How to Use LinkedIn to Generate Sales Leads

Gone are the days when businesses believed that social media is only good to build followers and not to create sales leads. The evolution of LinkedIn has nullified such thinking.

According to the Sophisticated Marketer’s Guide to LinkedIn, about half of LinkedIn users are likely to buy from a company with which they engage on the platform.

Moreover, 45% of its members are in top management or decision making positions.

This is proof that LinkedIn is a gold mine for lead generation.

But, using LinkedIn will not help until you know how to capitalize the advantages of it.

So, in this article we share several tips on how to use LinkedIn to generate sales leads.

Make Your Profile Speak for You

It is important that your profile is compelling enough to make it stand out from the crowd. And, a stolid profile can help you generate your prospects’ interest.

Here are a couple of tips you should follow to do so:

  • Add a professional, good quality picture and make sure that your face is clearly visible.
  • Add high quality recommendations to your profile, especially from your existing customers who are relevant to your prospect’s industry.
  • Add a compelling profile headline that will convince your profile visitors to connect with you.

For example, for products that lower down the operating expenses of logistics business, you can create your headline like:

“Helping Logistics Companies Reduce Operating Expenses by 300%.”

Just tweak and do a little A/B testing to see what works for your profile.

But, make sure that it is not too long to fit in the space.

  • Make your profile summary interesting and follow a storytelling approach.

Do not start with how many years of experience you have and your skillsets. Instead, tell a story about how you have been helping your customers in the prospective clients’ industry.

Join Targeted Groups

Linkedin Groups

LinkedIn groups are one of the best ways to take advantage of the marketing power of LinkedIn.

But, be strategic and do not just join groups at random.

Here are a few tips on how you can find and join a targeted group:

  • Skim through your prospective customers’ profiles and then join those groups which they have subscribed to as well.
  • Do not just join groups relevant to your service offerings and go broader.

For example, if you are into procurement, then join groups for supply chain and logistics in addition to procurement groups.

  • Join groups that have a high number of active members.
  • Look out for groups that have a high number of active discussions. Do not only look at how many people are posting on that group.
  • Before joining a group, read the group’s rules which are set by the moderators. This will ensure that you do not get banned from a group later on for violating the rules.

Answer Relevant Questions

Once you have joined a few groups, the next step is to participate in the discussions on the group. This is a great way to increase your visibility.

Try to provide a detailed and in-depth answer. This will ensure that your message stands out from other answers provided in that thread.

A great answer may lead to your prospects visiting your profile to learn more about who you are and what you do.

This can even lead to a dialog about how your services and products could be useful to them.

Remember, the more expertise you offer, the more trust and authority you will earn.

You can even start a group discussion yourself.

But, make sure that your question is good enough to increase your prospects’ comments and views.

Go for LinkedIn InMail

linkedin inmail

Being a sales professional, you must already know how difficult it is to get through to the decision makers. They are bombarded with tons of emails, pitches, and calls every day and hardly listen to or review any messages.

This is where LinkedIn InMail could be helpful to you.

It is a LinkedIn internal mail system that enables you to send an email to any LinkedIn user.

The best part is that you do not require an introduction. InMail ensures that your message gets through to the recipient’s inbox.

According to LinkedIn, InMail increases the response rate by around 30 times compared to a cold call.

However, InMail is only available in the paid version. If you go for this option, an entry-level business account will come with three to five mail credits each month.

But, if you receive a response to an InMail within 90 days, the credit you used to send that InMail is refunded.


So, how do you plan to use LinkedIn to generate sales leads? Do you have any questions or tips to share?

Please feel free to leave your comments below and connect with me on LinkedIn as well to learn more sales tricks and tips.



Images Sources: FlickrLinkedin

Published by

Ohad Oren

Ohad Oren is Co-Founder and COO of ONDiGO. Prior to ONDiGO he Co-founded several start-ups. Ohad has years of experience in Sales and Business Management. You can follow him on twitter on @OrenOhad

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