The genre of the B2B industry, tactics or strategy that works for B2C marketing doesn’t work. As B2B businesses deal with other enterprises, they require to be handled more professionally but reaching them with an appropriate platform to generate leads is an unfamiliar task.
LinkedIn, wearing a savior mask, entered as a new go-to platform for B2B marketers extracting more and more leads professionally but because of the lack of strategic awareness, many businesses are wrestling with the right way to use the LinkedIn platform for lead generation.
This article would also reveal the no. of tested strategies of LinkedIn b2b companies.
15 Tested ways to Generate Quality B2B Leads via LinkedIn
- Optimizing company’s page for Lead generation
Whether it’s a company or an individual LinkedIn profile, there must be no equivalent of its resume. Some nuts and bolts parts of page optimization for lead generation-
- For B2B enterprises, the company page must use the logo on the profile page that would portray the company’s image more professionally.
- To appear in the searches of the customers the company page must use keywords in its description text.
- Optingfor prominent calls to action (CTAs) on the company’s profile so that prospective customers would know what to do next to find the respective company.
Now, the corporate page must move by sharing the website, partaking with followers and trade partners, and tagging customers and stakeholders in stories.
- Content sharing
Must wonder why LinkedIn when you are already sharing it through other platforms? Content that is posted on the web must be a LinkedIn profile as it could be present as a thought leadership commentary driving people to the website developing a content library that page visitors could explore. By doing so, it increases the shareability and visibility of the content making it more shareable by the readers buildin he company’s social proof and brand reputation as 92% of the customers trust brands that are recommended by their peers.
- Employees as Brand Advocates
Brand advocacy develops social proof extending the company’s reach into the networks of its advocates and who could be a better representative than the company’s employees who may have exponential effects on the company’s brand visibility. This brand advocacy works in two ways it benefits employees as well because sharing content offers additional commentary making the employees-company relationships more prominent a boosting their professional reputation.
- Visual content sharing
As per the sources, 95%purchasers findinds visual content more effective than text content, especially in the B2B world, and content posted on Linke wiiimimageshhas ass a 98% higher comment rate. Visual content that can be used on LinkedIn-
- Video content that could be pre-recorded or live is most preferred by consumers.
- Content with infographics is an easily digestible format to share effective data. Behind-the-scene photos of events, projects, or activities generate a more positive impact on the audience about your company.
- To accompany topical posts, stock images suit best.
- Creating LinkedInstoriesy sharing on LinkedIn permits users with the capability to post real-time content and companies an outlet for brand storytelling. This storytelling feature leverages brands professionally in their LinkedIn marketing strategy sharing quick tips, statistics, and information bites, behind-the-scenes looks, Q&A session live hosting, and buzz creating around product launches or upcoming events that apply to the audience.
- Competition AssassinatiLinkedIn allows users to track companies’ profiles providing similar companies with important insights such as no. of followers, new subscribers, post-activity, and engagement metrics that can understand how a company can stack up to the competition. This information assists in replicating and how to stand out.
- Leverage LinkedIn Tools
Some of the best LinkedIn tools that can be leveraged by considering it as a part of marketing strategy are-
- LinkedIn Sales Navigator connects companies with high-potential leads with an algorithm to create the best matches.
- LinkedIn Pulse permits professionals and companies to directly publish content on the LinkedIn platform that aggregates it so it reaches its target audience.
- LinkedIn Groups engage people and companies on common grounds.
- Pin a post on top of the feed
The most underrated technique for LinkedIn page optimization offers a pin of a relevant post on top of the company’s profile that has the potential to drive more traffic to the website and thus generate leads. By putting it on top, a post with a link can also be pinned to lead magnets like case studies, ebooks, or resources on the website.
- Re-target website visitors on LinkedIn
Using LinkedIn Ads to re-target website visitors with relevant content based on their interaction on the website as the visitors who have already browsed the website and product-related services page are more likely to be potential customers so reaching them with relevant content can convert them into customers. LinkedIn Ads tracks website visitors by using tracking code letting marketers re-target them via paid campaigns.
- Matched Audience contacts re-target
LinkedIn features collecting detailed information such as name, email, industry, company names, and other attributes marketers can re-target their prospects as it aims to offer relevant content to the contacts on LinkedIn tempting them to buy the company’s service to solve their problems.
- Find new prospects using Lookalike Audiences
Using your matched audience profile to get new prospects is another powerful tool that creates a fresh set of audiences that might be interested in the company’s product areas unaware of the brand through LinkedIn, such audiences can be identified with similar characteristics and save lots of money.
- Use lead forms in paid campaigns
A lead generation campaign could be run over LinkedIn in lead forms that enable users to share their contact details. This is an effective way to use LinkedIn Ads as it helps users create hassle-free landing pages.
- Turn most popular posts into sponsored posts
The existing posts could be shared on the Linke page which leveragesfearsboostotesting popular post reach among the targeted audiences. This strategy would grab more attention from the people towards the company page.
- LinkedIn Display Ads strategically
The PPC LinkedIn campaigns are expensive but have the potential to generate high if run strategically such as leveraging it to target the most profitable prospects by this strategy the expense would be low with the outcome of engaging most for better conversion.
- Creating Events on LinkedIn profile
Hosting live events, and webinars on the LinkedIn page could be a beneficial tactic that would boost the event to relevant audiences cultivate quality leads from the platforms, and grab more eyeballs toward the company page.