LinkedIn. It’s more than a networking site. LinkedIn helps companies of all sizes find and convert leads. Recruiters and sales pros swear by LinkedIn and use it strategically.
They want to mine relationships, looking for personal introductions to influencers and potential clients. They’re serious about relationship-building and B2B sales.
- Smart business professionals and sales people use LinkedIn to build relationships. They’re mining this app for connections.
- The demographics tell the story. Senior-level leaders are using LinkedIn.
- How to use LinkedIn. Start methodically. Reach out to those in your industry niche who fit your target audience profile.
- Connect, leave a note. Personalize your communications. Follow up and check in. Send an article that would be of interest.
- Publish relevant articles on LinkedIn. If you’re a contractor, upload photos of your latest award-winning bathroom makeover that you finished on-time and on budget.
LinkedIn makes it a whole lot easier to identify, engage, and cultivate connections. It turns those connections into clients. Still not convinced that social media in general, and even linkedIn is worth the investment?
Don’t believe me? Take a look at these demographics
With more than 900 million global users, LinkedIn provides a rich pool of potential clients and relationships. Drill down into the demographics and you’ll start to understand the power of this application.
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- In 2020, LinkedIn revenue reached $8.05 billion. (Statista)
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- LinkedIn now has more than 830 million members. (LinkedIn)
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- Approximately 31% of LinkedIn visitors come from the US. (Similarweb)
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- Searches for remote work on LinkedIn tripled after the coronavirus onset. (LinkedIn)
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- 50 million users search for jobs on LinkedIn every week. (LinkedIn)
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- 122 million people scored an interview through LinkedIn. (Resume Writer)
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- LinkedIn is responsible for 80% of the B2B leads from social media. (LinkedIn)
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- LinkedIn is the top-rated organic social media platform for B2B marketers. (Content Marketing Institute)
Why prospect on LinkedIn? Reach senior-level users
These data are nuts! These data represent the high-value clients you want. There are 61 million senior-level influencers and 65 million decision-makers use LinkedIn. For social media, the LinkedIn audience is different from other social media platforms–more than one-third of its members are in upper management positions.
It counts 61M senior-level influencers, 65M decision-makers, and another 6M decision-makers are from the IT sector. There are more than 80M hourly workers and 12M contractors.
Because of LinkedIn’s fields and filters, users can drill down and target qualified leads. Search by industry, location, job title, education level and college.
In this way, you can connect with people matching your search terms. LinkedIn lead generation is more than simply making connections; it is also about cultivating relationships.
Don’t know where to start?
It can be confusing. Open the LinkedIn application and key People into the search bar. Whoa! If you’re just starting out, you’ll need to identify a market niche, or industry sector.
Use a thoughtful approach when connecting with potential leads
This involves reaching out with personalized messages, building relationships, and consistently following up. Remember that this is a process, not a one and done. Effective LinkedIn lead generation means establishing trust and staying in touch to turn initial connections into long-term business relationships. Be selective and thoughtful. Qualify those to whom you’re reaching out.
Think about whether or not they people who would need your services. For instance, if you look at their profile page on LinkedIn and their website is really awful or nonexistent and you’re a web developer or SEO specialist, this would be a good contact for you.
I started my own LinkedIn prospecting with a single sector
I looked at all of their profiles and identified those whom I thought would most likely fit my requirements. Once I had about 100 people, I connected with them on LinkedIn, adding a little note about what I do and contact info. Some will respond, so I need to respond to those messages. You really should be checking your messages every day.
This is the beginning of a dialog, and this is how you build relationships. For those who don’t respond, I’ll circle back a few times. There are lots of people who really don’t use LinkedIn, but a surprising number do. Share industry info, tips, maybe an article that might be interesting for that person. Be thoughtful, be in touch.
And now the bad news: There’s nothing sexy about building a list
List-building takes time, patience and tenacity. Start by identifying a business sector. What business are your clients likely to be in? Are they realtors, contractors or coaches? Are they ecommerce startups or in the financial services industry? By identifying a single sector, you are specializing, learning that these potential clients have similar problems. You’ll start to learn a lot about this industry.
Search by industry and you’ll get a lot of potential clients. Start reading their profiles. For those who seem like they’re potential clients, copy and paste name, title/industry and contact info into a spreadsheet or a CRM.
Engage your network: Share articles and posts regularly
Sharing relevant articles and posts on LinkedIn is an effective approach to interact with your community and demonstrate your knowledge. By continuously producing useful material, you can keep your audience informed, generate debates, and develop your relationships with possible prospects. This method increases your exposure and establishes you as a thought leader in your industry, bringing more connections and possibilities.
Business development 101
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- Most of my new contacts don’t have email addresses, so I’m going to use Hunter.io to look up addresses.
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- I’m then using Sender.com to send my first newsletter to this group.
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- Keep looking for new potential clients, keep adding them to my list,
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- Keep reaching out on LinkedIn
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- Keep sending a newsletter to your growing list of contacts
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- This will work.
Keep posting and growing your community
Consistent posting on LinkedIn is crucial for growing your network and retaining engagement. Regular changes not only keep your profile updated but also assist in strengthening relationships and attracting new leads.
Consider blogging’s rise as evidence of the power of consistent content
There are about 600 million blogs online, with over 7.5 million new posts made every day. Over 409 million people visit WordPress.com every month and see over 20 billion pages. Blogging has increased by 12% since 2015, with the number of bloggers predicted to rise by up to 40% by 2028.
Blog posts are still the most popular content type, with 80% of bloggers reporting positive marketing outcomes, particularly those who write often. Food, lifestyle, and travel are the most engaging niches, and bloggers are increasingly using AI technologies to improve content creation. By continuing to create excellent content on LinkedIn, you can successfully use these trends to expand your network and increase your exposure.
Staying connected and involved is essential when working remotely. Participating in group activities and conversations demonstrates your expertise and engagement in your chosen field.
This is part of relationship building. It not only helps you create connections but also raises your exposure and reputation, making it simpler to attract and connect with new prospects.
About LinkedIn’s look-up email feature
A note about LinkedIn’s “Look up email” button. It sucks. Don’t get your hopes up on this one–it rarely yields results. When the built-in functionality fails to produce results, you may utilize email lookup apps such as Hunter.io or Clearbit to locate contact information.
Creating this list is a strategic approach to retaining contact, generating traffic to your brand, and converting connections into devoted customers.
Do click on each person’s Profile, then Contact Info. Some will identify their email address and some will include their websites, some do not, which seems like a huge missed opportunity to me.
Elevate your skills with LinkedIn Learning
In this case, I searched for courses on AI in marketing, but don’t stop there. Drill down in greater detail in a wide range of topics.
LinkedIn is more than a networking platform; it’s also a learning channel
LinkedIn Learning is a collection of free courses on subjects such as AI, sales, and digital marketing. These expert-led courses can help you improve your skills, remain current on industry trends, and improve your LinkedIn lead generation approach, increasing your value to potential clients and contacts.
There is a huge number of topics from which to choose. Scroll through the list and look for those areas where you are weak. Many of these trainings have a series of modules. I’ve taken a few courses over the years and they’ve been excellent. Perusing the list of available courses, and it’s clear that LinkedIn has kept up.
If you want to learn more about AI and its effect on marketing, for instance, this is the place to learn more. There are courses on creating Excel pivot tables, Advanced Google Analytics, etc. If analytics is your weakness, this may be the place to learn more
Join groups and be active
Joining groups: LinkedIn loves this
Joining and actively engaging in LinkedIn groups is an effective approach to developing and maintaining professional relationships, even in a virtual setting. Joining relevant organizations allows you to interact with like-minded people, share insights, and participate in industry debates. Can’t argue with that.
However, I’ve joined groups, and I’ve always come away with the same impression. Maybe it’s a symptom of our current “endless self-promotion” culture. There always seems to be people who completely dominate the conversation. There’s no sharing of ideas. But that doesn’t mean they’re not beneficial. Keep trying and be selective.
LinkedIn’s analytics
LinkedIn ad campaign metrics
LinkedIn page metrics that tracks profile views and impressions
If you’re running an ad campaign on linkedIn, the app provided detailed performance data. Review clicks, impressions, and social actions. It doesn’t have to be a LinkedIn campaign. If you’re including LinkedIn as part of a larger marketing effort, track LinkedIn’s activity.
Let’s look at how Laura turned LinkedIn from overwhelming to opportunity
Laura, a seasoned marketing strategist, was overwhelmed by the challenges of attracting new clients. Cold calling and email outreach were traditional sales prospecting approaches that seemed obsolete and ineffective. She decided to give LinkedIn lead generation an honest attempt, despite her reservations.
Revamping her LinkedIn profile
“I remember staring at my LinkedIn profile, thinking, ‘How do I turn this into a client magnet?” Laura recalls. She recognized that merely having a presence on LinkedIn was insufficient—she needed a plan that would attract prospects and nurture them through the lead-generating process.
How posting content changed the game
Laura began by changing her profile from a simple resume to a dynamic, client-focused page. She included compelling headlines, in-depth explanations of her services, and even client testimonials.
Her big success came when she started publishing excellent information consistently. “I didn’t just post about my work; I shared tips, industry insights, and personal stories that resonated with my audience. It was about creating value and being authentic.”
Connecting with Emma
One of her most memorable experiences was engaging with Emma, a company owner who was trying to sell her boutique agency online. Emma responded to one of Laura’s postings, fascinated by her clear approach to digital marketing. Laura saw the potential lead and sent a tailored response, delivering precise advice that addressed Emma’s concerns.
Building Relationships First: The Secret to Successful Lead Generation
“It wasn’t about selling right away,” Laura says. “I focused on understanding her needs first. After a few helpful conversations, she reached out to me for consulting services.”That first chat evolved into a long-term business connection, all owing to a smart, well-timed LinkedIn engagement.
Staying consistent on LinkedIn
Laura faced challenges during her journey. She had to keep up with the platform’s algorithm changes and deal with a constant influx of connection requests, some of which were not genuine. However, she found that being consistent was crucial. “LinkedIn lead generation is a marathon, not a sprint. It’s about showing up every day and building relationships one conversation at a time.”
From potential lead to loyal client base
Today, Laura has gotten a lot of good clients from her efforts on LinkedIn. Her experience shows that by using the right approach—like sharing valuable content, genuinely engaging with others, and being committed to building relationships—you can make LinkedIn an effective tool for finding new leads.
Conclusion
LinkedIn is an effective tool for generating quality leads and expanding your business; it’s not simply for networking. By refining your profile, connecting with your audience, and continually delivering value, you may convert connections into customers.
Remember that success comes from developing relationships, nurturing leads, and remaining persistent. Begin leveraging LinkedIn immediately and see your efforts pay off!
Frequently Asked Questions (FAQs)
Q: What is LinkedIn lead generation?
A: LinkedIn lead generation is the process of using LinkedIn to find and connect with potential clients by engaging with them through content, messaging, and relationship building.
Q: How do I start generating leads on LinkedIn?
A: Start by optimizing your profile, joining relevant groups, sharing valuable content, and reaching out to your target audience with personalized messages.
Q: Is LinkedIn effective for B2B lead generation?
A: Yes, LinkedIn is highly effective for B2B lead generation because it allows you to connect directly with decision-makers and professionals in your target market.
Q: What are some tips for successful LinkedIn lead generation?
A: Regularly update your profile, be active in groups, engage with your audience, and consistently post content that adds value to your connections.
Q: How long does it take to see results from LinkedIn lead generation?
A: Results can vary, but with consistent effort, most users start seeing engagement and leads within a few weeks to a few months.
Janet Peischel is the owner of Top of Mind Marketing. She is a writer and SEO specialist and offers her clients a free audit to jumpstart their SEO strategies. She lives in Sonoma, CA 510.292.1843
