LinkedIn isn’t just a social network for job seekers and recruiters anymore. Over the past few years, it’s evolved into a powerful lead generation tool for many businesses. Act-On Software, developers of cloud-based, integrated marketing automation software, published an eBook entitled “10 Things B2B Companies Should Be Doing On LinkedIn.” Here are some of their tips:
Optimize your company page for lead generation.
Featuring an image of your HQ or a group photo of employees is great, but it does little to generate leads. Instead, use the banner to feature a recent eBook or whitepaper you have created.
Proactively search for prospects.
Start by building a profile for an ideal customer. You can select from a range of options like their location, industry, current company and seniority level. Once you’ve selected attributes, plug them into an advanced search to get a list of profiles that match your customer profile. Begin by contacting people who are connected to you on a first and second degree level.
Use LinkedIn Publisher.
This presents a great opportunity for B2B companies to position themselves as industry thought leaders by consistently posting high-quality content on topics of interest to your target audience.
Find a link to download the eBook from Act-On Software in our Additional Web Resources box at SalesandMarketing.com.
