LinkedIn has made significant progress since its first launch in 2003. The once relatively small platform for communicating with like-minded industry contacts has grown into a hub for professional content. The platform is no longer just about communicating with business partners, it is now a great B2B marketing platform.
With so many industry contacts in one place, companies of all shapes and sizes will take advantage of the marketing and sales benefits offered by LinkedIn, creating significant B2B sales leads. So how can you make sure you are using the platform? We’ve put together these tips to help you promote your B2B marketing with LinkedIn.
Make the appropriate connections
LinkedIn is all about your connections. Connecting with your like-minded people, professionals, and leaders allows you to network with relevant people to build and maintain relationships. The key here is to make sure the connections you create are relevant. Anyone can go to hundreds of accounts to connect, but they won’t offer you any value unless they’re the right type of person.
Think about who you want to target the most with your LinkedIn marketing. Are you targeting the company’s CEOs and directors? Or do you need to talk directly to the sales team? Maybe it would be beneficial for your company to be on the radar of managers and younger team members? No matter who you want to target, these are the people you need to reach.
If you curate your LinkedIn marketing strategy well, inbound sales leads are likely to follow. However, this does not mean that you cannot be proactive either. LinkedIn’s advanced search feature allows you to search the platform so that users can connect in a subscribed and filtered way.
Advanced Search narrows your search by filters, including location, job title, company, and industry. While having a large personal network increases the number of people you can target with your content, the advanced search feature allows you to carefully select connections that are relevant and more likely to be a strong B2B sales lead.
Here is the list the best LinkedIn marketing agencies in the US.
Create quality content
Regular sharing of informative and engaging content is key to LinkedIn’s successful marketing strategy. While the platform is a great place to network and connect with industry contacts, you also need to use LinkedIn content.
You can create shorter form posts and videos just like you can on other social media platforms, such as Facebook and Twitter. You can also use the article feature to create longer form content that is located directly on your LinkedIn profile.
As you continue to create informative content, your audience will feel it is a source of understanding that will make them more likely to search for your profile and content. Knowing this connection allows you to build relationships and conversations that turn into sales.
Creating more relevant content and staying active on LinkedIn is a great way to generate interest in your brand and engage your audience. But make sure you don’t fall into the trap of posting just for that. It is better to have one quality post per week that attracts your audience than several posts per day that are not up to par. Remember that everything you post on LinkedIn or any public channel reflects your business and work standards.
Highlight What You can offer
LinkedIn is a great platform for introducing company updates and keeping track of people on recent and ongoing projects. However, you should prefer content that shows exactly what you can offer your audience.
Approach your LinkedIn marketing strategy the same way you approach any sales activity: highlighting what you can do for your customers and what sets you apart from the competition. While you may enjoy watching the return post for last year’s event, it’s more likely that highlighting the warming features is what you’re planning right now and have open sponsorship opportunities.
For each post you create, ask yourself if it shows what we can offer the customer? Does that tell them what sets us apart from our competitors? Or they are simply told something they already know or can’t relate to. Identify their problem and offer them a solution in your content. They shouldn’t look for a solution – your content should emphasize the fact that you can offer it to them.
Use presentation sheets
LinkedIn showcases are a great way to promote individual brands and target a niche audience in your company. The products used by the platform specifically to create B2B sales leads are subpages of your main LinkedIn business page.
The content created for the showcase page should be specifically relevant to these target groups. Content that may be too niche for your business homepage is also ideal for one of your presentation pages.
The presentation page should target one audience segment and provide them with directly relevant content and information. For example, if you run a retail business, you can create separate showcases for each local sub-brand.
This allows you to create a community of relevant connections on each presentation page. For example, your main page may have multiple real estate developer and construction client connections, but you will only target those located in a specific area of the presentation page.
Encourage your team to build a strong LinkedIn presence
LinkedIn should be seen as a combination of a web portfolio and a CV not only for your company but also for your employees. Encouraging your team to curate an active presence on LinkedIn can be of great benefit to your B2B marketing.
When people decide to spend their money with you, especially when they buy a service, they want to know who does the work. Who do they come in regular contact with? Who oversees the project? After all, who do they trust in their business?
Encourage your team to build a LinkedIn presence that praises what you build for yourself and your business, but also helps you grow their own brand. The experience and knowledge of your team will help sell your business, and LinkedIn’s strong presence is the perfect way to show it to potential customers.
LinkedIn offers you many ways to create B2B sales leads. By supporting your relationships with your connections and creating informative and engaging content, you have a combination that will definitely lead to success. If you want to work with an experienced LinkedIn marketing agency, you can contact us Social chameleon.