Susanna is a content and social media marketer. Together with her brother Jonathan she runs TheSocialMs. They teach entrepreneurs and small businesses how to generate traffic from social media. Susanna is a huge fan of huge dogs and loves everything outdoors. You can also follow her on Twitter.
LinkedIn may not be the social network that first comes to mind when we are talking about marketing – but you should not underestimate it.
While you should not expect tons of traffic to your website or an endless number of signups from LinkedIn, for lead generation, LinkedIn can well prove to be the best network to get TARGETED leads.
LinkedIn is not about shouting out, LinkedIn is about connecting. And there is a lot of power in the connections that you already have. These can give you a head start when it comes to B2B lead generation.
There are various ways to use LinkedIn to get targeted leads – here are x of them:
A network is invaluable. And even if you are looking for other contacts or more leads, the connections you have are the best start to grow your network with targeted leads.
Ask the people you are connected with to introduce you to people from their network that might be of interest to you. In most cases your request for help with an email saying something like: “I am doing this now, if you know anyone that might be of interest to me or I should connect to please introduce us“ is very unspecific. Since this requires people put some thought into who might be interesting for you this usually works best with people you know fairly well and who are willing to invest time into helping you.
For people with whom you are rather loosely connected you should be more specific and ask for introductions to some people of your choice – which leads us directly to the second way to get leads:
In content marketing and social media, your headline is what will decide if your content spreads. Whether people click on your links and visit your content depends on your headlines – for the simple reason that your headline is often the only piece of your content that people see before they decide to click or not. You can invest all your money in your content – if your headlines suck, so will your social media and content marketing results.