How to Get Started with LinkedIn B2B Lead Generation

LinkedIn B2B lead generation

For years, LinkedIn was a bit of a paradox for B2B marketers.

On the one hand, you absolutely had to have a presence on this social media platform. It was the one place online you could be sure your prospects visited. Everyone has a LinkedIn account, even if they’re not incredibly active on it.

On the other hand, LinkedIn’s advertising platform used to seem as though it was designed as some kind of cruel practical joke. Even though the site had all of your leads listed with a ton of valuable information about them, ads featured next-to-no helpful features and costed a small fortune. You would have been better off paying for a billboard outside your prospect’s office.

Fortunately, that’s changed. Today, if you know what you’re doing, LinkedIn B2B lead generation could easily be one of your company’s best investments.

3 Tips for Getting Started with LinkedIn B2B Lead Generation

Over time, you’ll learn how to modify your company’s LinkedIn B2B lead generation strategy to best serve your unique goals.

For now, concentrate on just getting started by using the following tips. The sooner you are able to put a strategy into place, the sooner you can turn it into a force multiplier for your marketing budget’s ROI.

1. Focus Your Company’s Page on Lead Generation

This may be a beginner’s tip, but it’s also one that 99% of companies seem to miss completely.

If you look at most company’s LinkedIn accounts, it’s as if they’re trying to put you to sleep. A lot of them are literally the About Us section from their website cut-and-pasted into the account. It’s all accurate information, of course, but who cares? If it’s not generating leads for the company, it’s not making any difference.

Do not make this simple mistake.

Instead, turn your company’s profile into a lead generation machine.

Use your header image to show off what you do. Include engaging content like testimonials or even advertise that you have case studies in your profile.

Follow through with your company description. Use this space to pitch what your B2B business has to offer. Remember, only about the first two lines are displayed until a lead clicks, so make them count.

2. Use Content to Gain Social Proof

Content marketing isn’t just for your B2B company’s blog. You can also share those posts on LinkedIn. In fact, you should be sharing them and even creating unique posts on LinkedIn as much as possible.

There are two reasons for this.

First, if your post resonates with a lead, that may be all it takes to have them visit your website and reach out about possibly becoming a client.

Second, the more your posts generate interests from your LinkedIn following, the more likes, comments, and shares you’re likely to receive. Not only will that feedback help to increase the exposure of your piece, but it will also go a long way toward building up your social proof.

When it becomes clear to prospects on LinkedIn that your company is viewed as an authority, LinkedIn B2B lead generation will become much easier.

Also, keep in mind that you don’t have to limit your efforts only to content you’ve actually created. Unlike your actual blog, you can share others’ content on your LinkedIn account and simply offer a few sentences of commentary.

3. Create Separate Showcases for Each Segment

Another tragically overlooked opportunity for LinkedIn B2B lead generation is their showcase pages. Even though they’ve been around since 2013, most companies don’t take advantage of them.

In short, these are subpages you can add to your company’s profile to promote any subsidiaries. However, even if your business doesn’t have any official subsidiaries, you can still use showcase pages to market your company’s different initiatives and business units.

For example, if your accounting-software company serves the needs of small businesses, medium businesses, and enterprises, you could create a showcase page for each. This specificity will draw more interest and automatically segments your audience right from LinkedIn.

LinkedIn B2B Lead Generation

LinkedIn B2B lead generation could become one of your company’s highest ROI investments, especially because all of the above tips are free. So, even if you’re still not ready to dedicate any amount of your budget to LinkedIn ads, this social-media platform could still be a goldmine.

For best results, add Hushly to the mix. Use LinkedIn to drive traffic to your site and then let our software turn those visitors into qualified leads. We’re so confident in what we’ve built that we actually guarantee lead generation and ABM conversions will increase by at least 51%.

Contact us today to see how.

How to Use Engagement for Improved B2B Lead Generation

effective lead generation techniques

Effective lead generation techniques have changed a lot even in just the past five years. Building a simple funnel and hoping SEO will attract the leads you need is no longer a realistic strategy.

Instead, you need to update your arsenal with what works best today.

3 Effective Lead Generation Techniques for Your B2B Company

Although there is a long list of effective lead generation techniques that have been successful across different industries, the three below will work no matter what field of B2B your company operates in.

1. Use Social Shares to Build Your Email List

For years, e-commerce gurus and consultants have all used the same simple trick to build massive email lists of followers to leverage whenever they want for any number of different reasons.

Unfortunately, most B2B marketers have never used this method to build their own lists, even though they’ve probably been exposed to it numerous times.

The secret is simple. Which of the following introductions to a newsletter sounds more enticing to you?

  • Sign Up for Our Newsletter
  • Sign Up for Our Newsletter to Receive Weekly Updates About [Industry}
  • Join 5,000+ [Industry Subscribers] by Joining Our Email List

The first one is clearly the least-enticing. Do you feel any excitement about the prospect of joining that list?

The second one is a little better. It at least gives someinsight into what the list will be covering, but it was probably also safe to assume that topic would be the focus anyway.

With the third option, you’re leveraging the power of social proof. You’re not just showing a lead that a lot of people already enjoy your newsletter, you’re almost making them feel left out if they don’t join. After all, many of those recipients are probably their competitors.

2. Build a Network of Authority

Another great way to build social proof that can turn into leads is through – no surprise here – social media.

Though it probably doesn’t come as a shock, the truth is that most B2B marketers don’t know how to make the most out of this incredible opportunity.

They may tweet regularly and even respond to comments – which is important – but that’s about it. Unfortunately, with so many of their competitors doing the same thing, that’s also not enough.

Instead, you should also be actively building a network on social media. Reach out to noncompetitors in your market by commenting on their posts and even messaging them to start conversations. Eventually, the goal is to begin partnering with other accounts for social-media campaigns that build authority and attract engagement (similar to using online influencers to do the same).

Another great way to build your network is through backlinks. Most B2B marketers see these solely in terms of SEO potential. Once again, though, the secret is to work with noncompetitors in your market, so you’re constantly posting on each other’s sites.

When you’re consistently doing that and holding conversations on social media, your leads will find it very easy to engage with you.

3. Personalize Your Lead Magnets

Anyone in B2B marketing knows that HubSpot is usually at the forefront when it comes to the most effective lead generation techniques.

However, they still seemed to outdo themselves when they introduced their Website Grader tool. This was no ordinary lead magnet. It asked for leads’ email addresses as part of running a test on their website’s effectiveness. Once Website Grader had compiled its results, it would email the lead its findings.

This kind of interactive tool is fantastic for generating leads because it utilizes personalization. The content provided is 100% unique to the lead.

Now, obviously, creating that kind of lead magnet is probably not something your B2B company can do every week. That’s fine. You don’t need to create them with the same regularity as blog posts. Instead, spend the time building one, highly-interactive lead magnet that will benefit your prospects so much that they can’t wait to provide you with their information.

Then, you can use your regular blog posts to drive traffic to that lead magnet to keep your lead-nurturing funnel full.

One of the MostEffective Lead Generation Techniques

At Hushly, we are always keeping our eye on new, developing, and, most importantly, effective lead generation techniques.

Of course, we are also very proud to offer one of the best solutions out there. While the techniques above are extremely effective, our platform will begin working the moment you install it. Contact us to schedule a demo and see for yourself.