How Linkedin Works As a Lead Generator

Lead Generation

Where ever you look, you see articles regarding social media tactics you can use to generate more leads for your business.

Gone are those days when you would make a call (cold calling) to sell your product or services. Still, you can use this strategy but now it is not that effective because people have moved on from this to inbound lead generation.


Lead generation is a process of contacting the prospect before actual selling takes place. It is a process of converting a prospect into a customer. It makes the sales team job much easier.

The lead generation process can begin in two ways. First, when a visitor visits your website, blog, social media platform and shows interest in your product/service by filling a form. Second, when you contact them through the email newsletter or email campaign.

Lead Generation

Common methods marketers use to generate leads are:

  • Content/Blog- Content Marketing.
  • Email- Email marketing through email campaigns.
  • Social Media- Social media channels like Facebook, Twitter, LinkedIn, Instagram, etc.

Today we are going to focus on LinkedIn.

LinkedIn is by far one of the most effective channels for B2B lead generation. Not only for B2B it also tends to have high conversion rates in certain B2C products.

It has a conversion rate of 2.74% almost 3 times higher than both Twitter (.69%) and Facebook (.77%) combined. According to Hubspot, LinkedIn is 277% more effective for lead generation than Facebook or Twitter.

In this article, I’ll walk you through the primary ways you can use LinkedIn to generate leads.

Answer industry-related questions

This is one of the most underutilized tactics. Answer question related to your industry on a frequent basis, this help to establish yourself as a thought leader. If you have a blog post or content that provides user relevant information, link it to your answer.

Join LinkedIn groups

You must join several LinkedIn groups. Join groups that might help you to generate leads and ultimately help you to grow your business. It’s not necessary to join only those groups which are related to your industry, join groups that are outside your industry.

Expand your reach, it will help you to explore a new set of audience that might turn into your customer. For example, if you have a digital marketing agency don’t just join digital marketing groups- join a group of entrepreneurs, small business owners, and other groups outside of your circle. Might be they need a digital marketing agency to fulfill their requirements.

Start your LinkedIn Ads:

It is like Google ads. It drives new prospects to your landing page, website or other places. You simply have to create an ad and ad a destination link. Then you bid how much you’ll pay to LinkedIn for each click.

Lead Generation

Write content that ignites conversation

Create content that attracts conversation. Craft a headline that attracts potential readers and compels them to click through the text, including high-resolution images, gif, videos to enhance the reader’s experience.

Keep in mind the frequency and length of the article/post, it should be between 300-1000 words. Multiple postings spread throughout the day have the highest chances of getting the reader’s attention.

Lead Generation

Take advantage of plugins

Use LinkedIn plugins such as Rapportive, LinkedIn connection revealer, Headliner, etc to make it a more powerful lead generation tool.

These are just a few of the ways to generate leads on LinkedIn. Did we miss any other important ways? Which tactics are you following to generate leads using LinkedIn?

Let us know in the comment box.


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