusinessHQ published a detailed guide on various types of CRM. This guide helps you in choosing the right type of CRM for your business.

This will help you gather high-quality leads that are actually interested in purchasing your product/service. 

5. Join groups of similar niches 

 One of the best ways of network and generating leads is to join LinkedIn Groups.  

You will find a specific group for every purpose, and that includes generating leads as well. Therefore, join the groups where other marketers and decision-makers are highly active, engage with the relevant posts or share relevant posts to increase visibility. 

To collect quality B2B leads from such LinkedIn groups, you need to post content that focuses on conversion so the process becomes simpler. Moreover, you can also contribute your thoughts and opinions to certain discussions. 

6. Leverage the power of video content 

Well, who doesn't like watching videos! In this era, people want content that can be easily consumed and is engaging at the same time. 

And videos are the perfect way of increasing your reach. You can create a product demo video for better engagement from your customers.

Image via theb2bhouse.com 

In fact, LinkedIn video content can help generate five times the engagement as compared to the image or text-based content. Moreover, a live video on LinkedIn can generate 24x more engagement!

Thus, create videos and share them with your followers to get better engagement. Also, you can send videos on LinkedIn in DMs to your followers to connect with you and promote your business and events as well.

Yes, LinkedIn video content is something that no growing business should neglect as it can deeply impact your lead generation strategy. 

7.  Utilize LinkedIn Ads to reach the right audience 

One of the most effective features of LinkedIn is its Ads. Yes, updating and optimizing your brand presence can certainly get you more leads. However, running hyper-personalized Ads on LinkedIn is guaranteed to generate quality leads.  

Image via tuffgrowth.com

When you set up a LinkedIn Ad, you need to target a specific audience that could be your potential leads and eventually customers. You need to add in the buyer interests, the age group, and the location so that the Ad is targeted only towards a specific demographic that could be interested in your product or service.  Apart from this you can export the contact with emails and pitch them with a social media email template to get desired results.

A personalized LinkedIn Ad attracts high-quality leads and therefore gets you more business. So, once you have optimized your business profile and have generated sufficient engagement on the page, you can start running ads to increase brand awareness. 

8. Execute lead generation campaigns 

Sometimes, being specific can actually help you achieve your goal. You can prepare your goal in a professional way using the best goal template for better presentation and understanding. Check these goal examples template for the references.

And in this case, creating and executing lead gen campaigns on LinkedIn can work in your favor.  

The platform is a great source of b2b sales leads and it can provide good numbers of sales in the pipeline for your business.

You can use lead forms on LinkedIn wherein you ask your targeted audience to share their contact details in exchange for a resource or any kind of information. 

For instance, you can generate lead generation forms where the lead can enter their details and receive an eBook Guide related to their niche, downloadable case study, free demo or consultation, etc. Furthermore, you can also organize events such as webinars to collect leads and improve brand awareness.

In the next step, you need to use the best sales enablement tools to manage your leads for better sales conversions. And you can utilize this information by reaching out to relevant profiles through email automation campaigns and cold calling via power dialer from your CRM.

This way, you can encourage the person to try out your product or service. And automation is always time-saving in these kinds of cases, providing your team the more productivity and enhanced overall performance of your lead generation campaign.

What More?

You need to hire a social media consultant because he helps to manage your LinkedIn campaign in an effective way. As we know a social media consultant has excellent knowledge about real-time LinkedIn practices with excellent communication skills.

Best communication courses and certifications can improve the verbal and spoken skills of students. These courses prepare students and proposed best careers for communication students such as social media consultants, marketing managers, and editors. Hence hiring social media consultants is a great move to generate good leads from LinkedIn.

Pro Tip: You will generate qualified leads for your business using the above-purified tactics for your business. Now it's the next step to analyze your leads data to prepare prospective lead magnets who can convert into your customers. In this process, you can leverage data cleansing tools, data deduplication software, data deduplication software, and other tools to prepare a final list of prospective customers.

Wrapping up 

Once you start getting leads from LinkedIn, there’s no going back! 

Following the above tips will help you collect more leads and impact your company’s presence on LinkedIn, resulting in more credibility and genuine connections. LinkedIn is a great lead generation tool for the B2B marketplace, and you can understand how social media for business is important.

Therefore, plan and execute your LinkedIn lead generation strategies effectively and witness the growth yourself! 

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