How To Generate Leads On LinkedIn

How To Generate Leads On LinkedIn
Vlastimil Vodička
September 27, 2021

LinkedIn has quickly become the new face of the business world. If you don’t have a good approach to LinkedIn lead generation and business expansion, you are missing out on countless opportunities. 

How To Generate Leads On LinkedIn

96% of B2B marketers use LinkedIn for content distribution, so how do you stand out from the crowd? This guide will walk you through the process and prepare you for a future of successful social selling. 

platforms to use

Start with an Ideal Customer Profile (ICP)

You will want to understand what types of LinkedIn profiles to target with your lead generation campaign. This is an important place to start. Your profile, connections, and posts should be catered to your target audience. 

Here are some things you should look for when crafting an ICP:

  • Position in their company
  • The types of posts they look at on LinkedIn
  • Their objectives as a business consumer
  • Path to purchase 
  • Reservations your customer may have

Reference your ICP when creating your profile, sending messages, and crafting posts. Do your best to balance catering to your ideal customer while also being authentic. 

Optimize Your Profile 

Your profile is the first thing people will check when considering a connection with you. Communicating on LinkedIn with a personal profile adds a human touch to the interaction.  This is preferable to a business profile. Receiving messages directly from a business can feel like emotionless marketing content. 

Make sure your photo is a professional-looking headshot. You don’t need to hire a professional photographer to get a high-quality photo. Just make sure to not use selfies, casual photos, or group photos. You are advertising yourself as a pro to all the connections you make. 


profile photo guide

Find Quality Users to Connect With 

Simply looking at the LinkedIn homepage will not get you the connections you need. You’ll have to do some digging. Luckily, there are easy ways to locate your ideal customers through a variety of methods.

If you know what position in the company your ideal customer will have, searching their job title in quotation marks will bring up relevant connections for you to take a look at. Alternatively, you can search for a company name and look through all their employees through the “People” tab. 

Another handy technique for finding connections is through B2B events on LinkedIn. Search for an event relevant to your business and look through the guest list. Connect with the attendees and start a meaningful conversation. Before you know it, you’ll be generating B2B leads like never before. 

Be an Asset to Your Connections

Before getting started with connections, be sure the person you are contacting benefits from what you are offering. If they don’t think you are here to help them out, your message will feel like a weak sales pitch. You want to create the right environment for selling to your connections. This can be done through building meaningful relationships, exchanging opinions, and providing genuine value. 

You are not just looking to sell, you are looking to create strong business connections. If your connection does not need what you are selling, they could still provide great value to you by pointing you in the right direction of willing consumers. According to LinkedIn themselves, 73% of B2B consumers prefer sales through referrals of people in their network. Prove your worth to everyone you encounter on LinkedIn, and you will see more r success. 

Write Attractive Posts

First and foremost, LinkedIn is a social media platform. It is important you treat it as a place to share quality content as a priority, and let your sales pitch be the afterthought. Work with your team to establish a posting calendar for LinkedIn. Brainstorm topics to post about and start a regular schedule of informative, relatable, or thought-provoking posts. Your objective is to establish yourself as a leader in your field and as a trusted source of information. 

Increasing engagement on your posts helps you grow on any social media platform, and LinkedIn is no exception. Here are some tips for getting more clicks, shares, and comments:

  • Add specific data and numbers 
  • Include an authentic picture
  • Offer a solution with a social proof
  • Incorporate basic SEO
  • Hook them to click “see more”
  • End things with a question
  • Ask to leave a comment to get a link

Post at the Right Time

You’ll also want to post at the right times since new posts during popular times will get more attention. The best times are during the workweek, more specifically towards the end of it, since people are busier at the start of the week and aren’t sifting through social media posts as frequently. 

linkedin time to post

Web Tools for Improved Lead Generation 

The best way to generate the most leads is to take advantage of all the tools at your disposal. People are constantly coming up with new ways to make things easier, and you should always keep your eye out for the newest means of optimizing lead generation. 

For example, Skrapp.io is a Google Chrome browser extension that allows you to find email addresses associated with LinkedIn profiles. This can be a great resource to find a more professional-looking means of connecting with potential buyers. It removes you from the social media side of the platform and allows you to get right down to business. There are other browser extensions and external resources that may be worth your time to look into, such as Crystal, LeadFuze, and Discoverly. 

Understanding Your Social Selling Index

LinkedIn incorporates statistics that can help you manage your success on LinkedIn. You can see your industry and network rankings compared to the average in these fields, as well as ratings for:

  • Establishing your professional brand
  • Finding the right people
  • Engaging with insights
  • Building relationships

All these statistics will show you if your techniques are working, and you can easily see where you can improve your networking strategies. 

Here is a link to your SSI on LinkedIn through Sales Navigator. 

Additional Lead Generation Tips

At this point, you know how to get started with establishing your professional presence on LinkedIn, but how do you get to the sell? People are not primarily on LinkedIn to make purchases. So, you will want to start your sales pitch off very small with very little commitment. Ask your potential leads to check out your demo, website, or blog post in a very casual way. There are ways to inform your connections of what you have to offer without making it seem like selling is your only goal. 

Your pitch should always feel inviting. Once you have earned the trust of your connections with your authority in your field, they will be way more likely to click your links and take interest in what you have to offer for them. If your content is interesting to them, they’ll organically make their way down your sales funnel. 

Learn More

LinkedIn is free tool for lead generation that works. To deepen your knowledge of social selling and explore all your options, be sure to check out the Scale Faster: Sales Automation Handbook by Sales Booster, or request a demo to collaborate and have your sales go through the roof. The form is ready below!

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