If you work in B2B, you’re probably aware of how difficult it can be to find and acquire new customers. How To Generate B2b Leads Via Linkedin Marketing? This is due to the fact that, depending on the industry, the total number of potential customers may be small, and the total number of decision-makers within those companies may be even smaller. That’s why it’s critical to generate a consistent number of leads each month.
As a result, regardless of how long your sales cycle is, your sales team will always have enough contacts and opportunities to follow up with. If you’ve been scratching your head trying to come up with new ways to generate more leads, you’re in luck because we’ve compiled a list of 33 B2B lead generation strategies, ideas, and examples that you can implement right away.
LinkedIn, which pioneered the professional networking concept, has grown exponentially since its inception in 2003. It has had over 600 million members, including top executives from Fortune 500 companies, over the years.
What is B2B Leads?
People, organizations, or businesses that have the potential to become customers for B2B (business-to-business) products or services are referred to as B2B leads. How To Generate B2b Leads Via Linkedin Marketing? Most of the time, these leads are from other businesses, rather than individuals, as in B2C (business-to-consumer) sales. Personal contacts and self-led small businesses, on the other hand, can be B2B buyers.
What is B2B Lead Generation?
B2B lead generation is the process of identifying and attracting potential buyers for your product or service. How To Generate B2b Leads Via Linkedin Marketing? In this case, the target audience includes decision-makers in businesses and organizations.
Here are steps on how to generate B2B Leads via LinkedIn Marketing;
1. Create the Ideal Profile
It is simple to create a profile. But how do you create the ideal profile? It turns out that it wasn’t all that difficult. With a little attention to detail, you can create a profile that will help you stand out and catch the attention of your potential clients. How To Generate B2b Leads Via Linkedin Marketing? It may seem obvious, but we all know someone who has an inappropriate picture on all of their social media platforms, including LinkedIn.
According to one study, a proper picture can give potential leads an early indication of what kind of person you are. So, don’t be afraid to spend a little more to get a good photographer who can create the best image for your LinkedIn B2B prospects.
LinkedIn is an excellent resource for B2B marketing prospects. It reduces the number of serious contenders willing to communicate directly with potential leads. These leads are typically generated through a funnel. This funnel displays your account’s highlights, or “a profile summary.” If they find your profile summary interesting, they will most likely look through your entire profile. How To Generate B2b Leads Via Linkedin Marketing?
As you can see, this is a lengthy procedure. And the only way to begin this process is to have a profile summary that is both interesting and compelling enough to pique your potential client’s interest.
2. Find the right Target
The first step is to examine target profiles. This necessitates first determining who your ideal lead is. If you use LinkedIn’s Sales Navigator tool, you can refine the LinkedIn database into your ideal target list using 22 different filter categories. Geography, Keywords, Relationship, Industry, Postal Code, Job Function, Job Title, Seniority, Years in Position, Years at Company, Years of Experience, Company, Company Headcount, and other categories are included. One thing to keep in mind about our process is that we only add people to our list who are second connections to me. This is due to two factors: How To Generate B2b Leads Via Linkedin Marketing?
It gives me something in common with the person we’re going after. This makes a significant psychological difference. According to a LinkedIn-cited study, 87 percent of B2B buyers had a positive impression of a salesperson connected through their network, compared to 4 percent when the person was not connected.
This prevents you from spamming anyone and everyone on LinkedIn who has nothing in common with you.
3. Request for Connection
We wait to see who views us after we have viewed our target profiles. When someone views us back, we interpret it as the first indication of interest or a first opt-in point. When someone views your profile, you should send them a connection request.
This connection request should never be generic, such as “I’d like to add you to my professional network on LinkedIn.” This is tedious and provides no context for why someone should connect with you. How To Generate B2b Leads Via Linkedin Marketing? Address them personally in order to stand out from the crowd and give them a reason to connect. Personalized connection requests increase the likelihood of someone accepting.
As with Step 2, we send a connection request and then wait to see who accepts it. Waiting for our targets to act prevents us from spamming anyone who isn’t interested in interacting with us. How To Generate B2b Leads Via Linkedin Marketing? Step 4 is to send a message to the person who accepted our connection request. This message should express gratitude for connecting and introduce the idea of scheduling a time to talk.
These messages should not be overly salesy, but rather aim to start a conversation and further develop your relationship with your target. How To Generate B2b Leads Via Linkedin Marketing? If no one responds after a few days, a follow-up message may be appropriate, but don’t push too hard. If someone does not respond, it is likely that they are not interested in talking.
Remember that LinkedIn’s goal is to get the conversation off the platform. How To Generate B2b Leads Via Linkedin Marketing? Experts all agree that, while LinkedIn is an excellent tool for lead generation, it should only be used as the first step in a larger marketing strategy, not as a means of closing a sale. How To Generate B2b Leads Via Linkedin Marketing? With a little time and patience, your company will be connecting with more and more potential clients, filling that sales funnel for future growth.