How to get more B2B leads using LinkedIn


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A quick glance at the above stats conveys a simple but important message: Be it business owners, industry experts, students or entrepreneurs – LinkedIn cannot be ignored. And, B2B companies have more reasons to be active on LinkedIn – it’s an excellent platform to generate quality leads. Here’s how you can get more B2B leads using LinkedIn:

LinkedIn Groups

LinkedIn Groups are an excellent platform to connect with peers within your industry. It allows you to join up to 50 groups, and you should make the most of it by joining groups in your industry. Once you are part of a LinkedIn group, you can easily filter the members based on your criteria and your prospect list is ready.

Direct Sponsored Content

The direct sponsored content feature helps to promote an industry whitepaper, a case-study or a blog post right in your prospects feed. The features such as Localization helps in precise targeting for your sponsored content to a specific region. Instead of a direct sales pitch, content that helps the prospects in their business has higher chances of getting more traction.

Long-form content can get you a double bonus

The long-form posts on LinkedIn is an excellent way to showcase your brand or expertise in the relevant target segment. In a lot of cases discussed in my network, long-form professional content also help in the professional job searches. It also has more reach compared to the short-form posts.

Reverse engineering the content strategy

A “spray-pray” approach for content marketing will never produce results. Reverse engineering can give your content strategy a definitive edge. What this means is – instead of sharing only “hard-sell” content, you can share content that will benefit your target audience. For example, it can be simple tips to help their businesses or new developments in their industry.

The more attractive it is, the more traction it gets

A closer look at the LinkedIn stats suggest that the visually attractive posts helps a long way in getting traction for your content. Just addition of an image to the content post can help to get 90-100% more engagement than a post without an image. Addition of SlideShare presentations can give another big jump in the engagement rates.

Do you leverage LinkedIn to generate leads for your business? Comment & let us know why or why not.

References:

  1. http://www.forbes.com/sites/cherylsnappconner/2014/05/04/new-research-2014-linkedin-user-trends-and-10-top-surprises/
  2. http://expandedramblings.com/index.php/by-the-numbers-a-few-important-linkedin-stats/#.VCnAIfmSySo
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