How to Generate Leads on LinkedIn? 7 Foolproof Strategies

Can You Generate Leads on LinkedIn?

If you thought LinkedIn was only for job searching and posting openings, I’m sorry to say you were mistaken.

The social network, which now boasts over 900 million users, is also a great channel for improving your conversion and sales results.

With that in mind, we’ve prepared some foolproof strategies here for you to understand how to generate leads on LinkedIn and make the most of this platform.

Many of your future clients – especially if you’re a B2B company – are using LinkedIn right now.

The conversion possibilities are huge 🤯

Keep reading to learn how LinkedIn can set you apart from competitors and boost your lead generation!

Is LinkedIn Good for Lead Generation?

Well, as I hinted at above, LinkedIn has over 900 million users and that number is growing.

The map below helps us understand the LinkedIn reach better:

Just with the user numbers, we can see that generating leads on LinkedIn is a good idea, but there’s more!

Going into denser data, in the book “The Sales Burn-out Survival Guide,” Dan Driscoll noted that 80% of B2B leads come from LinkedIn, while only 13% come from Twitter and 7% from Facebook.

This means that, compared to these other networks, 4 out of 5 B2B leads come from LinkedIn.

To wrap up our data-driven arguments that prove LinkedIn is indeed good for lead generation, let’s talk about marketing professionals – what do they prefer?

A DemandWave report, “State Of B2B Digital Marketing,” pointed out that 59% of B2B marketers generate leads on LinkedIn, with the social network far surpassing others, as shown in the graph below:

So, are you convinced of how generating leads on LinkedIn can be advantageous for your business?

Now, let’s explore the foolproof strategies to make this happen!

7 Strategies to Generate Leads on LinkedIn

Even though LinkedIn is a great channel for lead generation, it’s important to pay attention to the strategies below because the social network doesn’t work alone.

You’ll discover that finding your audience is one of the toughest tasks.

But once you identify it clearly and determine strategies to generate leads on LinkedIn, the work becomes much easier and more promising in terms of results.

It’s like a very steep learning curve: it’s hard at the beginning, but the results are surprising.

Here’s how to stand out and generate more leads on LinkedIn:

Having a well-organized corporate profile

We know you can’t judge a book by its cover, but whether we like it or not, the first impression is what sticks.

So, it’s important that you always analyze your profile and make small adjustments, like keeping information updated, having a cover photo that fits your business, keeping only essential information clear and concise, creating a good description, etc.

Remember that your profile is the gateway to your company, so if you want the user to follow the page, keep it inviting.

Having the right material

Don’t think that any type of content, whether articles, videos, posts, captions, or InMails, works for this social network.

LinkedIn demands a high level of material because you’re talking to people in the corporate world, constantly bombarded by other companies’ marketing.

You need to analyze your audience through LinkedIn Analytics to understand what type of material makes more sense.

Remember to create your materials based on your persona and user behavior; otherwise, you won’t generate leads.

Ask employees to share lead magnets

Have you created an e-book, are you producing articles for LinkedIn, hosting a webinar, or have you created any other type of lead magnet?

Well, don’t waste time; ask your employees to share this material.

This way, you reach a larger audience and increase the chances of generating leads.

You can even create some different standard messages and send them to the emails of those who work with you, indicating the importance of this strategy.

Having a spokesperson for your company

Humanizing companies is becoming increasingly common.

This strategy focuses on giving a face to your brand, showing that there’s a person behind the content, ads, and posts.

The idea is simple: instead of creating just one profile for your brand on LinkedIn and sharing materials only there, the stronger presence will be from a key person in the company: the owner, the owner’s child, the CMO, or senior people who have worked there for a long time and are recognized in the industry.

Through this strategy, you’ll convey a genuine desire to help others, as you’ll be humanizing your actions and getting even closer to the audience.

Network when possible

Lead generation doesn’t have to be a solo process; you can rely on partners to increase your audience and reach new users.

I’m not just talking about connecting with other people, but maintaining relationships, using social networks to get closer, exchange experiences and ideas; this is the real networking that should be valued.

Use Sales Navigator and LinkedIn Premium

LinkedIn Sales Navigator is a prospecting tool that allows advanced lead and company searches, as well as offering personalized suggestions with lead recommendations.

In other words, the perfect platform to help you generate leads on LinkedIn.

Not stopping there, you can also take advantage of LinkedIn Premium, which provides you with data, statistics, and unique information about leads.

It also offers the possibility to invest in InMail, which is the social network’s messaging service.

Advertise on LinkedIn

Finally, we can’t forget about LinkedIn Ads!

The LinkedIn ads creation platform allows you to:

• Reach a broad, influential audience willing to buy;
• Leverage powerful targeting to reach qualified leads;
• Boost mainly B2B businesses.

In addition to these benefits, the platform has various formats that can be explored and customized by you:

Sponsored Content (static images, videos, and carousels); Sponsored InMail; Text Ads; Dynamic Ads.

Working with LinkedIn Ads is a great way to generate leads on LinkedIn, but it’s always very important to understand what type of material you’re promoting.

More on that now:

What Type of Material to Use for Lead Generation on LinkedIn?

Now that you know why and how to generate leads on LinkedIn, let’s understand the means to do it.

I’ve separated four types of materials that you can invest in to capture your leads. Check them out now:

Surveys

Conducting customized surveys for your segment is a great way to gather essential user information to follow them through the funnel and provide a personalized experience.

What kind of personalized insight can your company offer?

What privileged information can you turn into a material that will attract leads?

The material can come from anywhere. Did your finance department conduct a market situation study for the next year?

See what’s worth sharing.

Did your technical area create a new work method?

It can generate leads!

Exclusive e-books

Who doesn’t like exclusive things? Therefore, think of an e-book that only your brand can produce and offer to the user.

The example we used above also applies here.

Let’s say your technical manager found a way to reduce your team’s workload by 25%, and this information is very valuable to your clients.

Why not share it?

Many people are afraid to create this type of e-book because it ends up “revealing the company’s secrets.”

This fear is understandable, but solving it is simple: weigh the impact of disclosing this “secret” compared to the impact of lead generation for your company.

Which one wins?

Free tests of your product

Leads generated through free tests are the best but also the most challenging.

So, think if this type of material makes sense and if it’s possible for your business.

If it’s positive, invest in campaigns that offer this free test.

Newsletter

Become an authority in your segment, make your brand remembered every time someone thinks about the subject it involves.

One way to do this is through newsletters, where you can relate educational, informative, offer, and persuasive content with your brand organically and efficiently.

You can create a newsletter directly on LinkedIn.

You just need to update it periodically and publish it, just like you would in an email.

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Generating leads on LinkedIn is a long-term effort.

I need to make this clear because, unfortunately, the social network is full of people who start, don’t get immediate results, and give up.

This is my last piece of advice for you: don’t give up.

Stick to your strategy, combining these tips and some more that only you can create.

But what happens when someone from LinkedIn visits your website? Do you have any tool to greet them?

You can if you use a Lead Generation Chatbot. Test Leadster today for 14 days, no credit card required, and see for yourself how we can triple your leads in that period.

Yeah you read that right: triple your leads. In 14 days. Fourteen. Don’t believe me? Test it today!