Top 5 Strategies for LinkedIn Lead Generation

Learn how to effectively use LinkedIn for lead generation with these proven strategies.

1. Optimising your LinkedIn profile

Optimising your LinkedIn profile is crucial to generating leads on LinkedIn. Start by ensuring that your profile is complete and up-to-date. Include a professional headshot, a compelling headline, and a well-written summary that showcases your expertise and value proposition and a little of your personality, too. You really don't want to highlight how good a salesperson you are; you want to focus on how you have helped your customers.

You can use a template like this to update your LinkedIn headline- 

helping [prospects] do X

For example "Sales Executive helping accountants adopt inbound marketing" or "Sales Manager helping technology companies increase sales."

Use relevant keywords throughout your profile to increase your visibility in searches. Additionally, customise your LinkedIn URL to make it more professional and shareable. By optimising your profile, you will make a strong first impression and attract potential leads.

Another important aspect of optimising your LinkedIn profile is building a strong network. Connect with industry professionals, potential clients, and other relevant individuals. Actively engage with their content, endorse their skills, and send personalised connection requests. Building a robust network will expand your reach and increase your chances of generating leads. This type of activity is notoriously time-consuming and is best done with LinkedIn automation tools like Expandi. 

2. Automate LinkedIn Campaigns - Use Expandi to get more leads with LinkedIn

 

 

2.1 Get more 1st connections on LinkedIn

• Using LinkedIn Sales Navigator, build your target list of good fit prospects. 
• Use  easy to set up campaigns to automate converting 2nd and 3rd level connections into 1st connections and to build 1st connections across the entire Total Addressable Market.
• Campaigns include social selling, engagement and education to attract second and third connections and accept your connection request.

 

 

 

• Once your prospects become LinkedIn first connections, move on to Step 2.3
  

 Example Campaign

 

 

2.2 Educate buyers on their journey

Use MESSAGING Campaigns to automate educating and helping 1st connections along their Buyer's Journey

 

 

2.3 Engage and prospect with new 1st connections

Post educational content twice a week on your personal LinkedIn profile and at least one post per week on your company profile. Enrol new leads into your existing sales sequences.

Engaging with your connections is crucial for lead generation on LinkedIn. Regularly interact with their content by liking, commenting, and sharing, easily done with Expandi. You can congratulate them on their achievements, offer insights or suggestions, and provide support when needed. By actively engaging with your connections, you stay top of mind and increase the likelihood of them referring leads to you.

Another effective way to engage with your connections is through direct messaging. Send personalised messages to potential leads, expressing your interest in their work or initiating a conversation based on shared interests. Avoid using generic templates and make your messages personalised and relevant to the recipient. Building meaningful connections through direct messaging can lead to valuable business opportunities.

 

2.4 Drive specific offers to new 1st connections

Use MESSAGE Campaigns to small groups of 1st connections with a specific offer like a Webinar or Event invitation.

Expandi helps you automate;

• Selling to 2nd and 3rd-degree connections using multiple campaigns
• Expand your sales funnel and increase your pipeline by automatically covering your territory using Expandi automated social selling campaigns to increase your 1st connections.
• Your LinkedIn profile automatically sends profile visits, likes, endorsements, follows, connection requests, and InMails.
• Expandi Automated compliance to keep your LinkedIn profile within LinkedIn platform parameters
• New 1st Connections are automatically created as new contacts directly in HubSpot

3. Using LinkedIn groups for networking

LinkedIn groups provide a valuable opportunity for networking and lead generation. Join groups that are relevant to your industry, target audience, or niche. Engage in discussions, share valuable insights, and provide helpful advice. By actively participating in groups, you can establish yourself as an industry expert and build connections with potential leads.

In addition to joining existing groups, consider creating your own LinkedIn group. This allows you to gather like-minded professionals and potential leads in one place. Share valuable content, facilitate discussions, and organise events or webinars for group members. By providing value and fostering a sense of community, you can attract qualified leads and establish yourself as a trusted authority in your industry.

4. Creating engaging content

Creating engaging content is a powerful way to attract leads on LinkedIn. Share valuable insights, industry trends, and helpful tips that resonate with your target audience. Write articles, publish posts, and share relevant news and updates.

LinkedIn Articles

To reach a wide audience of potential prospects, consider publishing a LinkedIn Article with valuable advice or insights on a common challenge your customers face. Encourage engagement by tagging colleagues, business connections, and customers in the comments to spark discussions and increase visibility.

As you await responses from prospects, keep in mind that you are addressing an issue that directly impacts them. This can potentially lead to meaningful connections, as most participants are likely to genuinely be interested in your product or service.

Visual Content

Use visual content such as images, videos, and infographics to make your content more appealing and shareable. Encourage audience interaction by asking questions, starting discussions, and responding to comments. Consistently creating and sharing high-quality content will position you as a thought leader and attract leads to your profile.

Another effective strategy for creating engaging content is leveraging LinkedIn's native video feature. Record and upload videos that provide valuable information showcase your expertise or highlight your products or services. Videos tend to have higher engagement rates and can significantly increase your visibility on the platform.

5. Measuring and analysing your results

To effectively generate leads on LinkedIn, it is essential to measure and analyse your results. Utilise LinkedIn's analytics tools to track the performance of your content, profile views, and engagement metrics. Identify which types of content resonate the most with your target audience and adjust your strategy accordingly.

In addition to LinkedIn's built-in analytics, consider using third-party tools to gain deeper insights into your lead generation efforts. Track the effectiveness of your campaigns, monitor conversion rates, and measure the ROI of your LinkedIn activities. By continuously monitoring and analysing your results, you can optimise your lead generation strategy and achieve better outcomes.

For example, with Expandi, you can monitor the performance of your connection requests and tweak your messaging to improve performance if necessary. Wouldn't you like to know what percentage of your connection requests are accepted and how to improve on that?

For more information on getting more leads with LinkedIn visit  - Social Selling with LinkedIn

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