6 Best Practices For Linkedin Lead Generation

linkedin lead generation

Let’s understand LinkedIn lead generation by starting with a few interesting stats – 

linkedin lead generation

These compelling stats prove that for most businesses, especially B2B, Linkedin is the most effective social media channel which gives its users the ability to build and grow professional networks to reach their potential buyers just with the tap of one button “Connect”.

Lead generation via Linkedin is an integral part of any digital marketing strategy and today we will be discussing – How can it be leveraged to its maximum?

Read on….

LinkedIn lead generation best practices

1. Identifying your buyer persona

It might sound basic, but according to Hubspot’s report in 2018, 52% of marketers say that they provide salespeople with their best quality leads, while salespeople rank marketing-sourced leads last.

Hence, it is very important for marketing and sales teams to answer the question – “Who is your buyer?” collectively to reach common ground and minimise wastage of efforts.

Always remember, that having a very broad target audience or a very narrow one – can drive ambiguous and unreliable results. Before defining your target audience using hundreds of filters, always keep one thought in mind – When your potential buyer reads about you and your brand/product, they should think that your existence in the market is to be of service to them and you are exactly what they need, right now. Segmentation of this intricacy drives the maximum results.

Read more about buyer persona here

2. Linkedin Sales Navigator

With most of the users using Linkedin for marketing or selling their products, Linkedin introduced Sales Navigator back in 2014. However, only since 2018, salespeople have started relying on Sales Navigator as a viable resource for expanding customer relationships, acquiring new businesses and improving productivity.

However, till date, Sales Navigator cannot be used as an only tool for lead generation via Linkedin due to multiple limitations – like outdated information, limited user-base, availability of only personal email IDs as contact information and more. Also, the problem of being able to generate only a small chunk of leads on a day-to-day basis makes it even more difficult to scale.

In such scenarios, using platforms like LeadMi.io helps you leverage all the features available in Sales Navigator and multiple other social media channels. Avail validated contact information and without any audience limitations.

3. Linkedin Lead Gen Forms

In case you are doing Linkedin ads, then the best way to do lead generation would be via Linkedin Lead Gen Forms.

As soon as a person clicks on your Linkedin Ad for downloading your lead magnet, Linkedin Lead Gen Forms take them to an auto-filled form with all the required professional information from their Linkedin profile. The key here is that without any manual efforts from your lead’s end, a validated lead is created in your CRM automatically.

For these forms, Linkedin displays large and dynamic CTA buttons, mostly to make it mobile-friendly. Hence, designing your Ad accordingly will help in deriving the maximum results.

4. Prepare the end-to-end Sales process before beginning

Once you start leveraging Linkedin for lead generation, you get access to potential leads for your business, in abundance. For most of the companies, this becomes a big issue because the sales process is not aligned to its entirety.

The cost of getting back a customer who is already lost, is very high as compared to retaining them. So, plan out your entire sales journey and also the marketing around it for maximum engagement and conversions.

5. Clear and convincing messaging

In today’s social media world, user attention is a scarce resource, making it extremely complicated to get your message noticed. Hence, you have to focus on multiple aspects of your messaging to connect instantly with your buyers and enabling them to relate to your product and showing true value.

An ideal way of doing this is classifying your messages as answers to questions like –
What do you do?
Why do you do it?
How do you do it?
How much does it cost?

If your messaging is answering more than 2 questions at once, then there are very high chances for the potential buyers to not show any interest.

However, if your messaging is answering questions like –

What is in it for your customers?
Why is it better than your competitor?
What results have you produced?

Then the chances of getting an immediate response showing interest are higher.

6. A/B Testing

Test, test and test!

You will never know if your lead generation strategy is providing you with the best results unless you perform multiple A/B tests to find the ideal combination of tools, methods and messaging. Hence, it is always suggested to do A/B testing before finalising your Linkedin Lead Generation Strategy.

Conclusion

If you’re a B2B company, then data and research suggest that you’re most likely to find your potential buyers on LinkedIn. There are several paid and free strategies that will help you find them. Some of these strategies can be tedious and time-consuming. But they help you find hot leads so you can nurture them better.

The key is to push maximum relevant content and measure the ROI with the help of your lead generation tool. This strategy takes all the guesswork out of the box. As a result, you can contact your potential buyers with confidence.

Reach out to LeadMi if you would like to know more!

5 Different Stages Of The Sales Pipeline

sales pipeline

To understand the different stages of a sales pipeline it is important for us to be able to visualise the entire process end-to-end. A visual representation may not exactly help employees understand it but it definitely helps give a better and clear picture of how individual teams proceed with the sales process.

According to data, 63% of executives believe that their teams can perform more efficiently if they put in greater efforts to streamline their sales pipelines. Inside story, if you really want to save thousands of dollars by increasing your team’s efficiency then you must work to analyse your sales pipeline and efforts.

Understanding the different stages of a sales pipeline

What does a sales pipeline look like?

A sales pipeline is a step-by-step representation of the path that you make your customers take so that you can close a deal. There is no generic representation since different organizations will have different requirements and a unique set of target market. However, the flows remain similar and the ultimate goal is to achieve a successful sales deal.

Let’s look at the 4 crucial stages of a sales pipeline.

Prospecting

Prospecting or lead generation, how we would usually like to call it, is the first step in the sales pipeline.

 

When you are prospecting, you are looking for prospects and identifying the people who may have an interest in your product. After which you make efforts to ensure that your offerings are visible to these prospects.

 

There are different ways in which you can approach prospecting. Every sales prospect will not turn out to be a good fit. A very small percentage of initial prospects fit the journey. Therefore, marketers need to generate more than just 1 prospect so that the sales teams can pursue them to make a sell.

Get your first 100 leads with these 12 effective ways

 

There are subcategories in prospecting.

Cold prospecting

For cold prospecting, your team reaches out to potential clients through various channels. Some of these methods include cold calling, emails and social media reach out.

This is slightly different and difficult to crack than digital marketing because the lead has not interacted with your product industry before. So, sales teams conduct brainstorming sessions to create the perfect script that works with such leads.

 

Here’s how you can write the perfect cold calling script for your business

Warm prospecting

This method of prospecting is focused on making a connection with potential clients who’ve shown interest in your product or service.

 

For example, if you run social media ad campaigns or grow online visibility of your website organically then prospective buyers can reach out to you through various mediums.

Qualification

After you identify a prospect, the next goal is to determine the prospect’s actual level of interest and continue to move them forward through the pipeline. At this point if the prospect seems interested then you carry them forward and assign them as a lead.

 

Typically, sales teams have a casual or in-depth conversation with the prospect before marking them as a lead. Depending upon their interest level and how much they already know about your product, sales teams pursue them further.

Consideration

When you determine that a lead fits your criteria, you can continue targeted and personalized outreach to them through intelligent content distribution, marketing automation, etc.

 

You can give them information about how you have solved specific problems that are similar to theirs. You can also tell them about how you have helped other companies improve their processes and increase efficiency.

Purchase/Decision

The purchase step seems like it could be an easy one to negotiate. After all, if you’ve kept your prospect loyal through all the preceding steps, it should be a piece of cake to get the documents signed and make it official, right?

 

As much as closing a deal seems easy at this stage it is important to keep up the persistence.

 

Don’t let your leads lose interest or go lukewarm and miss the connection altogether. You must make them believe that they are investing and not wasting their time and money. Show them value in this investment.

Sale

With all your hardwork and a little bit of luck, you will be able to close the deal and make a sale. However, you are still not finished at this stage.

 

If you have made promises to the lead then you must ensure that you fulfil them without fail. You can create a smooth transition for the client. Move them from working directly with sales to partnering with your customer success professionals. Thereon, focus on customer success to work with them on integrating the product, maximizing its effectiveness, and ensuring both renewals and upsells.

Additional Tips for Building and Managing Your Sales Pipeline

The steps listed above will give you an idea of how you can get started with building your own sales pipeline. At the same time, you should also look for additional opportunities specifically suited to your industry. It will help you find and win through competitive edge.

Find Options to Differentiate

Do extensive research on what kind of business propositions your competitors are providing to their leads and customers. If you have an upper hand in showing comparisons and how you are better than your competitors, you will surely win the sales deals.

Use Automation to Move Things Forward Where Possible

Incorporating automation into your marketing strategy can greatly increase the number of your qualified leads.

 

As per research, businesses that use automation to nurture prospects experience a 451% increase in qualified leads. By using automated omnichannel prospecting outreach tools can guide you to build campaigns and support your pipeline goals.

 

Learn more about Marketing Qualified Leads and Sales Qualified Leads

Make Data Analysis a Valuable Part of Refining Your Sales Pipeline

Take advantage of reporting data, and look for opportunities you can create from it. For example, if you see a lot of leads falling out or going dark at a certain step within your pipeline, it means that there is a problem and you must solve it with immediate effect.

 

Once you have the numbers, you can determine a proper solution to shore up sagging sales.

 

Your sales pipeline is at the core of your sales success. Refine and create a pipeline that fits your business. Therefore, tou will continue to improve your efforts and make your sales team better.

 

To know more about sales pipeline and lead generation, visit LeadMi

Read more articles from LeadMi-

 

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Blog Cover Photo by Campaign Creators on Unsplash

10 Outbound Sales Strategies For 2020

outbound sales strategies

Every business wants to increase its overall revenue. For this, they mainly put their major focus on inbound sales strategies. But believe it or not, outbound sales gets them high returns when planned strategically.

All the talk about inbound methods sometimes makes us think that cold emails and cold calling aren’t effective sources of lead generation. However these 2, and other means of outbound sales strategies, are amongst the most popular and widely used strategies. When done right, they don’t just ensure high quality leads but help increase sales conversions too.

Learn how to write the perfect cold calling script

outbound sales strategies

Source

Here Are 10 Outbound Sales Strategies To Help You Get Started

Identify your most attractive markets

Outbound sales strategies work the best when you reach out to leads who are most likely to buy from you. Or for that matter, hear out your proposition.

The process of market segmentation will help you clearly divide the market into identifiable customer groups. You will get valuable results as long as you maintain consistency, discipline and regular iterations.

The key here is to identify a broad market and then fragment it into subdivisions that have common needs and interests. Value-based segmentation will help you figure out the most lucrative market and implement specially crafted strategies to target them.

Build your ideal customer profile list

Your ideal customer profiles are those companies which you think will benefit from your services.

Try to identify the characteristics that are similar to your existing customers who have found value from your offerings. You can make a list of questions to make the targeting easier.

  1. What is the size of the company?
  2. How much revenue does the company generate?
  3. How many employees does the company have?
  4. What is the company’s location?
  5. What is the industry or vertical of the company?
  6. Which department of the company uses your service?
  7. How many employees work in that department?
  8. Do they use any other software?

Research and qualify your prospects

Your research to qualify leads will help you narrow down your list and target a specific audience.

You can find out a lot about your prospects through their website, blog, social media and online portals that lists information about them.

Ultimate sales guide to get high quality leads

Set tangible sales goals

In order to set tangible sales goals you must first and foremost realise what your end goal is. You can identify an initial strategy by planning from the beginning, making adjustments and set initial benchmarks to identify results.

Start small but aim big, or vice versa.

Generate customer data and insights

Develop a set of accounts to use as a data set. This list must be comprehensive and include all customers with minor exceptions of trial and proof of concept accounts.

Additionally, don’t include those accounts that are outliers, they may erroneously influence your analysis. The overall goal here is to determine basic criteria that will create segmentations between different groups of customers.

Build outreach plans

Build a workflow, and outline what your sales team should cover in each of those connections.

You can start with the following-

  1. Build a script for your cold call but don’t neglect flexibility.
  2. Trust in your team and guide them to pursue leads with ease.
  3. In certain circumstances, let the potential customer lead and direct the call.
  4. Make an agenda for your call, review it with the customer, and ask if they’d like to include any points.

Make connections through social media

Be social, and use the information you learn on social media to your advantage. Don’t just connect with someone on LinkedIn to sell to them. Build connections in a subtle manner by sharing a post, commenting on other posts, and also through Likes and other engagement activities.

Use social media to research about decision-makers and learn about companies. Incorporate this information into your emails and calls for personalisation.

Offer credible value

You may create a cold calling script but don’t adhere to or fixate on it. Go with the flow of the conversation and offer credible value to your customers.

If you don’t promote something, don’t discuss it. If you cannot offer something, don’t promise it. On the other hand, if you think that you have a competitive edge then don’t shy away from discussing it till full length.

Measure results from outbound sales strategy

How do you know if your strategy is bringing in the desired results?

It’s simple, you need to first understand the end goal of your outbound sales campaign. Based on your end goal, you can track the key metrics to gauge the success of your outbound sales strategy.

Work around an improvement strategy

Once you start measuring results you will be able to identify the problem areas and figure out solutions to work around for improvement.

Keep an open mind, remember your end goal and make adjustments in the plan that lead to your end goal.

Conclusion

If you are running a small company then building an intelligent and smart outbound sales strategy is the way to go not just in 2020 but always.

If you’d like to know more about outbound sales and lead generation, please visit LeadMi

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Blog Cover Photo by JESHOOTS.COM on Unsplash

B2B Lead Generation – 5 Mistakes You Must Avoid To Improve Your Sales Conversions

B2B lead generation and conversion is the key to success for all of us in B2B Sales & Marketing. In our experience, we may have seen varied levels of success in this regard. Here are the top 5 mistakes that you can avoid to improve lead quality and conversions.

5 B2B Lead Generation Mistakes To Avoid

B2B lead generation to improve conversions

Photo by Zan on Unsplash

#1 Not defining a buyer persona and targeting a broad based market

A buyer persona is a set of persona attributes of buyers, who choose a product or a brand. These attributes can be seniority level, function, region, company size etc.

A common mistake that most businesses do is that they buy leads as part of a database. There are 2 problems with it. One, the profile data could be outdated. And two, they would be trying to engage a broader market base that is further away from their target market.

Recommendation: Build a buyer persona. Leverage the behaviour and attributes to narrow down your target market on social media platforms and lead generation tools.

Read more about how you can leverage your buyer persona

#2 Missing out on CTA and expecting the leads to take action

This is yet another common mistake that marketers can easily avoid.

We often see compelling ads, topics and posts that interest us. We engage with them and then move away from them. The primary reason for this behaviour is a missing CTA.

So, leveraging the intent of engagement is important to get the user to complete an action.

Recommendation: For every content that you post or make available, display a CTA button, buttons or links. The assets can be a website, a blog post, a social post or a white-paper that users can download.

#3 Continuing to spend on channels that are not resulting in ROI

Marketers often do a great job at building a marketing strategy and communication plan across multiple channels like email, social media etc., But, they struggle with identifying, analyzing and defining the ROI across multiple channels. It can be because they are bias towards a certain set of channels and are unable to manage multiple channels at one go.

Recommendation: Define goals for every campaign. Analyze and identify the right channels for higher ROI. Invest in channels delivering a higher ROI and evaluate them periodically.

#4 Over-reliance on landing pages and forms

Inbound marketing is at the heart of B2B marketing. It leads users to a landing page or a form that they must fill. However, about 30% of profile data from these forms and landing pages is found to be false.

Imagine if a business is spending over 25 USD per lead to fill a form, the effective cost per lead is close to 35 USD per lead!

Recommendation: Identify and invest in lead generation channels that deliver a higher ROI. Provide the ability to define a buyer persona and ensure that the profile data is up-to-date. Focus on qualifying and engaging leads.

#5 Poor planning and implementation of the lead generation strategy

Planning for lead generation is a continuous and evolving process. Lead generation techniques vary based on the industry, the region etc. Some techniques may work better than the others.

Hence, it is important to constantly evaluate the current techniques, identify gaps and new techniques.

Recommendation: Leverage automation for identifying and qualifying leads to track inconsistent human behaviours. This will give you insights on how to achieve higher ROI.

LeadMi for efficient B2B lead generation

LeadMi.io is a marketing automation platform that allows marketers to define their buyer persona through multiple attributes for efficient B2B lead generation.

Once defined, the automation platform generates leads with their profile information. This includes user email, contact number and other demographic details sourced from the internet. The leads are automatically qualified to your buyer persona and cost less than 50 cents per lead.

Also, LeadMi.io can identify the prospects interacting with your brand on various social media platforms and automatically qualify them as per your buyer persona. Social listening as they call it is at the heart of LeadMi.io.

By leveraging automation with AI, LeadMi reduces the incidence of the top 5 mistakes stated above. How about working only with hot leads everyday?

Visit LeadMi.io to register now.