Why bother posting content?
When you’re using LinkedIn for lead generation, content development may seem like a strange or even pointless way to spend your time, but it’s another important piece of the puzzle. Creating high-quality content that resonates with your ideal customer is one of the fastest and most effective ways to build your brand identity and develop trust.
Consistent posting is an easy way to build credibility and excitement around your business. While there’s no denying what a powerful tool posting can be, there are some guidelines you’ll want to follow.
To start, determine how frequently you plan to upload content. It doesn’t have to be every day, but creating a schedule that you can stick to is essential.
Once you know when you’ll be posting, you want to plan out the content. Be sure to include a mixture of high-quality videos, articles, and posts to keep your audience engaged and excited to see what you’ll upload next. While it may take a little work at first, with consistency, you’ll see how instrumental your content strategy is toward your overall growth and marketing goals.
How do you build a LinkedIn B2B lead generation strategy?
Knowing how to use LinkedIn for B2B lead generation can make all the difference for your business. The goal is to create interest in your products or services that are irresistible to customers and converts into sales.
We already discussed the steps to take before starting lead generation with LinkedIn, but now it’s time to talk about strategy creation.
Like any prosperous venture, LinkedIn lead generation requires a solid strategy to succeed. You need a clear guide for how you’ll accomplish your goals so you stay on track. Let’s discuss what goes into a comprehensive LinkedIn lead-generation strategy that converts!
Determine your motivation
Remember how we discussed defining your ICP and why it was so important? This step is similar, but instead of focusing on the customer, you’re concentrating on your own motivations. Take time to consider why you chose lead generation on LinkedIn and what you want to get from it. Having a defined “Why” will be your North Star as your business grows.
Once you’ve determined your motivation, you can begin thinking about how you’ll execute your campaign. It’s crucial to create a clear plan for your marketing campaign as it will act as a guideline for the decisions you make. Consider factors like:
- Whether you’ll only use LinkedIn or choose multiple platforms
- How long your campaign will last
- How detailed you’ll make the campaign
Once you’re clear on your motivation and execution, you can move on to the next step.
List your objectives
Next to your “Why,” your objectives are arguably the most important part of your lead generation strategy. They act as markers you can follow along the way, creating small, clear goals that lead toward your ultimate objective. For this step, write down the objectives you’d like to achieve with your LinkedIn campaigns.
Don’t be afraid to get specific, and remember, even small goals have meaning. The truth is that, like many plans, it should focus on numerous small targets instead of the objective as a whole. Not only does this approach keep you motivated, but it keeps you focused and on track. When creating your objectives, it’s best to stick to the SMART guideline.
That is: Specific, Measurable, Achievable, Realistic, and Time-bound. What do each of these points mean?
- Specific – You want to create specific objectives that aren’t vague or unclear so you have a good understanding of what the goal is, and you know when you achieve it.
- Measurable – Each objective should be measurable, but that may not all be in the same way. For some, it could be monetarily, while others may be customer engagement. The goal is to see the progress and know when the objective is achieved.
- Achievable – That brings us to our next point. We can’t stress enough how important it is to set objectives that you can actually achieve. It may be challenging to break up your main goal into smaller, more manageable ones, but trust us, it makes all the difference. Giving yourself achievable steps sets you up for success and ensures your campaigns head in the right direction.
- Realistic – Unrealistic objectives are not only unhelpful, but they can be downright harmful to your business. For example, if you’re just starting out, setting a goal of $1 million in sales in 6 months is most likely unrealistic. If you don’t reach your target, you could get discouraged and not focus on the progress you are making. Evaluating your business and setting clear, realistic objectives will place you in a position of success, not failure.
- Time-Bound – Setting a timeline for your goals will keep you motivated and increase your chances of success. In fact, research by the Dominican University of California showed that among participants, having accountability, like a timetable to meet their goals, made them far more likely to achieve them. It’s okay to set different timelines for different objectives, especially if they’re larger or more complex. Simply knowing that you have a set amount of time creates motivation and determination.
Calculate your end goals
Once you’ve nailed down what you want to achieve, it’s time to define what success looks like in real numbers. Think of this as setting up a scorecard. What metrics would make you say, “Yes, this campaign really worked!”?
Ask yourself:
- How many new leads am I aiming for? Set a realistic but challenging target. Are you looking for 100 new leads? 500? Knowing this helps keep you focused and gives you a clear benchmark.
- What’s a ‘quality lead’ for us? Not all leads are equal. Decide what makes a lead qualified—maybe it’s people in specific roles or companies of a certain size. This keeps you from celebrating every new contact and instead focuses on the ones that matter.
- What’s the conversion goal? Consider the entire journey. If you’ve got 500 leads, how many do you expect to become customers? Working out a reasonable conversion rate helps you see beyond lead numbers to actual business results.
The key is that each goal you set here should help you look back on this campaign with clarity. If you hit the numbers, you know it’s working. And if you fall short, you’ve got concrete feedback to adjust and refine for next time!
What are 7 easy LinkedIn lead generation methods (B2B & B2C)?
If you’ve spent any time looking for ways to market your business, you know there’s countless methods and strategies out there. Many promise to provide incredible results, only to leave you wanting more.
Fortunately, with LinkedIn, you have numerous proven strategies at your fingertips, some using other social media platforms and some implementing the tools available on the platform itself.
Strategy #1. How can content on LinkedIn boost your leads?
LinkedIn is an amazing place to find potential clients, but to turn it into a lead-generation machine, you need to know exactly how to use its tools. Let’s break down a few effective ways to get quality leads—and how to do it.
Optimize your LinkedIn profile to convert views into leads
Treat your LinkedIn profile like a landing page.
Start with a headline that clearly explains who you help and how, like “Helping HR Managers at Growing Companies Simplify Hiring with AI Solutions.”
Use the “About” section to tell a brief story that highlights your experience and value, and link to your website or any lead magnets you’ve created.
The goal is that anyone who lands on your profile gets a clear sense of how you can help them.
By breaking LinkedIn down into these specific steps, you’re not just casting a wide net—you’re actively bringing in qualified leads who actually want to hear from you!
Create content that proves your expertise
Share a mix of posts, articles, and LinkedIn-native documents.
Try posting a quick “how-to” tip or a short industry insight that solves a common problem for your audience. For example, if you’re in B2B software, write a post like, “3 Ways to Streamline Your Team’s Onboarding Process with Technology.”
Add a PDF download that’s full of practical steps. Show up consistently with useful insights so that when people in your industry see your posts, they see you as the expert who has answers. True social selling, isn’t it?
Build connections that turn into warm leads
Search for people by title and company in LinkedIn’s search bar. When you find someone who looks like a good fit, send a personalized connection request.
Keep it casual and non-salesy: