How to Use LinkedIn for B2B Lead Generation?

Role of LinkedIn in generating leads

People join LinkedIn to showcase their career, work expertise, and find content and information to make their professional lives better. So businesses who target other businesses will naturally find a higher concentration of their target market on LinkedIn. Owning a LinkedIn Group or LinkedIn networking are the most effective tools when it comes to building your business’ credibility and networking with industry peers and colleagues.

LinkedIN can be used in following ways for generating B2B leads

1. Utilizing the linked In contacts for researching prospects

The main goal for most people to be on LinkedIn is to be findable by a Head Hunter or the Human Resources Director of a company ,for new career opportunities. This data has become good source of contacts. You can access the information about the people working in your target companies for lead generation. You can find names of people in companies by logging in to LinkedIn.You can use these names found to address them directly by calling or emailing in the hope to create interest.

2. Build networking and relationships

In order to exploit possibilities of lead generation on LinkedIn Sign­up and post your profile on LinkedIn

  • Find groups and join industry groups relating to your business

  • Answer questions

  • Post content in these groups to build relationships

  • Ask questions in order to get conversation going with other members

  • Build relationships and network



Create LinkedIn groups

LinkedIn groups gives you the platform to host open discussions and share your views.To be successful in lead generation, start and participate in relevant discussions and build relationships with members. Share blog posts, whitepapers, videos and other content that may be useful to group members. Encourage members to share experiences and challenges to build the group’s value.

4. Try to gather more information about the group members

Try to gather more information about group members through discussions. This will help you to understand the pain­-points and gain­-points of the group members. This will also facilitate in lead generation.

5. Explore the timings for posting status updates on LinkedIn

You should post the status updates during the times of day when you get the most responses on LinkedIn. Most companies see more engagement in the morning. However,mobile use, which is rising, spikes in the evening. Experiment by posting at different times of day to determine what works best for your industry and target market

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