If you’re looking to your social media channels to cultivate leads, the most useful one is LinkedIn. LinkedIn isn’t as fun or eye-catching as Facebook or Instagram, however it is the most successful site for B2B marketers to generate leads. Over 80% of leads generated through social media for B2B come from LinkedIn. Here are some tips on how you can maximize your LinkedIn profile to increase your leads.

LinkedIn for Lead Generation


1. Build Your Profile

The first step when joining LinkedIn is to create a strong profile. You may already have a profile but is it optimized for lead generation? It should be professional and customer-focused. Your words should be directed to your potential customers and describe how you can bring value to them. Strategic keywords are essential. Use words throughout your profile that your customers would use when they are looking for your product or service. In your summary state what you do, problems you can solve, who your clients are and end with a call to action.

2. LinkedIn Groups

LinkedIn has groups for every interest, industry and activity. LinkedIn allows you to be a member of 50 groups, join as many as you can to aid in your lead generation. When searching for groups to join, chose some that are industry specific so you can stay up-to-date on current trends. Your other groups should be the ones that your prospective clients are in. Participate in discussions that are happening in your group. People in groups are interested in what you have to offer and as you provide solutions to their problems you emerge as an expert in the field. They will turn to you when they need your service and will be more likely to recommend you to friends.

3. Provide Content

As with other social media sites, it’s important to post valuable content on your profile, LinkedIn is no exception. Your content should be items of value that are of interest to your customers.   Be careful to not be salesy in your content that will turn off potential clients quickly. Instead post articles, how-to’s, videos, eBooks and case studies. Post with frequency too to keep your business at the top of people’s minds.

4. Advanced Searches

LinkedIn’s advanced search function is a great tool for finding leads. You can search by keywords, industry, location, relationship and groups. These searches can help to identify potential customers. When you find a search that produces valuable results, save the search parameters. LinkedIn will e-mail you when someone new fits that search criteria.

Digital Marketing is Possible

There are many ways to use LinkedIn to successfully generate new leads. When you do create a lead, contact them with a personalized message and give them a reason to want to connect with you. Flattery will get you everywhere! Complement their business, send them a ‘congratulations’ message when they get a promotion or wish them happy birthday.   Stay engaged with your contacts and you will increase your business.

If you need help in developing a lead generation strategy for LinkedIn, Contact our team of certified LinkedIn experts at WSI eStrategies.

LinkedIn Social Selling Certified Ottawa