Lead generation refers to all the activities and strategies you will use to attract customers.

The typical LinkedIn audience is made up of professionals with buying power.

In this article, we show you how you can generate leads on Linkedin

What is “lead generation”?

Lead generation is a marketing term used to describe the beginning of a potential customer’s interest in a particular product or service of a company.

Leads, unlike prospects, are contacts who have shown interest in some type of product or service.


Create a LinkedIn page for the company

It is important that the page is constantly active, with engaging content and contributions to conversations that are already happening on LinkedIn.

In order to have a good LinkedIn page, it is essential to have information about what the company does, but in addition, video content as well as writing, executive commentary, but also, in many cases, selected information from other sources.


Publish relevant content and updates

To ensure your LinkedIn page is strong, consider posting various types of content, including videos. Presenting this content to the industry can help you position yourself as a source of knowledge and establish relevance and credibility with potential customers.

Once you are recognized as an insightful and valuable source of knowledge, you will begin to develop connections with like-minded professionals. If you post often, you’ll appear more often in their feed, and familiarity makes it easier to start new conversations.

When your connections click ‘Like’ on a post you’ve made, it may appear in a new customer’s feed. This lead will see that your shared connection liked your post, attesting to your credibility and authority and possibly a new connection.


Join your customers’ LinkedIn groups

LinkedIn, at its core, is a social network like any other. As with Facebook, users can create groups focused on relevant interests in the sector, and it is recommended to participate in these groups and chat with other professionals.

You can publish content and updates to encourage discussions on relevant topics or simply talk about the services you offer.

You’ll also be able to use groups to better understand your audience. If members are active, be aware of common industry talking points and how leads want these issues addressed. Use this information to your advantage and create targeted value propositions by getting in touch directly with customer needs.


Use paid products to ensure your content reaches your target audience

Companies with small marketing budgets may be wary of investing money in paid campaigns.

With all this, it has many advantages:

  • Generate more traffic
  • Achieve faster results
  • Identify and segment your audience
  • Investment flexibility
  • Easy measurement of results

You’ll also have access to high-quality reports that will explain your ad performance, helping you to optimize a strategy to meet your customers’ needs.


Maintain a consistent presence on the platform

Just like any website or social network, LinkedIn requires consistency. If you post an article once a week and then stop for a while, you won’t be having a consistent presence with your connections. It’s also important to communicate consistently with your leads. Disappearing in the middle of a conversation doesn’t look good and does the opposite of increasing their interest in doing business.

As mentioned above, use platform analytics to learn more about your audience’s interests, analyze when your posts gain the most traction, and build a consistently present strategy on LinkedIn.