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5 Proven Tips Using LinkedIn For B2B Lead Generation

“Businesses move from liking to leading when they look beyond social media to see how social technologies drive real business value. From marketing and sales to product and service innovation, social is changing the way people connect and the way organizations succeed”-IBM

LinkedIn is one of the best sources of B2B sales intelligence for the average sales professional. It allows you to connect with people and see their network of contacts. If your efforts until now have not permitted you to gain access to those key decision makers that haven’t yet showed up but have a profile, there are many innovative ways to reach out beyond your first-degree connections. Here are 5 ways to use LinkedIn for B2B Lead Generation:

1. Start Connecting With The Right People

Take a good look at your contacts; they are the currency of LinkedIn and your lead generation success on the social networking platform. If most of your contacts arte friends and family members, you’ve got a lot of work to do. Aim to connect with as many contacts with 500+ connections as possible.

2. Follow Prospect/Customer Actions

Encourage your staff to follow the new contacts and their LinkedIn activity. This will help you uncover possible opportunities to turn a lead into a sale. Show interest in what they do by liking or sharing their posts and updates.

3. Create An “All Star” Profile

Many LinkedIn users are lacking basic information on their profiles. The first thing that many potential connections and prospects will do is check out your profile to see if you pass the credibility test. The only way to get the most out of LinkedIn is to complete your profile and to include past experiences, education, interests, multimedia resources and volunteer initiatives. The goal is to differentiate your from the millions of other profiles with a compelling introduction.

4. Get Social On LinkedIn Groups

To be successful on LinkedIn you would need to engage in conversations. If you are targeting a certain industry, simply join those groups and act as a resource that answers questions. Keep in mind that these are your prospects that need your assistance and what better way to establish credibility in their eyes than by acting as a resource.

5. Keep LinkedIn Connections Organized In Your CRM

There are several CRM Software providers that offer useful features to look up, import and view potential prospects from LinkedIn contacts. Depending on the provider you choose, you can organize, filter, categorize and manage all your contacts directly without any data entry or little or no human error.

Check out this SlideShare that offers more tips for B2B Sales Prospecting on Linkedin:

To learn more about how to integrate LinkedIn into social media marketing plan, sign up for our social media course. The Social Media Marketing course is a comprehensive online course ideal for anyone involved in planning, managing and measurement of the campaigns. Click here to enroll in our Spring Semester, which starts in April.

March 5, 2015

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