How To Generate 20 B2B Sales Leads Per Month On LinkedIn
LinkedIn is a fantastic tool to get your business in front of more people, build relationships and initiate sales conversations (i.e. Booked Calls, which we call Sales Leads).
Done properly, with the right strategy, LinkedIn is a repeatable, scalable source of new enquiries for your company.
I'm going to breakdown how to generate 20 B2B Sales Leads per month, from LinkedIn.
1. Grow Your Network.
The first thing you need to do is build up a network of ideal customers and partners for your business to use as a prospecting pool. Define your typical customer in as much detail as a possible, including demographics that define them (such as Job Title, Location, Industry, Years of Experience etc), and who is likely to be in their network that might be able to connect you (these can be your introduction partners).
Make a list and research how to find these customers on LinkedIn. There are many different ways, and if you're stuck, here's a secret tip - look up Sales Navigator!
2. Engage With Your Connections.
Building relationships with your prospecting pool helps build the 'know, like and trust' factor that takes cold connections to warm sales leads.
You can build relationships by liking, commenting and share THEIR posts, and discussing thoughts, opinions and ideas in the messaging functionality of LinkedIn.
3. Create and Publish Discussion Content.
Finally you need to establish yourself as an authority and an expert in your field. Creating and publishing posts that encourage active discussion on your topics of expertise shows potential customers that you can be trusted to deliver on their expectations, and will help you stand out amongst the crowd.
Having great conversations in the feed by inviting people to comment on your post also boosts the overall reach and views of your content on other people's feeds, and may inspire someone to take action, reach out and have a private conversation about an opportunity to do business.
4. Know Your Numbers.
As with any Digital Marketing activity, you need to know the numbers you need the platform to produce to give you the additional sales and revenue you are looking for.
Here in the example I've given, we've set a goal of 20 New B2B Leads.
On average LinkedIn converts at 5%.
To generate 20 Leads, at a 5% conversion rate, we need to be reaching out to 400 Prospects.
By going back to the Prospecting Pool and carving out 400 prospects to start conversations with, you know you're on the right track to hit your goal of 20 leads.
If you want to this one step further, you can then take your sales team conversion rate (I'm going to assume a rate of 20% in this example) and calculate your anticipated client wins - 20% of 20 is 4. So 400 prospects = 20 leads = 4 clients. If an average customer is worth £10,000 to your business, that's 4 X £10,000 = £40,000 of new business from LinkedIn.
At Zest For Media we manage campaigns that drive new sales leads for our B2B customers on autopilot, while they focus on closing deals and growing their businesses.
Packages range from up to 500 prospects per month (generating up to 25 B2B sales leads) right up to 2,000 prospects under management (generating up to 100 B2B sales leads).
If you're interested in having a chat about how we could help your B2B business generate those kinds of numbers, direct message me or email firstname.lastname@example.org.