How to generate more leads on LinkedIn
LinkedIn Lead Generation Strategy
Nowadays, LinkedIn is a fast-growing social media platform with more than 500 million users from over 300 countries, 20% of whom are influencers and decision-makers. On the one hand, it is quite easy to get in touch with any of them, but on the other hand, there are plenty of aggressive salespeople using the network, and influencers soon tire of dozens of similar messages.
The widespread delusion that LinkedIn is only for new job opportunities has been dispelled. More than 74% of business owners check LinkedIn daily, update posts, search for new connections, participate in discussions, etc. The quality of leads that can be generated through LinkedIn is high: for example, 76% of registered users count their incomes upwards of $45,000, and 43% of them get over $70,000 monthly.
So, do you want to find out how to get leads on LinkedIn and how to generate as many leads as possible? In the following article, the Dooozen team has prepared a detailed guide on how to get leads on LinkedIn and boost your lead generation strategy.
Optimize Your LinkedIn Profile
Generating sales leads on LinkedIn should always start with the most important step, such as profile optimization. When you are reaching out to prospective clients on LinkedIn, the first thing they notice is your profile. Your profile acts as your business card which may either attract people’s attention or push them away. Three seconds is enough to decide whether or not to accept your invitation.
So, add a clear image with an open face and a smile, no sunglasses or swimsuit, choose an appropriate and unique background photo. Write your genuine job title that others will use to find you: CEO, CTO, COO, Founder, Owner, Marketing Specialist, Business Development Manager, etc.
The next step for profile optimization is your LinkedIn summary, which helps people to find your profile faster. The summary is not simply a few words about you, it is your brand. Specify your target client’s problem here, share solutions, and prove your skills with the various services you (or the company you represent) provide. Share experience, vision, education, interests. Alongside this, include keywords to help LinkedIn and Google search engines suggest your profile upon relevant requests.
Here is a checklist of the most important fields of your profile to focus on:
1. choose a unique background photo;
2. create an eye-catching headline;
3. write a profile summary;
4. ask for and give recommendations;
5. publish articles and share useful and interesting content;
6. reach 500+ connections.
Read more about how to improve your LinkedIn profile in our article here.
Create a List of Potential Leads
If you do not carefully consider the profile of your ideal client and are not clear about your target audience, there is a high chance that you will fail in lead generation through LinkedIn. So, what should you do?
Consider your ideal customers by asking the following questions:
1. Where are they from?
2. What industry do they work in?
3. What is their job title?
4. How many years of experience do they have?
5. What issues do they face?
6. What solutions are they looking for?
7. What benefits can you offer them?
8. Why should they work with you?
The more questions you consider, the better. You should record the answers to all of them, thus creating a profile of a potential customer. Selling everything to everybody indiscriminately will bring you no results.
Narrow Your Target Audience
Before gathering profiles for sending invitations, you have to narrow your target audience as much as possible. Firstly, if it is narrowed, you are able to create a personalized message, if, for example, you have a relevant case study for a particular industry. Personalized messages such as these receive more replies.
Secondly, LinkedIn’s standard search, as well as Sales Navigator’s advanced search, only show you 1000 results, so, if your search results exceed 1000 prospective clients, the ones who fall outside of the first 1000 will not be included in the list. You will also be able to analyze the effectiveness of your campaign more easily because the lists you are working with will be shorter.
Start Connecting With the Correct Message
Once you have added your photo, title, description, summary to your LinkedIn profile, and created the list of target clients, it’s time to send the first invitations. LinkedIn allows you to attach a note message of no more than 300 characters.
Whenever you add a new connection, a person you are not yet familiar with, you need to add a note message, giving an indication of why you want to add them. Do not forget about social selling, where the core feature is to reach prospective clients at the perfect moment, whenever there is an opportunity to discuss or whenever a client has particular requirements. You have to sell without selling.
When you create a note message, do not forget the following:
1. make it personal, begin with a person’s name;
2. make it short, but meaningful;
3. add a call-to-action to your message;
4. do not add any links or dozens of examples to your note message;
5. finish your message with a signature.
Here is a nice example of a note message that works:
Publish Articles or Updates Regularly
If you intend to be efficient in selling through LinkedIn and generating more leads from a long-term perspective, you have to create your own content strategy and follow it. You have to pay keen attention to the content you post on your page. When you share useful content on your LinkedIn page, you build up your company brand, increase the trust prospective clients have in you and the company you represent, and tempt them into making a purchase decision.
The better established and well-organized your content strategy is, the better the results it will deliver. Do not neglect well thought-out content marketing if you want to be successful in lead generation on LinkedIn.
Content strategy is a paramount element of the whole marketing process for several reasons:
1. If you constantly publish quality content, it attracts your potential customers, and they come to trust you.
2. Publishing quality content increases search visibility and authority.
3. Quality content helps to build brand recognition and reputation – it is the biggest asset of your brand.
4. Publishing quality content allows you to reach a potential customer without being blocked (compared with paid advertisements, which can easily be blocked by a variety of ad blockers).
Choose an Automation Tool that Fits your Needs
There are a number of different tools for LinkedIn automation on the market. You need to choose the one which will bring you maximum value while prospecting on LinkedIn. Choosing an appropriate tool should be based on the objectives of your campaign, as well as the number of features the ideal tool might contain.
Define the Goal of your LinkedIn Automation Campaign
The first and the most important thing before starting your LinkedIn automation campaign is to set a goal, to define what you would like to achieve as a result of this campaign. LinkedIn automation goals depend heavily on your personal or professional interests. Those goals may be:
1. growing your professional network;
2. growing personal brand power;
3. lead generation and prospecting as part of social selling;
4. looking for investments;
The goal of your campaign defines the target audience. Who is your ideal client? Think about the profiles of people you see as your clients.
Follow up with Old Leads before Targeting New Ones
The first step of each LinkedIn automation campaign is to add prospective clients to a network by sending them a note message, while the second step is to send a follow-up message. The reason is that, first of all, most people do not see note messages, especially when then are using LinkedIn on their mobile phones (note messages are not displayed correctly), and secondly, you have only 300 characters for a note message. If you would like to send more information, a follow-up message is a good idea.
Here is a nice example of a follow-up message:
Create a Proper Signature for your InMails
If you are using InMails for lead generation to reach people outside your network, you have to add a proper signature to your messages.
Your signature should contain:
1. your name and surname;
3. the company you represent;
4. link to your company’s website;
5. your contact details (email, mobile number, etc).
Stop Harvesting Cold Leads
Follow-ups are essential for LinkedIn lead generation strategy but don’t waste time on any target clients who ignore your second or third message. If a person is not interested, do not continue to send messages which may be considered spam. It is better to spend time searching for new leads.
Create Different Message Templates
When you are creating a new LinkedIn automation campaign, create different messages to send to avoid being blocked by LinkedIn algorithms. Sending the same message constantly can be considered as sending spam messages to LinkedIn users, so your account might be blocked.
Go Premium or Use Sales Navigator
If you use LinkedIn for lead generation, it is a good idea to go Premium or subscribe to Sales Navigator. How does a Premium account help you to find leads on LinkedIn? Sales managers can benefit from sending countless connection requests. Recruiters will be able to find more candidates and use InMails to message individuals even without connecting. It is also possible to see data about individuals who viewed your profile. Both sales professionals and recruiters can use broad filters to search for their target audience and gather connections and opinion leaders worldwide. The Premium account, as well as Sales Navigator, are incredible tools for generating leads on LinkedIn.
Subscribe to our blog to get more useful information about lead generation on LinkedIn and much more besides this. And try Dooozen – a LinkedIn automation tool that helps you avoid the daily grind while working with LinkedIn.
1. How does LinkedIn help in lead generation?
Thanks to the targeting on LinkedIn, you are able to gather relevant contacts, filtering them by industry, job title, seniority level, company, etc. Activity in groups, regular content posting, and writing articles will also assist in gathering prospective clients. Use Lead Gen forms to learn more about leads and encourage them to fill out the form with their personal data.
2. How do I generate leads through LinkedIn Sales Navigator?
With Sales Navigator, you can use filters to search for your target audience, save search results, save leads, leave notes to each lead, set alerts to each lead, send InMails, etc. Sales Navigator helps you find out more about your prospective clients and reach them more quickly.
3. What makes Sales Navigator special?
Sales Navigator has some impressive premium features. Here are the most important ones:
1. The possibility of sending 20 InMail messages per month.
2. Advanced Search function. It contains the same fields as the LinkedIn standard search (for example, geography, relationship, industry, title, etc.), but there are a number of features that distinguish Sales Navigator advanced search from LinkedIn’s standard search, such as company headcount, years in current position, years at current company, years of experience, posted content keywords, etc.
3. The ability to narrow lists: the total result, people who changed jobs in the past 90 days, people mentioned in the news over the past 30 days, people who posted on LinkedIn in the past 30 days, people who shared experiences with you.
4. The possibility of saving a search. Sales Navigator will send you daily, weekly, or monthly updates for this search, so that you can contact the relevant people immediately.
5. Access to out-of-network connections.
Stay tuned! Subscribe to our blog!Subscribe
Do you like our Sales blog info tips? Stay informed! Do you like?
Get in contact and we’ll find the best solution for you.Contact us
Still have questions? Be free to contact us.