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Unexpected Ways To Get Leads On LinkedIn

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Kelvin Brown


Want to drive more prospects down your sales funnel and get higher conversion rates? Learn how to get leads on LinkedIn the right way.

You’ve likely heard of the benefits of mainstream social media like Instagram or Facebook for business.

You’re probably using them in your business already, thinking that this is enough.

But not using LinkedIn could be a massive oversight on your part, primarily if you’re operating in the B2B industry. 

Hitting the gas on your marketing efforts without including LinkedIn could be a mistake that costs you many potential leads.

82% of B2B marketers achieve their greatest success with LinkedIn, and you could be one of them too.

In this article, you’ll learn how to get leads on LinkedIn using the most creative methods. We’ll also share some actionable tips to get maximum results with minimum effort.

Develop A LinkedIn Lead Generation Strategy

You need to develop a strategy when learning how to get more leads on LinkedIn. Lead generation is using different marketing methods and techniques to attract potential customers.

It’s an essential element of any business, as leads can be nurtured into paying customers that use your products or services and help generate revenue. And LinkedIn is the most underrated platform to generate leads, especially if you are a B2B business.

With 875 million members, an overwhelming 80% are the movers and shakers who call the shots for their respective businesses. Their buying power is more than double that of other online audiences.

Below are some strategies you can leverage when learning how to get leads from LinkedIn:

Create a Powerful LinkedIn Page

To be sure you’re getting the most out of your LinkedIn page, it should be engaging and active. Post content that will spur conversations and join in on discussions already happening to get leads on LinkedIn.

The best LinkedIn page would offer more than just a description of what your business does. It would show off your thought leadership by:

    • Providing video and written content that teaches people something

    • Executive commentary on the industry you’re in

    • Proof of business and professional success.

Check out our founder Ravi Abuvala’s page with all of these elements included.

He regularly posts insightful videos, sharing his expertise with the audience and showing how he has a grip on what we offer—client acquisition systems.

Post Relevant Content & Updates

To get leads on LinkedIn and to be sure your LinkedIn page and profile stand out, consider posting different types of content, such as videos. Including industry-related content will help you show that you are a credible and trusted source.

Your in-depth knowledge will be noticed by potential customers, which could help you build relationships with those who fit your target customer profile. This can play a vital role in getting leads on LinkedIn.

Posting frequently will lead to more people recognizing your profile. Being a part of people’s feeds regularly is fantastic for developing a strong relationship with readers. This goes a long way in lead generation. 

To ensure your posts make an impact, check your page’s analytics and find out what resonates with people the most. Where are the most likes and shares coming from? What does that content do well that you could replicate?

Review this data regularly and adjust accordingly, so every post delivers optimal results, making LinkedIn lead generation easy.

Join Relevant LinkedIn Groups

Join LinkedIn groups centered around your industry or relevant interests to engage with potential customers.

Post content and updates in these groups. That will enable conversations, allowing you to share your services and build yourself up as an authoritative source of valuable information.

This will help you create a strong network presence, get noticed by potential customers, and ultimately get leads on LinkedIn. Get to know your audience better by using groups.

Learn from the active members to identify industry pain points and what they want. Use this information to craft targeted value propositions when reaching out to customers. In that way, you’re tailoring them to the specific needs of the customers based on understanding your prospects on a deeper level.

Use Paid Advertising to Maximize Your Reach

If you’re a business owner with a limited marketing budget, you may be hesitant to invest in paid campaigns on LinkedIn.

But investing money in this platform is one of the wisest decisions a business can make.

With both organic and paid strategies, LinkedIn offers the very best in B2B marketing opportunities. If you’re looking to get the most bang for your buck in the long run, then investing in ads is the best way to get leads on LinkedIn.

Target your organic audience. They are your greatest asset—having already consumed your content, many of them are sold on you being an authority in your niche.

With a nudge, convert them into your leads and loyal customers. The paid advertising on LinkedIn could be that last push they need to convert. Check out this article to learn how to run LinkedIn ads to take your business to the next level.

Have a Strong Sales & Marketing Alignment

As consumer buying behavior has shifted in recent years, customers are more likely to research before reaching out to a sales representative. 

Often they will use your marketing content as part of their research process, so you must have solid and informative content if you want to learn how to use LinkedIn to generate leads.

There should be a synergy between your marketing and sales departments.

Typically, your marketing team handles the investigation journey of your prospects. Once they are further down the sales funnel, the marketing teams hand them over to your salespeople to close the deal.

Ideally, both teams should be ready to play each others’ roles where necessary.

For example, say you are in the consulting business, and your client is ready to close the deal and sign the contract.

While that’s your salespeople’s domain, the savvy marketers on your team could share relevant content related to validating the solution, making LinkedIn lead generation more manageable.

They could also explain why the content is helpful and why other clients liked it. That way, your marketers have played their role in closing the deal—which is usually your salespeople’s job. Both teams can play a critical role in getting leads on LinkedIn.

Leverage Connections with Current Customers

The best thing you should leverage about LinkedIn is the potential to grow your network. Reach out to current customers and clients and ask for referrals, references, or tips on how to get in touch with potential new customers.

Expand your network through existing relationships to add valuable leads to your customer list. Take advantage of LinkedIn’s networking capabilities to reach out to potential leads with warm outreach that is less pushy than cold calling. 

Unlike other social media sites, LinkedIn is a professional platform. It isn’t usually seen as spammy and intrusive if you request your current customers to connect you with other potential customers.

Use the platform to gain trust with prospects by showcasing shared connections and propositions that relate directly to their interests, adding value from the start.

Maintain Consistency on LinkedIn 

You must stay consistent on LinkedIn if you want to establish yourself with your connections and learn how to generate leads on LinkedIn. Be sure you’re active by posting regularly – whether once a day, once a week, or something in between.

If you want to create interest from leads, stick around for conversations. Don’t just disappear in the middle of a chat – it’s not an effective way to further their interest in doing business with you.

To stay consistently visible and active on LinkedIn, use the platform’s analytics to determine what topics your audience is interested in.

Also, to generate leads on LinkedIn, figure out when your posts get the best engagement and create a strategy based on that information.

Creative Ways To Generate Leads On LinkedIn

LinkedIn is heaven for B2B lead generation. Unfortunately, that’s no longer a secret, as marketers from almost every B2B niche leverage it to boost their business. You need to be creative when understanding how to get leads from LinkedIn if you want to stand out.

With the following strategies, you’ll be able to learn how to get leads through LinkedIn the right way, so read on.

Utilize The “People Also Viewed” Section On LinkedIn

Take advantage of the ‘People Also Viewed’ section to find new leads and give your profile visibility. This feature shows ten prospects with similar interests to yourself or the profile you’re already viewing.

This section is regularly updated multiple times each month, giving a steady stream of fresh faces to engage with.

people viewed linkedin

But you must be a first-degree connection with a person to access their “People Also Viewed Section.”

To tackle that, you can send out connection requests to your target prospects and be their first-degree connection.

On the desktop version, find this section on the right-hand side of their profile. If you’re using a mobile device, scroll to the bottom to find it.

Use Endorsements For Lead Nurturing

Endorsements are a great way to show appreciation for someone’s skills and expertise. This section is an excellent source of LinkedIn lead generation and engagement and is located in the middle of your prospects’ profiles.

Take a look at the profiles of your current connections, and you may find potential prospects that list industry-related endorsements. Reach out to these contacts and foster relationships in no time!

Endorsements are a great way to show recognition of someone’s skills and knowledge and to nurture leads.

endorsements linkedin

If you haven’t connected with a prospect in a while, endorsing their abilities may be the perfect way to light their interest again. Send compliments through endorsements to initiate relationships and put your name on their radar, making LinkedIn lead generation more effortless.

Check Out Lead Recommendations

LinkedIn recommendations are written by your clients on the platform, providing tangible evidence of your talents and abilities.

This feature gives you access to potential customers tailored to your sales preferences, search history, and interactions with different profiles. 

With this limitless source of leads, find the perfect customers for your business. But the only catch is that you need to use Sales Navigator to access it.

Give & Get Referrals

Referrals are a proven and powerful way to bring in new business. Whenever you add a first-degree connection, take the time to introduce yourself.

This will help start conversations, create possibilities for collaboration, and make it easier to later ask for referrals. Analyze your recent customer connections, and consider which ones would make good potential clients.

If you know the customer well enough, send them a list of people you’d like to be introduced to. The worst that can happen is they say no – so don’t hesitate to ask!

Delegate this task to your sales team. The sales team has the know-how to ask for referrals, making it easier to identify decision-makers, break through barriers, and gain trust.

This means they can quickly connect with decision-makers, move ahead of their competitors, generating leads with LinkedIn.

What We’ve Seen Work To Get Leads From LinkedIn

LinkedIn offers savvy B2B marketers great opportunities to market their businesses more effectively. We’ve done it ourselves, and seen many of our clients leverage the platform. Here are the tips we find most valuable for LinkedIn lead gen.

Find Your Target Audience

Drive targeted LinkedIn lead generation results by understanding your audience and tailoring campaigns to their needs.

Utilize external and internal resources to discover more about your prospects and keep them informed of what you offer. Here’s how you can do that:

Ideal Customer Profiles & Personas

When creating content for personal or LinkedIn page posts, use your organization’s buyer persona and ideal customer profile to determine your target audience.

Ask yourself what characteristics define your audience. These characteristics could include the following:

    • Location (countries, regions, and cities)

    • Job title (corporate department, industry, seniority, and experience level

    • The pain points you can address

    • Goals that you can help them achieve.

Once you clearly define your target audience, use it to shape the kinds of posts you create for LinkedIn. Leverage your company page and creator analytics to ensure your content reaches the right people, and adjust accordingly.

LinkedIn Sales Navigator

LinkedIn’s premium Sales Navigator platform can help you quickly identify and connect with leads that fit your organization’s ideal customer profile. 

Use the lead filters to apply the target audience’s demographics and directly connect with relevant decision-makers.

The following are the filters available in the Sales Navigator. Use them wisely to narrow down your audience to find the decision-makers and find leads on LinkedIn.

Sales Navigator filters:

sales navigator filters

LinkedIn Company Page Analytics

Check the visitor and follower analytics on your company page to confirm if your target audience is already engaging with your company page.

This will provide you with the job functions, industries, and other characteristics of the people interacting with your content.

Also, review your posts’ analytics to see what type of content resonates most with your target audience. Create more content that drives more engagement, generating leads with LinkedIn.

LinkedIn Creator Analytics

When you enable Creator Mode for your LinkedIn profile, you can access the Post Impressions analytics to see what content resonates best with your audience.

This helps you quickly identify your top-performing posts and improve future content marketing campaigns.

From your LinkedIn profile, you can review the analytics of each post you publish to check which demographics interact with the content. Use this data to tailor your messaging and appeal to your target audience better.

Creator analytics provide valuable data about your newest followers, helping you ensure that the audience interacting with your profile is the one you want to target.

Customize Your Linkedin Company Page

To maximize the opportunities from your LinkedIn lead generation campaigns, take advantage of the specialized tools available for member profiles and company pages. Configure both to find more potential customers and increase your reach.

Here’s how you can do that:

Custom Buttons for Company Pages

Custom buttons on your LinkedIn company page make it simpler for prospects to become potential leads. Instead of linking to your organization’s home page, use custom buttons to link to lead magnets, time-sensitive offers, or other resources tailored to acquire new leads.

To add a custom button to your LinkedIn company page:

    1. Open your editing tools and enable the option for custom buttons.

    1. Select one of the available calls to action (CTAs) that fits prospects at the middle of the funnel, such as Register or Sign Up.

    1. Connect it to a link and publish your changes.

Make your limited-time offers or lead magnets more enticing by linking them to your custom button. Don’t let this valuable space go to waste, and be sure to review and update your settings as necessary.

LinkedIn Lead Forms For Company Pages

Get more leads from your LinkedIn company page with a custom button linked to an external resource. A lead form can help you find the right prospects without driving them away from the platform, increasing your success rate with less friction.

Here’s a great article to learn how to set up LinkedIn lead generation forms.

Creator Tools for LinkedIn Profiles 

“Creator Mode” should be enabled for your team members’ LinkedIn profiles so they can take advantage of “Follow Mode.”

This will make it easy for other members to follow them without requesting a connection manually, helping your team build an audience and raise the organization’s profile. To do this, find the “Resources” section on their profile and activate these tools.

When Creator Mode is enabled, your team will gain access to more detailed insights for personal profiles. Utilize this information to gauge the impact of their posts on a relevant audience and tweak your strategy accordingly.

Develop Your LinkedIn Lead Generation Content Strategy

After conducting your audience research and setting up your company page, devise a content plan that focuses on delivering valuable content to nurture prospects. Also, use lead magnets to get higher conversion rates.

Here’s how you can achieve that:

Link to Middle-of-Funnel Content

When trying to move prospects down the sales funnel, let them know that you have what they need by sharing content tailored for those in the consideration stage of their customer journey.

This means providing high-value content highlighting your brand’s advantages against the competition and demonstrating how your product or service has solved customer problems.

Also, establish trust to drive prospects toward purchase decisions.

Lead magnets such as eBooks, how-to guides, and other resources can help tip the scales in your favor by giving prospects the knowledge and tools needed to start solving their own problems. 

This allows you to establish a presence on the prospect’s radar and keep yourself on top of mind for when they’re finally ready to take action.

Consider turning your post into sponsored content when you want to stand out in the LinkedIn feed.

With up to 3,000 characters and a suite of features tailored for higher engagement, use LinkedIn Sponsored Messages to get plenty of space to position lead magnets. They also help build authority with prospects and direct them toward middle-of-the-funnel content.

Use the following LinkedIn tools to create more enticing content and get more engagement:

    • LinkedIn articles: Use LinkedIn articles to place lead magnets and build your team’s presence on the platform. Write entire blog posts and share them on the company page feed, or create a series using LinkedIn’s Newsletter feature for maximum reach. With this tool, you can target more people and increase the visibility of your content to help drive results.

    • LinkedIn documents: Make your lead magnets more enticing by leveraging the power of LinkedIn documents. Create a series of slides to tease your ideal audience, giving them just enough information to leave them wanting more. Documents can be downloaded, so use them for short snippets and link them to the complete resource for maximum impact.

    • LinkedIn carousels: Engage your audience with slides featuring multimedia using LinkedIn carousels. Create an eye-catching carousel to spark interest in external content and link to the complete resource for maximum reach.

Host Events & LinkedIn Lives

Maximize your LinkedIn lead generation efforts by hosting lead magnets directly on the platform. With LinkedIn events, offer value to your audience and guide middle-of-the-funnel prospects toward taking the next step in their customer journey.

With LinkedIn Live events, you can access the attendee list and follow up with a personalized nurturing sequence afterward. Leverage this tool to further engage with your attendees and convert them into leads!

How To Get Leads On LinkedIn: FAQs

Can we generate leads from LinkedIn?

Yes, you can generate leads from LinkedIn. It’s no secret that LinkedIn is the go-to platform for B2B marketing. But with an abundance of both organic and paid opportunities, the competition can be fierce. You need to be a savvy marketer to stand out and get leads from LinkedIn.

How do you find leads on LinkedIn?

On the Sales Navigator Home page, you can click Lead filters or Account filters. Enter specific leads or accounts directly into the search bar and press Enter. On the Search page, you can review all available filters and select relevant ones for your search.

Is LinkedIn effective for lead generation?

Marketers use LinkedIn’s wealth of information to their advantage, quickly reaching the right prospects with relevant and helpful content. When it comes to B2B lead generation, this is a tried-and-true formula for success. Factors such as position, seniority, industry, and location are key in ensuring you target your audience correctly and effectively.

Wrapping Up: How To Get Leads On LinkedIn

Success on LinkedIn is within your reach. Strategically use the platform to position yourself as a thought leader in your industry, build trust with your audience, and you’ll generate more leads.

Post and share relevant content, actively participate in conversations and relevant groups, and ensure your profile is always up-to-date.

Don’t forget to reach out to others, ask for recommendations, and engage with them as well—it’s not just about the number of connections you have but also the quality.

Upgrade your business, automate client acquisition, and grow to eight figures in two years—sound like an impossible dream?

Not when you have the right system. We’ve done it ourselves at Scaling With Systems, and now we want to show you how. Book a free consultation call today to learn more.

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