How to Generate Leads For Your Small Business Using LinkedIn
by Andrew Gibbins on 09-Apr-2020 12:31:00
According to HubSpot, most business’ main priority from marketing is to generate more sales leads. However, an earlier study by the same firm revealed that, for more than 60% of respondents, generating traffic and leads is the biggest challenge that they face. With more than 675 million members, more than 28 million of whom live in the United Kingdom, LinkedIn is an outstanding lead generation tool, particularly for firms in the business to business (B2B) sector. So, how can you leverage LinkedIn to reach potential customers, generate sales and grow your company?
LinkedIn – A Brief Guide For Marketers
If you haven't used LinkedIn before, don't worry. The platform isn't difficult to use. Follow these simple steps and you'll be on your way to success:
1) Join The Website & Set Up Your Company Page
LinkedIn allows individuals to set up personal profiles, while businesses can set up company pages. You'll need to set up a personal profile before you can set up a profile for your business. Your company page should contain your logo, a description of your company, a link to your website, calls to action, and content and images to promote your brand. It should also be optimised for search engines. Ask your employees to link their profile pages to it and invite existing contacts to follow you on the platform so you can begin to create connections.
2) Post Engaging Content
You can post original content on your LinkedIn company page in the same way that you can on a blog. However, it's important to create content that will interest the people visiting your profile. Try to avoid posting anything that's simply a sales pitch, as this isn't likely to yield results. Create long-form thought pieces, educational content, or posts about the hottest topics in your sector. Include media such as images, videos, PowerPoint presentations and PDFs too. You can even add live video content – something that could really boost engagement.
3) Use LinkedIn's Marketing Tools
Unfortunately, "if you build it, he will come", the famous quote from Field of Dreams, doesn't apply when it comes to marketing, so you'll need to drive people to your page. Luckily, there are a host of tools that you can use, including:
- LinkedIn Groups - These are hubs for people working within specific industries. Joining or setting up relevant groups and engaging with other members of them will enable you to find people who might be interested in buying your products or services.
- LinkedIn Advertising – There are several different types of paid adverts that you can use. Firstly, you can use Text Ads, which are pay-per-click adverts that will appear on various pages of the site. You can also create personalised adverts using Dynamic Ads campaigns. You can promote specific posts from your LinkedIn page using the Sponsored Content programme or send adverts directly to members' inboxes using the Sponsored Messaging option. You can even create LinkedIn Video Ads. When using these programmes, however, it's crucial to target your adverts correctly and monitor the results.
- LinkedIn Sales Navigator - This is a tool which helps sales teams to find prospective clients on the platform, engage with them, and manage their relationships with them. You can find out more about how to use it in this handy guide.
Next Steps
If you still aren't sure how to generate leads for your small business using LinkedIn, get in touch with one of our social media marketing specialists today. We can help you to develop a comprehensive action plan you can implement straightaway, so get in touch to find out more about our LinkedIn advertising agency service.
Image source: Pixabay
- Inbound Marketing (SEO, PPC, Social Media, Video) (807)
- Strategy (350)
- Marketing Automation & Email Marketing (180)
- Sales & CRM (176)
- Website Design (157)
- Business Growth (145)
- Hubspot (123)
- Lead Generation (109)
- Google Adwords (97)
- Content Marketing (91)
- News (46)
- Case Studies (43)
- Conversion (43)
- Ecommerce (36)
- Webinars (30)
- SEO (22)
- Events (19)
- Video (17)
- LinkedIn Advertising (15)
- Video Selling (15)
- AI (13)
- Software training (13)
- Niche business marketing (11)
- The Digital Prosperity Podcast (10)
- Facebook Advertising (6)
- August 2025 (14)
- July 2025 (14)
- June 2025 (5)
- May 2025 (19)
- April 2025 (15)
- March 2025 (13)
- February 2025 (13)
- January 2025 (8)
- December 2024 (2)
- November 2024 (4)
- October 2024 (21)
- September 2024 (4)
- August 2024 (8)
- July 2024 (14)
- June 2024 (16)
- May 2024 (25)
- April 2024 (15)
- March 2024 (18)
- February 2024 (5)
- January 2024 (10)
- December 2023 (6)
- November 2023 (10)
- October 2023 (13)
- September 2023 (12)
- August 2023 (14)
- July 2023 (13)
- June 2023 (14)
- May 2023 (15)
- April 2023 (13)
- March 2023 (14)
- February 2023 (13)
- January 2023 (15)
- December 2022 (13)
- November 2022 (6)
- October 2022 (8)
- September 2022 (22)
- August 2022 (15)
- July 2022 (13)
- June 2022 (16)
- May 2022 (14)
- April 2022 (16)
- March 2022 (17)
- February 2022 (11)
- January 2022 (8)
- December 2021 (6)
- November 2021 (7)
- October 2021 (11)
- September 2021 (10)
- August 2021 (7)
- July 2021 (7)
- June 2021 (4)
- May 2021 (4)
- April 2021 (1)
- March 2021 (3)
- February 2021 (5)
- January 2021 (4)
- December 2020 (7)
- November 2020 (6)
- October 2020 (5)
- September 2020 (9)
- August 2020 (18)
- July 2020 (17)
- June 2020 (17)
- May 2020 (10)
- April 2020 (21)
- March 2020 (24)
- February 2020 (21)
- January 2020 (12)
- December 2019 (23)
- November 2019 (12)
- October 2019 (14)
- September 2019 (16)
- August 2019 (15)
- July 2019 (13)
- June 2019 (6)
- May 2019 (8)
- April 2019 (4)
- March 2019 (2)
- February 2019 (2)
- January 2019 (2)
- December 2018 (3)
- November 2018 (24)
- September 2018 (11)
- August 2018 (9)
- June 2018 (3)
- May 2018 (6)
- April 2018 (14)
- March 2018 (12)
- February 2018 (16)
- January 2018 (15)
- December 2017 (15)
- November 2017 (18)
- October 2017 (23)
- September 2017 (19)
- August 2017 (28)
- July 2017 (27)
- June 2017 (25)
- May 2017 (18)
- April 2017 (17)
- March 2017 (16)
- February 2017 (17)
- January 2017 (14)
- December 2016 (21)
- November 2016 (27)
- October 2016 (25)
- September 2016 (16)
- August 2016 (20)
- July 2016 (19)
- June 2016 (14)
- May 2016 (20)
- April 2016 (24)
- March 2016 (22)
- February 2016 (28)
- January 2016 (27)
- December 2015 (28)
- November 2015 (19)
- October 2015 (9)
- September 2015 (12)
- August 2015 (5)
- July 2015 (1)
- June 2015 (10)
- May 2015 (3)
- April 2015 (11)
- March 2015 (14)
- February 2015 (15)
- January 2015 (12)
- December 2014 (2)
- November 2014 (23)
- October 2014 (2)
- September 2014 (2)
- August 2014 (2)
- July 2014 (2)
- June 2014 (7)
- May 2014 (14)
- April 2014 (14)
- March 2014 (7)
- February 2014 (2)
- January 2014 (7)
- December 2013 (9)
- November 2013 (14)
- October 2013 (17)
- September 2013 (3)
- August 2013 (6)
- July 2013 (8)
- June 2013 (4)
- May 2013 (3)
- April 2013 (6)
- March 2013 (6)
- February 2013 (7)
- January 2013 (5)
- December 2012 (3)
- November 2012 (2)
- September 2012 (1)
Subscribe by email
You May Also Like
These Related Blogs

How To Generate Leads For Your Small Business - JDR Group’s Top 5 Tips
Many small business owners get frustrated when their companies don’t expand rapidly, but to make sustainable progress, you should be aiming for a stea …

8 Simple LinkedIn Tips To Improve Your Business Lead Generation
Though LinkedIn is seen as an effective networking tool, business directors often do not use LinkedIn accurately to generate new leads and bring in ne …
LinkedIn vs Email Marketing – Which Should You Use To Generate Sales?
With research showing that two-thirds of B2B buyers decide which products to buy as a result of online content, it's not surprising that businesses ar …