Table of contents:
- What is B2B Lead Generation?
- What Teams Are Involved in the Lead Generation Process?
- Why Use LinkedIn for B2B Lead Generation?
- Conclusion
Generating a steady stream of leads is crucial for any business to stay afloat, especially for B2B businesses.
LinkedIn is designed for professionals to connect and interact, but it can also generate much-needed B2B leads. As we move through 2024, staying up-to-date with the latest LinkedIn lead-generation strategies that will deliver the best results for your business is vital.
This article will explore the essential B2B lead generation techniques expected to be most effective in the coming year and how to ensure their proper implementation.
What is B2B Lead Generation?
Lead generation is when businesses acquire new leads for their sales team to close into sales.
A lead has shown interest in a company’s product or service. Even if the person doesn’t buy the product or service immediately, they may do so in the future. Lead generation can be done using various strategies, such as content marketing, SEO, PPC, and email marketing. Each lead generation technique has its best practices, but the ultimate goal is always the same: obtaining new leads. The more high-quality leads a business has, the more sales it can close.
What Teams Are Involved in the Lead Generation Process?
B2B lead generation typically involves several teams collaborating to win and keep customers. Generally, lead generation involves three teams:
- The marketing team
- The sales team, and
- The customer support team.
The marketing team creates content and develops targeted strategies to generate leads from sources scattered across the internet. The sales team converts those leads into customers. Finally, the customer support team ensures customers’ satisfaction with their purchases.
All three teams must work together to guarantee the success of the lead generation process. Marketing, sales, and customer services should constantly communicate and collaborate on strategies rather than being completely separated.
It’s also important to note that the lead generation process can vary depending on the company.
Why Use LinkedIn for B2B Lead Generation?
LinkedIn has a vast network of over 1 billion professionals and businesses, making finding and connecting with potential B2B leads more accessible. LinkedIn’s targeting options make it easy to target leads most likely to convert.
LinkedIn enables users to target potential customers by their:
- Location
- Industry
- Job title
- Experience
- Company
- Groups
- Products
- and more
Another great benefit of LinkedIn is that it offers a variety of lead-generation tools. For example, you can use the platform’s InMail feature to send direct messages to potential leads you still need to be connected to.
LinkedIn also offers a variety of content marketing tools that can help you generate leads and receive 2x conversion rates. For example, you can create a company page, post content, and create/join groups to engage with potential leads.
Content Marketing Tips on LinkedIn
Content marketing is one of the most effective B2B lead-generation strategies. 93% of content marketers use LinkedIn to rank organically. When done correctly, content marketing through LI can help you build relationships with potential leads and establish yourself as a thought leader in your industry.
A great way to use content marketing on LinkedIn is to post valuable guides, articles, and videos. This is a great way to showcase your expertise, products, and services and engage with potential leads.
Sharing content on LinkedIn groups is another great way to spread your expertise, build relationships with potential leads, and engage in meaningful conversations. Additionally, you can use groups to promote your content and generate leads.
InMail Tips
InMail is a great way to reach potential leads you still need to connect with on LinkedIn. However, it’s important to remember to be strategic to ensure that your InMail is effective.
First, it’s essential to make sure that your InMail is personalized. You can mention the recipient’s name and tailor the message to their interests and needs. Additionally, make sure to keep your InMail short and to the point.
It’s also essential to use a solid call to action; this will help you guide the recipient in taking the desired action. Finally, make sure to follow up. A great CTA will help increase your chances of converting the lead.
Ads and Retargeting
Ads are great for reaching a larger audience, while retargeting reaches out to leads who have interacted with you but have yet to drop out of the campaign.
Relevance is critical when creating your ad – ensuring your ad is targeted to the right audience is essential. Figuring out the right audience comes after customer profiling. Here, the sales and marketing teams create a profile of the ideal customer based on their demographics, buying behaviour, and specific pain points.
Blog on LinkedIn
Blogging on LinkedIn is a great way to generate leads. It’s straightforward: create a blog post and publish it as an article on LinkedIn.
A winning blog post is exciting and engaging. It also contains relevant keywords so that visitors can find it. When publishing your article, use appropriate hashtags and engage with potential leads who comment on your post. Additionally, include a call-to-action at the end of the post that encourages the reader to take the desired action.
Referral Marketing
Referral marketing encourages existing customers to refer their friends and family to your business. This type of marketing can help expand your reach and drive more traffic to your website.
When creating a referral program, consider offering an incentive for every customer referred to your business. Discounts could include a free product or a gift card. For instance, you can offer existing customers a bonus if they refer a certain number of people. Your referral program should be easy to understand
There are many advantages to using LinkedIn as a B2B lead generation channel. The platform is predominantly geared towards B2B customers and is a great place to promote your products and services.
LinkedIn’s targeting options are also very powerful. They can reach out to a wide range of customers and generate leads. LinkedIn provides excellent opportunities for businesses to interact and engage with their customers, which can further foster relationships with them.
Conclusion
In conclusion, B2B lead generation can be a daunting task. However, Outreachly’s No-Risk Sales Service can take the burden from your sales team and deliver hot, qualified leads to your diary! Ready to unlock your B2B lead generation potential? Contact us today and get started on maximizing your leads in 2024!