7 Ways LinkedIn Can Boost Your Lead Generation

LinkedIn is a business and employment-oriented social platform utilized by over 500 million professionals. But did you know you can use it to generate quality leads on a consistent basis?

Sunday, January 6th 2019 in Sales by Mike Austin
7 Ways LinkedIn Can Boost Your Lead Generation

LinkedIn is a business and employment-oriented service utilized by over 500 million professionals in the world. It is perhaps the leading platform for professional networking and content-sharing. But did you know you can use it for marketing too, especially in generating leads?

Capturing leads is not easy especially if you are running a big company and you have different sources of leads – phone, website, email, social media, etc. Basically, employing lead distribution allows you to gather all leads in one go, sort and measure them, and get them into your sales floor as soon as possible.

When it comes to lead generation, it’s not uncommon to hear about social media platforms like Facebook, Twitter, and Instagram. And if you’re new to lead generation, you might not think about LinkedIn as an option for B2B marketing.

Well, you could actually be missing a huge opportunity to generate leads if you don’t use LinkedIn.


Let’s start with some figures.

In a 2016 survey of more than 5,000 marketers who used social media platforms, 40% reported that the most important platform for B2B marketing is LinkedIn, followed by Facebook, Twitter, YouTube, Google, and Instagram.

A majority of these marketers also consider LinkedIn as the second most important platform.

Unfortunately, LinkedIn is often overlooked by many businesses because of many conceptions. For one, they think that this platform is only used by professionals to connect with other people in search of jobs. Two, they think LinkedIn is too small to find potential leads. And three, they think they can only connect with people they know personally.

Well, aside from the fact that LinkedIn is home to over 500 million users, 75% of LinkedIn users have an income of over $50,000 while 44% have an average income of $75,000.

Furthermore, executives from all Fortune 500 companies are on this platform, and 76% of users (business executives) use their account on a daily basis.

Ways LinkedIn Can Boost Your Lead Generation

Okay. By now you are convinced that LinkedIn can help you generate leads. But you want to know HOW.

LinkedIn lets you connect with people who could be interested in your business.

One of the notable features of LinkedIn is that it notifies them when someone views their profile (a feature not available on Facebook). When you receive such notification, you have an option to either delete it or check out your profile viewers. How does this make sense? Well, someone just viewed your profile which means they have taken steps to view your information. That person could be a potential client, investor, or partner who is likely interested in your products/services.

You can publish high-quality contents on LinkedIn.

A valuable feature of this platform is content-sharing. You can author a short article or upload a video, or share existing content. Just like in Facebook and other social media platforms, LinkedIn is a great tool for content marketing. Additionally, you can utilize LinkedIn to encourage your employees to share helpful contents about your company just like 50% of employees who use the platform do. If you have important company updates, such as a product launch, an upcoming sale, or a business expansion, you can ask your staff to spread the news.

You can join discussions and build your network.

There are numerous group conversations that take place on LinkedIn each day. By joining relevant groups, you are not only given a chance to network with other professionals, but you also get to establish your authority as an expert in the field or industry. If you include your links in your messages or contents, you are likely to generate leads by increasing the traffic on your website.

You can find connections.

Another way to source leads on LinkedIn is through the Boolean search on Google. By typing “LinkedIn and [keyword]” in the Google search bar, you can find all LinkedIn users who match the conditions you set. Additionally, LinkedIn lets you search for connections using advanced filters. Through the premium advanced search, you can search people by function, seniority level, and company size. Furthermore, LinkedIn Ads has a feature called “Lead Collection” that enables marketers to collect leads directly from LinkedIn ad campaigns. Members who then click on your ad will be taken to your landing page with a button that requests you to contact them.

You can sponsor your contents.

By using the Sponsored Updates, LinkedIn feeds your content to the people who may be interested in the information you provide and find your content valuable. Choose your most valued content (could be a white paper, eBook, or guide). You can add thumbnail images to attract attention and create a compelling headline. Additionally, you can utilize your existing connections. The contents shared by popular people in your network tend to have a higher click-through. You can also sponsor an InMail campaign to the people who matter to your business. This feature allows you to send valuable contents and compelling offers to your prospects.

You can leverage LinkedIn recommendations.

There are two ways to secure recommendations from LinkedIn. First is from LinkedIn itself. Second, you can write and post recommendations for your customers and other relevant contacts for their approval. Once they approved the recommendations, these will show on their LinkedIn profile.

Lastly, you can publish posts with LinkedIn Pulse.

The publishing platform is one of the best ways to promote your brand. You can use it to write contents on just about anything. You can write about industry trends or news, or give valuable tips and insights. Same with the post-click landing pages, you can build authority over your niche by consistently publishing articles. With the LinkedIn Pulse, it’s just like you are writing your own blog entry. You have all the tools you need to publish high-quality content, including an ability to include images, videos, and links to your own website – all packed in an easy-to-use interface.

LinkedIn is undoubtedly one of the best platforms you can use to generate leads online. It is not simply a professional networking service. It also comes with features that help you connect with people, establish your brand, and build authority over your niche. From viewing contacts and connecting with them to publishing posts, sharing/sponsoring contents, participating in groups, and sourcing recommendations, you can successfully find quality leads.

About the Author

Mike Austin

Mike Austin is a marketing and creative content specialist at Adrack.com and working in Digital Marketing industry since 2009. As a conversion driven marketer, he is passionate about helping businesses expand their online visibility and reach their goals.


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