LinkedIn - 150 Lead Generation Tips

LinkedIn is an amazing lead generation tool and we believe it's worth a separate section of these tips and tricks. The ability to target people based upon company and job role makes it an excellent platform for lead gen, but you need to get LinkedIn right as it can be costly.

131. Use LinkedIn lead gen ads

LinkedIn lead Gen ads are fantastic. They generally produce better conversion rates than your landing pages will. However, the ads can be expensive in terms of cost per lead, so use them for your most valuable prospect companies or job roles.

132. Don’t worry about LinkedIn guidelines

You'll see many different guidelines on LinkedIn, and often the best advice is to ignore them. Like many platforms, LinkedIn wants to maximise its revenue, so suggestions such as the minimum audience size should be 300,000 are somewhat self-serving. In fact some of the best campaigns we've seen on LinkedIn have targeted an audience of just a few hundred. Small audiences mean more personalisation and relevance, which often produces better results.

133. Understand LinkedIn data you can use

LinkedIn offers you a range of demographic and firmographic information that you can use to target your campaign. It's important to understand the data you can use and its impact on the audience you reach. Experimenting to understand what it means for your particular industry is invaluable.

134. Know how LinkedIn does matching

LinkedIn doesn't always exactly match the criteria you enter when selecting an audience, particularly when it comes to job title. In fact, LinkedIn groups different jobs together, so putting in one job title will result in the campaign targeting people with different, but usually similar, job titles.

135. Review the demographics of people who engaged

When running a LinkedIn campaign, you can review the demographics and firmographics of the people who have engaged with the campaign. It's essential to make sure the people who are viewing and clicking your ads are the ones you really want to target. This is particularly important as LinkedIn doesn't always deliver exact matches to your criteria.

136. Link your marketing automation tool to LinkedIn

Many marketing automation tools offer a direct connection to LinkedIn. It's always worth setting this up to avoid the need to manually upload the leads you generate. Let's be honest, uploading leads probably won't be your top priority, and at some point there will be a delay, but getting the contacts into a marketing automation system will impact the effectiveness of your nurture campaign.

137. Use personal networks

Although advertising on LinkedIn is incredibly powerful, don't underestimate the value of organic LinkedIn posts. If you have salespeople with great networks, it's worth spending the time to explain to them the value of posting about your campaigns.

138. Make it easy by sharing canned posts with the Sales team

One way to get access to your Sales team’s great networks is to write the posts for them. There are systems available that aim to make it easier to share “canned” posts, but often sending them as emails is a better way to ensure the salesperson sees and acts on the content you've created for them.