Linkedin is the ultimate social media platform in terms of generating leads for B2B companies. Though Linkedin started just as a way for people to get their resumés out there, it’s evolved into something much larger, and has become a must-have tool for any B2B marketing strategy. Marketing on Linkedin is kind of like shooting fish in a barrel. Everyone in the network is a professional, so once you figure out how to market directly to your target customers, you’ll be generating leads in no time. Here are our top 6 tips to get Linkedin to work for your B2B company:
1) Join Discussion Groups
A great way to get your company’s name out there and develop authority is to join discussion groups. Do other professionals have questions that you can answer? Can your company provide knowledge and insight to a certain group?
Since you can only join about 50 groups on Linkedin, make sure you choose groups that are highly active, directly related to your company, and medium-sized. A group that’s too small won’t generate many leads, and in a group that’s too large, your comments and posts are likely to get lost in the shuffle. You can search groups on Linkedin and check them out before you join, so use this tool to make sure every group you join is highly relevant to your B2B company.
Also remember that this is not the place to directly solicit your B2B company. Rather, you’re gaining trust and authority by posting relevant and insightful comments that address the questions of the group.
2) Share Content
You know all of that optimized content you’ve been working on for your blog and social posts? (If not you should check out our post on blogging, because it’s a big deal.) Well, Linkedin is an excellent platform to publish that informational, interesting content.
You’ll be publishing to other industry professionals who know exactly what you’re talking about, and are likely to fit your target audience. Linkedin is a great place to share your B2B company’s targeted content, both on corporate and personal pages.
3) Connect with decision makers
Linkedin was originally created so that business professionals could connect with other business professionals, so use that to your advantage. You can easily determine who company decision makers are by looking at their job titles and description.
Once you figure out who’s calling the shots you can connect with them and set up a meeting to explain the connection. Before you approach them, however, it’s a good idea to familiarize yourself with their profile and page so you can provide a pitch that is personal and relevant. Showing that you’ve done your research, and are legitimately interested in their business’s needs and pain points is the best way to make a good impression.
4) Make your company page work for you
Your company’s page is the first thing that people look at when they hear about you, or are considering your product. Often before contacting you, potential clients will check your social media pages, and the best way to ensure they do contact you is to make sure your Linkedin page is compelling.
Your page should include your logo and a visually interesting picture that captures your business well. You should also have a concise, clear description of what your B2B company is, and what it can do for your clients. Think of your company’s page as a way to generate leads. If you can get them to click through to your site from your Linkedin page, you’re doing it right.
For more information about optimizing your company page, check out our free visual guide on creating the perfect B2B Linkedin page!
5) Use the Advanced Search
A really handy tool that Linkedin provides to help enhance your marketing strategy is their advanced search. You can use it to find professionals that are good potential leads by selecting filters relevant to your B2B company. You can filter your search by industry, location, current company, and past company, to ensure that you’re finding people who are viable leads.
Another great aspect of the Linkedin Advanced Search is that you’re able to save searches, even if you don’t have a Premium account. Once you’ve saved your search, Linkedin will periodically send you emails with people who fit your search qualifications.
6) Consider upgrading to a premium account
Finally, it could be worth the investment to upgrade to a Linkedin Premium account. A premium account means Linkedin will send you more-targeted recommendations, will let you view unlimited profiles, and will also let you see, in more detail, who’s visited your page in the past 90 days.
You’ll also be able to send InMail, a handy email marketing tool, if used correctly. Linkedin offers a 30 day free trial, so you can test to see if Linkedin Premium is something that’s truly beneficial to your company. After the trial period, plans start at $59.99 a month.
We can’t emphasize enough how integral Linkedin is to any B2B marketing strategy. It’s proven to be the top lead-generating social network for B2B companies, and it only continues to expand. If you have any questions about optimizing your business’ Linkedin account to generate more leads, or want help developing your B2B company’s digital marketing strategy, let’s talk.