How To Use Linkedin For B2B Lead Generation

With over 400 million members worldwide, LinkedIn is one of most the important social networks to reach out to buyers and connect with professionals.

however, LinkedIn is viewed as simply the place to go to look for your next job. Certainly it is used extensively by recruitment consultants to find and approach candidates and employees. in addition many business owners are barely scraping the surface of what’s possible on LinkedIn and When it comes to social media marketing and sales, LinkedIn tends to get brushed aside to make way for more popular platforms, such as Facebook, Twitter, instagram and Pinterest.

In fact, for business to business, LinkedIn is a critical tool that can help find the right sales leads, start selling fast and close more deals. It is actually the most powerful marketing tool of the 21st century for doing B2B sales and marketing.

 

As you reach out to leads and prospects, it’s important to have a profile that shows you are an expert. Add a professional photo, descriptive headline, and summary of your work experience to give potential customers a better understanding of who you are and what you do.

The next step is to make your profile a one-stop place for people to learn more about your business. Promote your previous work, awards, and thought leadership pieces by uploading or including links to things like your company blog posts, presentations, or websites. Start building your online reputation by asking your partners and clients to give recommendations about your skills and your company’s expertise.

Broaden your network and increase your chances of finding the right decision makers by connecting with contacts on LinkedIn. Reach out to current customers, business contacts, fellow alumni, and colleagues to maximize your reach.

establish your authority among decision makers by Sharing articles, news, and videos relevant to your industry and customers through status updates. Posting regularly will keep you top of mind among potential and existing customers in your network, and help establish your reputation as a go-to resource for your industry.

Find decision makers at your target accounts by running a search on LinkedIn. Search by company to generate a list of employees, then narrow it down to just the right contacts with Premium search filters like seniority, job function, and years of experience.

Build an list of new prospects by searching LinkedIn with specific keywords and search filters. Access additional Premium search filters, like seniority level and job function, with Sales Navigator and quickly identify key decision makers to engage.

Once you’ve created a search for a target customer, save it and you’ll get automatic notifications when new results come in. A saved search will ensure you’re getting the most out of your connections on a regular basis. Check out their LinkedIn profiles on a regular basis, View their position, responsibilities, and their current company to know whether they’re the person you’re looking for.

Use decision makers’ LinkedIn profiles to identify the best strategy for reaching out. Review their mutual connections, and work experience to find talking points you can use to break the ice and start a conversation.

A friendly name can help kickstart the conversation with a decision maker. Make use of your network to get introduced through a mutual connection. If you don’t share a mutual connection, you can still reach out to any lead on LinkedIn using their “InMail” messaging platform.