How to Target The Right B2B Leads on LinkedIn

How to target the right B2B leads on LinkedIn is a question that many marketers ponder about. For starters, it can be very confusing for a new marketer in sales to figure out the best way to connect with other like-minded people. 

Yet, you shouldn’t worry because LinkedIn is the leading social networking site and business tool for entrepreneurs, professionals, and startups that help them build and strengthen professional and personal networks. 

So, if you want to make the most of your LinkedIn exposure and get the best kind of leads, you must know how to do this.

Still, in this article, we will discuss filtering prospects according to the advanced search feature of LinkedIn. 

You can learn how to target your potential clients even more, precisely using LinkedIn’s advanced search and cut out the “deadwood” leads forever. 

We’ll also discuss ways to find prospects and convert them into closed sales. And we’ll tell you how to use LinkedIn Sales Navigator to keep your leads and prospects organized.

What is LinkedIn Targeting

LinkedIn gives you the chance to target a quality audience in a professional digital environment. This social platform is a massive field where decision-makers, influencers, and executives can communicate and find new opportunities. 

Can you target a specific type of person on the platform? Yes, you can effortlessly search for the ideal persona just by combining targeting criteria. Cool, right?

Aside from that, LinkedIn targeting has many other benefits. You have the opportunity to reach a more significant number of clients in one location, and you can do so only with a business-oriented mindset. 

LinkedIn’s many targeting tools allow you to target the best prospects for your business. You can deliver your ads and content to members who are more likely than others to take action. Alright, but can you avoid hyper-targeting?

Yes, there are ways to avoid hyper-targeting and set up different approaches and campaigns. If you focus your efforts, you can even learn how to use lookalike audiences and other techniques. 

Speaking of which, did you know that as an advertiser, you can create and target ads specifically to users who watched 25, 50, 75, or 100% of your video ads? Yes, that’s true.

Do you want to get more clients to your business? Then use retargeting. This feature allows you to nurture potential customers by creating target audiences of LinkedIn members who already have shown previous interest in your products and services.

You probably know that a wide net doesn’t guarantee you quality catch. That’s why you may want to ask yourself those questions before launching a campaign:

  • How long is my sales cycle?
  • What is a quality lead for my business?
  • Should I use marketing automation software?
  • How long does it take for my sales team to respond?
  • How can I nurture leads?

After answering those questions, you can begin launching your campaign. First of all, you need to have the ability to assess the quality of your leads.  LinkedIn Conversion Tracking can help you determine the actual quality of your audience. You can use this information to understand better how your campaigns perform and improve them.

You get more precise and complete metrics like demographic data, companies, and job titles. You also have access to both post view and post-click conversions. That will give you a better understanding of the impact your ads have. This direction may only help you to improve the targeting of your campaign and align your content.

Have you heard about LinkedIn Marketing Partners? You can supercharge your campaigns by creating new partnerships with already established or new cool-looking brands. Doing so can help you create great content, reach the right audience and nurture them. 

LinkedIn data integration partners allow you to create targeted audience segments for your ads. That makes it easier to manage your pipeline and to message them consistently.

Benefits of Using LinkedIn Lead Generation 

What are the main benefits of using LinkedIn to generate leads? The platform is the most popular social media for senior-level decision-makers and influencers at Fortune 500 companies. That also means that your target audience is most likely already on LinkedIn.

The platform is where professionals try to keep up with what’s happening in their network, company, and industry. This social network is the perfect place to market your solution and make sales if you offer a tailored solution for the users.

The active user base is more than 700,000,000 total users, from which 310 million people use the platform every month. That offers you fantastic opportunities to interact with them daily.

The best way to target B2B audiences is on LinkedIn’s advertising platform. Of course, learning how to do it properly is not as easy as Facebook for sure. 

What is LinkedIn Sales Navigator?

The Sales Navigator (with LinkedIn Premium or Recruiter) is one of LinkedIn’s premium products and acts as a platform for social-selling that focuses on helping you to find potential clients and build rapport.

The primary added value is the so-called “advanced search engine” that is much more sophisticated and targeted than the regular LinkedIn  search engine. It comes with more features and options that allow you to find your target buyers.

You can use Sales Navigator to engage your prospects on the platform on a neutral but still personal level. Sales Navigator is also used for gathering actionable information and insights to understand your leads in-depth. Still, everything comes with a price.

What is the cost of Sales Navigator? The price of Sales Navigator on a monthly basis is $79.99, or $64.99 per month if paid annually $779.88. The Team account price is $134.99 per month.

What benefits do you get from LinkedIn Sales Navigator? As we mentioned before, there are over 700 million people on LinkedIn, making it the most extensive B2B database globally.  Like other trendy platforms, LinkedIn doesn’t get outdated because its users keep producing high-quality data. 

LinkedIn Sales Navigator can quickly spotlight when someone changes jobs. That’s because users update their own profiles and offer ideas for improvement.

Is it worth it to pay for LinkedIn Sales Navigator ?

LinkedIn Sales Navigator has different worth for different people depending on the level of accuracy you want to target your prospects with.

Simply put, if you need your leads to be well targeted, then you  will most likely find the Sale Navigator valuable.  In the opposite case, probably you won’t find LinkedIn Sales Navigator valuable.

Final words

When learning how to target the right B2B leads on LinkedIn, you’d want to create a profile that is more than just attractive but also interesting for other users to read. 

It means that while advertising yourself as a primary seller or provider of a particular solution, it is essential that the content on your page should not focus on how good you are at selling. 

Instead, try to create a profile that showcases your expertise on a specific topic and then share exciting bits of information about that area. 

When people take your profile seriously, they will most likely connect with you on other levels, as you share your knowledge on related issues and share the products and services that your company offers.

You might know already, but LinkedIn is not a place where people come to advertise. Instead, this is a place where you can find potential partners that might do business with you. 

If you want to tap into the resources your colleagues and business associates provide for you, go for it. You can leverage the power of this networking site to gain more sales. And doing so, you will also learn precisely how to target the right leads on LinkedIn and increase your profit.

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