The definitive LinkedIn B2B strategy to attract more clients on LinkedIn

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There is a simple three-step LinkedIn B2B strategy to generate more leads on LinkedIn (or any other social network).

DUCK
PUBLISH
INTERACT
Why LinkedIn? 89% of B2B marketers use LinkedIn for lead generation and LinkedIn is 277% more effective for B2B lead generation than other social networks.

The definitive LinkedIn B2B strategy to attract more clients on LinkedIn


To build a digital presence, you need to know your buyers, know where they are, and show them valuable content. Most B2B buyers are on LinkedIn, so that's the network we're going to focus on today. However, these strategies can be applied to any other social network.

Read also about content marketing for B2B .

Let's dive deeper into this topic to understand why traditional social selling may not work for you and how this LinkedIn B2B strategy can help you.

LinkedIn Business Strategy: The Problem of Social Selling
Unless you've been disconnected from the world, you've probably heard countless statistics about the benefits of Social Selling.

Salespeople who use social media are 51% more likely to meet their sales quota. They also attract 45% more leads and outperform non-social media salespeople by 78% (LinkedIn).

However, social selling will not work on LinkedIn if you do not follow a proper digital strategy. Traditional social selling strategies focus too much on selling and not enough on providing value to buyers.

But as long as your intention on social media is to connect with potential customers through valuable conversations and great content, then you will be following a correct and effective LinkedIn social selling strategy.

The strategies we'll discuss in this article are designed for LinkedIn lead generation, but if your buyers are on Twitter or Facebook, you can apply these strategies as well.

Read here about digital marketing strategy mistakes .

ADD buyers to your network
Getting the right audience on LinkedIn is an essential step that many people often forget. Many people go wrong with their LinkedIn lead generation strategy by focusing on creating and publishing a lot of content but not getting it seen by the right audience.

If you're not actively adding potential buyers to your network, chances are most of your connections are former or current coworkers, college friends, or family members.
The first thing you need to do is get LinkedIn Sales Navigator (if you don't already have it).

Then create a list in Sales Navigator based on the ideal customer profile you've defined and your buyer persona.

Send 50-100 connection requests per day , which will take you about 10 minutes per day.

If you do the math, 50 connections a day for five days a week means you'll be adding around 130,000 potential connections (buyers) a year to your network.

This means that 130,000 people in your target audience will be viewing the content you publish.

Think of this as an opportunity for buyers to find you organically, while also providing an opportunity for you to reach out to potential customers on a one-to-one, personalized basis.

PUBLISH content regularly
Adding the right buyers to your network is like attending an in-person networking event. Posting engaging, valuable content is the perfect way to get the conversation started.

If you’ve never posted on LinkedIn before – or have never posted anything other than content about your company – this step can seem a little daunting. But the truth is that only 1% of LinkedIn users post content regularly , and B2B buyers are craving more content to be shown to them. For 91% of B2B buyers, LinkedIn is the primary website or cité they go to to discover professional, relevant content.

Why is content important when it comes to generating leads on LinkedIn?

More than half of buyers say that LinkedIn is the most influential channel during their research process. That means that if you publish content regularly and position yourself as an expert on this network, you can influence the decisions of more than half of your buyers.

To start, follow these three rules:

Post 2-3 times a week (to start). Set aside time in the morning or at the end of the day. If you struggle to find time to post, try getting your posts ready and then using a free content scheduling tool. vp communication officers email database
This could save you even more time if you struggle to think of content for your posts on the fly.

Optimize your content by avoiding mistakes that harm reach . In other words, publish content that LinkedIn prioritizes.

Create content that is easy and quick to read. Use a strong headline. Diversify your content. Use hashtags (but only up to three, and it's best to add them at the end). Don't post links in the body of the text (add them in the comments). Don't make your posts too promotional or pushy. And lastly, don't just share content about your company.

Provide more value than you sell. Your content should be about teaching your audience something, taking a stand on a topic, publishing something you've learned, or asking your network for feedback.

Occasionally, you can also use your posts to promote a virtual event or webinar. Additionally, you can also use it to showcase the features of the product your company sells. But make sure you prioritize the value you bring to your audience.