Leveraging LinkedIn Lead Generation
If I asked you what’s the most important professional networking tool, you’d probably answer, “LinkedIn.”
And you’d be right: As Fortune points out, the website has over 500 million users. But what’s equally interesting for B2B marketers is that LinkedIn also lists information about more than nine million organizations — data about everything from location and company size to brands and initiatives.
Just take a moment to really appreciate the enormity of those statistics.
Clearly, if you’re looking to make connections for B2B lead nurturing, LinkedIn is a treasure trove of information about both companies and the decision makers who run them.
Should you use LinkedIn for Lead Nurturing?
46% of the social media traffic visiting B2B company sites comes from LinkedIn.
And with more and more organizations entering the global marketplace, that number will increase, since LinkedIn allows you to connect effortlessly with people and companies across the globe.
Still not convinced?
Here are 3 reasons to make Linkedin your lead generation engine.
- Build connections and expand your network — both of which are crucial aspects of lead generation.
- Build credibility by sharing your expertise.
- Enable yourself to prospect for potential business partnerships.
How to hyper focus your prospecting efforts
What’s so important to understand LinkedIn lead generation and nurturing is that simply casting a giant net to see who bites isn’t the most efficient use of your time and resources.
Instead, hyper focusing your prospecting efforts to target the kind of business that matches your customer profile is much more effective.
Think about it:
If you’re on a mission to simply get as many contacts as possible, how many of those contacts are likely to really be in the market for the type of product or service you’re selling?
Finding and nurturing leads is to choose quality over quantity.
- A high-quality lead is more likely to interact with you
- derive value from the information and insights you share
- ultimately be interested in potentially purchasing your product or service.
And here’s the kicker: You can find high-quality leads by hyper focusing your prospecting efforts on leads who possess the characteristics of your target market.
Start getting involved in groups
Participate in groups that your target customers are members of. Think, for instance, of groups for entrepreneurs, small businesses and startups — anywhere your target audience might go for insights and advice that you can provide.
- You can also start your own group to share your expertise and build a community.
- Join the Aliste Marketing group, we have our own group called Marketing for Business Owners, where members can connect with other business owners, ask for advice, participate in
- discussions and gain access to marketing resources they can implement in their companies.
- Note that in general, it’s best to use your group to be truly helpful to others — not simply to market your own product or services.
Jumping into conversations is easy:
- generate and share informative, insightful content
- Ask a question about certain industry trends
- Post a link to an article about a trending topic
- Share your latest blog link in the group
In addition, you can generate your own content that addresses specific pain points of your target audience in a knowledgeable, informative manner.
You are on your way to improving your standing as a thought leader — and increasing your chances of leads coming for business.
Converting your new leads
When it comes to lead nurturing, hyper focusing your prospecting efforts might require more preparation and research.
However, since you’re providing helpful advice to professionals who actually need it, your efforts can have a higher ROI because those same professionals are more likely to seek you out when they’re in the market for a product or service like the one you provide.
For more posts on key business performance metrics, click here.