Every professional knows that if you want paying customers, you need to generate quality leads. However, reports show that 65% of businesses find this to be their toughest marketing challenge. 80% of all B2B leads come from LinkedIn and 79% of B2B marketers find it to be the most effective source of B2B leads. In fact, LinkedIn is 277% more effective than other platforms when it comes to social media lead generation. The good news is that generating quality leads every day is an achievable goal. It takes finesse, time, and work – so we’ve made this short guide to help you.
- Make smart goals
Your content should be tailored to your business goal. Is your goal to generate leads, get more shares, enhance your brand awareness, or increase your sales?
2. Know your audience
Knowing your ideal consumer is a prerequisite to any good strategy. The more details you know, the better you can tailor your content.
- Create a captivating company page that strengthens your brand’s image
Your company page is the first thing your audience will see. Its purpose is to help them learn everything they need to know about your business, including information about your services, employees, and the idea behind the company. This page must be up to date to reinforce your credibility.
- Optimize your company page
A well-optimized company page will increase your visibility in search results – both on and off LinkedIn. Use keywords, link to your company’s website, and publish only relevant content to avoid being categorized as a spammer.
- Create relevant, valuable, and original content that engages your customers
The quality of content will make or break your strategy. Remember: it’s not about selling the product, but educating your consumers. Inform your audience about industry trends, how-to-strategies, or thought-leadership values that show your brand’s ethics and viewpoints. Feel free to share useful and engaging content from others to give life to your company page and build relationships with other brands – no company is strong enough to go at it alone. Only post what you are proud of, since you have a reputation to think of.
- Make your content more appealing with visuals
Images lead to 2x higher comment rates. On its own, videos are 5x more likely to start a conversation and 20x more likely to be shared when compared to other formats. You can use programs like SlideShare presentations and PDFs to engage users.
- Post during highest engagement periods
Avoid posting during weekends, Mondays, or Fridays. The best times are between 8 a.m.-10 a.m. on Tuesdays, 3 p.m.-5 p.m. and 10 a.m.-12 p.m. on Wednesdays, and 1 p.m.-3 p.m. on Thursdays (CDT). Knowing the peak posting times can help you hack your business and help it grow quicker.
- Make your employees your brand’s ambassadors
This is imperative to humanize your brand and expand your network. By having ambassadors directly working for your company you can continue showing your target audience the ethos of your brand.
- Join the right groups where your ideal customers can be found
Not only will joining the right groups increase your reach, but it allows you to position yourself as an industry expert if you continue providing quality content.
- Use KPIs to measure results
Using KPIs, like achieved engagement, network growth, number of inquiries, and conversions can help you measure what matters. Tie the indicator to your original goal so you can refine your strategy and avoid cold leads.
LinkedIn is the most effective social platform when it comes to B2B lead generation – but only if you know how to use it. Otherwise, you risk wasting valuable resources. With LinkedIn Professional Marketer Certification, this influential platform will become your most powerful lead-generation tool.