For the past eleven years, I’ve focused on what it takes to get more business leads. Over that time, so many methods have come and gone. But, the most impactful strategy today for filling a pipeline with dream clients and converting those to revenue is something I am going to share. There are specific strategies you’ll learn that can truly help with LinkedIn Lead Generation, so listen closely.

If you know deep down that old-school marketing and selling strategies don’t work, I completely understand. Throughout this guide, you’ll learn proven strategies and techniques to get leads using the LinkedIn Platform. You’ll also discover systems and processes you can replicate for truly massive exponential growth, assuming you apply what you’ll learn.

Book a free 15-minute Zoom Call HERE, and let’s see how I can help you grow your business and become a thought leader in your area of specialization.

Table Of Contents:

Why LinkedIn Matters?

For a long time, I never understood how to make LinkedIn generate consistent new revenue. I always had good engagement and liked creating content. But, there was always this disconnect.

The thing is, 61% of marketers find lead generation a real struggle. With 79% saying content marketing is their number one objective, less than 10% of businesses see meaningful success. This fact made me realize there’s got to be a better way to generate leads.

Well, the good news is there is.

My Strategy For The LinkedIn Lead Generation – Proven Strategies for Exponential Lead Growth

Adam Robinson, the CEO of Retention.com, is living proof of the incredible impact a laser-focused commitment to outbound marketing on LinkedIn can deliver. How incredible!
He grew the business to a $24M revenue – mainly through LinkedIn. His approach combines personalized connection requests with crafting laser-focused content designed to educate and get people thinking.

Watching Adam publicly share his progress showed me what was possible with lead generation campaigns. What struck me was how consistently engaging in the comments section of your content proves your authenticity to your audience. LinkedIn is about showing up humanely while engaging, giving to, and connecting with those you want to attract.

Adam shares his highs but is also vulnerable about what hasn’t worked. This creates a real human connection. He attributes much of his company’s growth to leveraging video since that’s what his ideal prospects love.

Lead Generation Pillar

Description

How To Apply It

Personal Brand

A solid personal brand can build credibility and trust, and people connect with others – especially on LinkedIn. It’s not just about your business. Your story matters.

Actively share valuable industry insights and build relationships, demonstrating your thought leadership to elevate your company’s profile in your niche. I like to focus on writing one “long form” content piece (500 – 1000+ words) per week that lives somewhere like my personal website or Medium.com. I then repurpose that content and post it on LinkedIn.

Each post is meticulously optimized for SEO to improve search engine visibility. It’s all about removing friction so search engines can understand who you help and what you talk about. Then, post content throughout the week that supports your longer posts. Be sure to tag anyone and every one mentioned. The key is reciprocity.

Don’t expect anything from anyone. However, I have learned over the years that magical things tend to unfold when you start by giving without any expectation of anything back in return.

Content Strategy

Provide your target audience with content tailored to their interests, pain points, and what they need help with. Be a problem solver with solutions – people most likely to do business with you.

Content is what gets seen – and shared. If you create incredible content your ideal prospect resonates with, you’ll find success. You are the expert; you have to claim it by sharing your knowledge and how you uniquely serve your desired clientele. If your prospects enjoy short-form videos, make that your main squeeze on LinkedIn.

On the other hand, I have discovered that if your audience loves text-based content, stick to more short-form, punchy insights while occasionally testing long-form posts once per month. If you offer a digital service like we do at Content Hacker, it can also be a good idea to feature clients in your weekly newsletter. When they get mentioned on LinkedIn or your email list, that content tends to do exceptionally well.

Engagement and Networking

Build relationships by engaging with comments and thoughtfully responding to direct messages,
joining relevant LinkedIn Groups where your ideal clients hang out. Remember, you are interrupting someone’s day, so engage only in groups and posts pertinent to the keywords and overall themes you and your business help to solve. This all boils down to respecting others’ time while building genuine connections that lead to new leads interested in what you offer.

I’m careful not to reach out via direct message only when I can offer that person something of value. You can use LinkedIn’s direct messaging feature, invite those who would benefit from connecting or even join LinkedIn Groups to strategically interact with prospects in a more meaningful way that isn’t sales-y and spammy.

The cool part about groups?
You are essentially being handed access to your dream clients who are already discussing topics and themes aligning with your brand and what you do best.

It all comes down to the LinkedIn Groups your people are in. One strategy I use on profiles and inside LinkedIn is listing any relevant podcasts your company creates (or guests on) because the audio player shows up right inside their LinkedIn feed when browsing on their desktop or mobile device, which is super cool for sure. Just be sure that every single one of your employees has this added to their profile to elevate your brand, make you more recognizable, and look like the credible brand you are. And let’s not forget the powerful impact of native videos. When used correctly, these can be leveraged to gain traction in your areas of expertise.

Lead Generation On LinkedIn Requires Investment

Building an effective LinkedIn Lead Generation Strategy to get consistent leads requires planning, resources, tools, systems, and dedicated team members who love what they do. This is just like any other aspect of running a successful business. We get the best return by spending at least $10K in new client acquisition per month.

1. The Growth Hacker

You’ll need a creative marketer who is passionate about connecting with others and closing new clients. I look for those rare types of creatives gifted with creating good copy while simultaneously being obsessed with spreadsheets. A good Growth Hacker is also constantly coming up with new ideas for attracting new clients. You know those types…the ones who LIVE to work in Google Sheets.

LinkedIn is preferred because they must have at least three years of social media marketing experience. They also should live in the US to ensure native writing and speaking that avoids mistakes common with AI platforms like ChatGPT.

2. Content Strategist

Great content starts by understanding who you are speaking to. It also requires knowing how your products or services offer tangible solutions that deliver an experience. Someone in this role must know how to turn dry topics often into fascinating narratives that your ideal prospects find captivating. You’ll also want them to be fluent in your core niche, those subjects that get discussed inside client sessions, along with anything new or up-and-coming that’s creating a stir on socials.

3. Growth Strategist

To build a workable LinkedIn Lead Generation Strategy, you need someone who can analyze what’s happening under the hood to identify mistakes or inefficiencies quickly. I recommend you find those highly driven types that enjoy uncovering areas of optimization. Over the last few years, I have discovered that the Growth Strategist plays a key role. Here are a few ways this role has created a fantastic impact:

  • Creating internal systems, processes, and guidelines that improve communication and ensure things run like clockwork across teams, remote or in person.
  • You understand how LinkedIn ads can complement your content marketing on the platform and have the business acumen to know if boosting delivers real ROI. You’ll want to see them consistently tweaking, measuring, iterating, and optimizing to avoid lost ad revenue significantly as your ad budget increases.
  • Finally, you’ll need to hire someone obsessed with making your offers even more attractive while knowing how to convert inbound leads at every step, from your content to appointment scheduling.

Invest In Premium LinkedIn

LinkedIn Premium provides a strategic advantage for business professionals seeking to expand their network, enhance their professional brand, and identify new opportunities. LinkedIn Premium empowers individuals to optimize their professional journey and achieve tremendous business success by offering advanced search capabilities, exclusive content, and premium tools.

LinkedIn Lead Gen Simplified

Don’t Forget to Track What Matters

So, you’ve learned how to use the LinkedIn Lead Generation strategy – what now?
How you track the impact of each marketing activity determines your ability to identify if your actions are working.
I can’t tell you how many businesses forget to do this, which costs them big time.

For all the business owners running coaching or client-based businesses, this data needs to be accessible and transparent with everyone on your team.

Here are several things you will want to ensure are accurate. Without these pieces, knowing what marketing to double down on versus cut off is impossible because it isn’t delivering results.

Metric

Description

Reporting Frequency

Content Marketing Performance
(Reach, Engagement, Leads, Sales conversion rates)

Track all your metrics for each content piece so that at the end of each month, you know which videos or written posts resulted in qualified booked calls or purchases. You need to understand which types of posts generate the most leads on the LinkedIn platform.

Daily/Weekly

Engagement and Networking (Connections Made, LinkedIn Group Participation)

LinkedIn group comments, participation, and profile interaction are significant leading indicators that help you better understand where to spend your time.

Weekly/Monthly

Paid Ads Spend
(ROAS, Conversion Rates, and Overall Budget)

Understanding your ROAS or return on ad spend lets you quickly calculate what to scale if needed while pinpointing any ad campaigns that need some TLC.

Weekly/Monthly

LinkedIn Profile Optimizations

LinkedIn profile analytics should include how many profile views your profile had this week over last week, along with demographic data of who’s looking. You’ll be amazed at what you learn by truly diving deep because as you track and measure how your optimization updates increase connection requests, inbound messages, and more, you’ll know where to go next.

Weekly

FAQs about LinkedIn Lead Generation Strategy

How do you generate leads on LinkedIn?

Lead generation on LinkedIn comes down to having a great content strategy focused on genuinely helping those in your market and niching down so that only the right people find, follow, and reach out. Your content should provide a ton of tangible value to build brand recognition with high-quality content. It also requires actively participating in groups where your ideal prospects are and always having your calendar booking link or direct contact information easy to find inside your profile.

Although it’s easier to post just text, using the power of native video can also improve your overall reach and influence. Most importantly, make it fun.

How does LinkedIn lead generation work?

LinkedIn makes money when it can keep users actively coming back. When someone visits your profile and either likes your post, shares it with their network, or messages you directly (through comments or direct messaging), it signals that what you created matters. As you focus your energy on your content creation superpowers, you build more recognition with the algorithm. The algorithm, in return, shows your stuff more to those like-minded people.

Remember, though, all genuinely by truly caring about helping those you’re creating while avoiding any hint of sleazy, sales-y garbage.

What is lead generation?

In a good lead generation strategy, there’s a systematic approach to nurturing and engaging with each prospect who inquires. We often create sales scripts and funnels that feel like they come from robots if we are not careful. Some things we include for each of our service packages are having different ways for someone to get to know us. That might be done by giving away some cheat sheet, mini-course, or workshop, for example.

What is a Lead Generation Strategy?

An effective LinkedIn lead generation strategy will provide your team or just you as the CEO of your company with specific processes designed to optimize how your marketing delivers sales-qualified prospects. Ask yourself some questions before spending time getting your strategy honed and documented:

  • What’s the lifetime value of your ideal client? Getting more granular here for those newer in their niche is more complicated and challenging, so I suggest picking a range at least. There was an example of revenue between $10,000 and $25,000 in the first twelve months. I prefer always going much higher, though, assuming that your products or services align and that pricing reflects that value. The bigger you think, the better the result is often. This will dramatically change things. In a previous article on b2b SEO strategy at Content Hacker, I go deeper into that, which you may enjoy.
  • Why do clients choose your competitor over you? Sometimes, being honest with yourself reveals that you need to up-level a service, get certified in an area, or even increase your pricing. Whatever you decide, look at the data you’ve tracked. Remember, knowledge is only powerful if you use it.

But, more than just digital offers, find more “human-centric” ways to foster goodwill. We can do this by attending and speaking at industry conferences where our ideal clients are. We recently went on the Marketing School podcast, which was a goal since our Content Hacker rebrands earlier this year.

Conclusion

LinkedIn Lead Generation strategy doesn’t have to be a mystery. You’ll transform your marketing results with a solid understanding of these strategies, consistent action, and a commitment to providing real value to your ideal prospects.

I hope you enjoyed this article. Please feel free to share it.

Mary Henderson
Personal Branding and Online Business Specialist.

Mary Henderson
Mary HendersonPersonal Branding Specialist

About Mary Henderson

Mary is a Transformational Leader and an internationally recognised Personal Branding and Online Business Specialist.

Mary helps Industry Experts systemise, digitalise and commercialise their knowledge, wisdom and skills into a scalable and profitable online business and brand so they become an authority in their niche.

Mary has 22+ years of experience building 7 and 8 figure businesses and high-performance sales teams in the IT sector. She also has 15 years of experience delivering online solutions for large and small businesses. She has been featured in many publications and is regarded as a thought leader in the Digital sector.

Mary’s point of difference is that she fuses business strategy, technology and spirituality into her approach because she believes humans are multi-faceted and success starts on the inside. This approach results in profound transformation.

When you engage Mary, you access 40,000+ hours of knowledge, wisdom and experience in Personal Branding, client profiling, lead generation strategies, online course development, sales leadership, content strategy, digital acumen and personal development.

Mary embraces technology and social media in a big way, and her followers are growing daily.

Mary is a heart-centred, compassionate, tenacious entrepreneur who thrives on human transformation and witnessing people fulfil their dreams. Connect with Mary on LinkedIn and on Facebook.