When generating B2B sales leads you’ll need to go to where the leads are, and nowadays, that’s on social media. According to the Black Report, social media accounts for 26.8% of a B2B company’s success. Using it to tap into interested prospects for your business can be a powerful resource. But what’s the best platform to use? The Answer – LinkedIn. Sure, you can use platforms like Facebook and Twitter, but LinkedIn has actually been proven to be the most effective.
But, you will also need to have the right strategy in place. LinkedIn won’t do all the work for you. Here are some ways LinkedIn can help attract more leads and sales:
Content over everything
Posting fresh and existing content daily is key. If you have other social media accounts where you generate content, or if you have a blog, LinkedIn gives you the opportunity to publish new content or re-purpose content to specifically speak to your LinkedIn following. This lets you share your knowledge, expertise, and updates you’ve posted in other accounts. It’s also a great way to push traffic to your website. Tip: Remember to communicate with your connections in a way that is personal, helpful and open.
LinkedIn advertising works
Using the right LinkedIn advertising or sponsorship post can be an effective tool. After all, there are over 560M active professionals on LinkedIn. Using its advertising is a great way to help your business generate more B2B sales leads. And the best part, you’ll be able to target unique audiences, create easy and effective ads and control your budget and costs. It is a sure-fire way to better connect with potential clients and influencers in your industry.
Stronger relationships are built through InMail
Sometimes, advertising might not fit your budget. But that doesn’t have to stop you from making meaningful relationships and LinkedIn helps with InMail. Depending on the type of account you have on the platform (basic or free vs. Premium) InMail can be sent to any LinkedIn user if their profile settings allow for it. Sponsored or paid-for InMail can cater to the audience you want to reach and your budget. By simply crafting an email that informs potential clients about a new product announcement or a new idea, you can increase the chances of generating more sales leads as InMail lands directly in someone’s inbox and if done right looks like a personal and unique message directly from you. Be wary of how many times your use InMail and to whom you’re sending it to, nothing’s worse than being marked as spam or getting blocked.
Another great way to learn more about your industry is to join influencer or professional groups in your areas of interest. These are very easy to find. All you have to do is simply search for keywords about your industry or that are related to your company or product and service offering. Some groups require an invitation or, admins will choose to vet someone before allowing them access to the groups, however, once you’re in you will have access to like-minded people in your industry. This is a great way to gain helpful information, establish credibility, make connections and spark conversation for new business and relationships.
Like most social media platforms, LinkedIn is constantly evolving, but using these steps can help increase your professional and personal brand on LinkedIn and help to attract new leads.