January 29

LinkedIn for lead generation – Are You the Missing Link?

Lead Generation


It takes time and commitment, but LinkedIn has become ideal venue to nurture relationships and generate new leads, especially for sales people involved in a complex sale.

On that topic, I wrote an guest article for MarketingProfs, titled “10 Tips for Using LinkedIn to Generate Leads.” MarketingProfs decided to make it a “premium article” so it’s available only to paid subscribers.

You can read some of the ideas I shared in this summary article published by MarketingProfs.

Here’s just a few of the ideas I share:

  1. Create a polished and personally branded profile on LinkedIn.
  2. Join LinkedIn groups where your clients/customers gather and participate.
  3. Target groups by activity level (relevance), not just by size
  4. Post relevant content on groups.
  5. Answer questions posted on LinkedIn.
  6. Create your own LinkedIn group and share relevant content.

Read Are You the Missing Link?

Related Posts:

Lessons on Using LinkedIn for Lead Generation
5 steps for using LinkedIn as lead generation tool

Also, if you’re interested in connecting on lead generation topics and use LinkedIn, consider joining me and  the 4,200 members of the LinkedIn B2B Lead Generation Roundtable Group.

About the author 

Brian Carroll

Brian Carroll is the CEO and founder of markempa, helping companies to convert more customers with empathy-based marketing. He is the author of the bestseller, Lead Generation for the Complex Sale and founded B2B Lead Roundtable LinkedIn Group with 20,301+ members.

  1. You’re right. Relevance is the key. It’s amazing how many of us miss that.

    I think relevance is really driven by following the golden rule, “Do unto others as you would have them do unto you.” If we keep that in mind, relevance is a natural process. With out it, we have a tendency to think of serving ourselves and our interests (pitching etc.) and which is the antithesis of relevance. What do you think?

  2. Dead on, Brian. The most important word in all the tips is “relevant.” Everything you say, whether in response to a discussion or in one you started has to be relevant to your audience. If you stray from this simple rule you will lose your credibility and audience.

  3. Good post! Yes, specificness and relevance matters and works great. However, I wonder (specifically in regards to linked in and other social medias), an internet marketer should have multiple accounts for each category he/she is intending to market over the internet? Each account should have its own network?

    That sounds a challenge, otherwise, I totally agree with relevance point!

  4. Simply put – Relevance = Conversion = Revenue.

    We’ve seen the shift from Batch-n-Blast emails to Personalized Campaigns, I’m so very excited to see the shift from Personalized Campaigns to relevent, timely, personalized and automated Conversations. 🙂

    Jill Rowley
    [email protected]

  5. You got it. We just need to make sure not to forget to include the “human touch” in B2B marketing and not get caught up in the tools for automation, scoring and measurement. The whole point is to build relationships. Our goal is should be to enable and enhance the process of human touch and build relationships and communicate more effectively.

  6. Nice post, I totally agree. I actually got my first lead via LinkedIn today! A colleague in a salon business I own was interested in our web design services… a different business. It’s very interesting to watch different services work together. Thanks for the tips!

  7. LinkedIn is likened to being the facebook of business. It is definitely the social media service any serious professional must take a long hard look at, and get involved with. It is never too late to create a profile, so if you don’t have one yet, what exactly are you waiting for? Just do it! Now!

  8. The most important word in all the tips is “relevant.” Everything you say, whether in response to a discussion or in one you started has to be relevant to your audience.


    Lead Generation Service

  9. LinkedIn can bring great traffic to your site and business to you if you utilize the feature provided in it. As mentioned above join those groups in which you can find your potential clients, given answers to the polls and post relevant post and useful posts related to your service so that people get attracted towards it.
    And yes Don’t just post anything over there to show your presence. Always post relevant content.

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