Best Practices for B2B Using LinkedIn

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Best Practices for B2B Using LinkedIn

Melissa O'Donnell • June 27, 2022

Want to know how your business can reach more people and potential customers through LinkedIn’s platform?

With LinkedIn having almost 828 million members and over 58 million registered companies, can your business really afford to not utilise this platform to generate more leads?

Users are spending 300% more time on LinkedIn compared with last year due to improved algorithms, meaning they are receiving more targeted content.

So, what can you do to get your brand in front of potential customers? Here are a few simple changes you can make today that will make a lot of difference.

Ensuring that your profile is set to public will enable you to be seen by more people.

Have a declutter of the people you are following and only follow people who are relevant.

Adding skills to your profile allows people to endorse you, which gives you credibility.

It’s really important to be actively engaging in other people’s posts as well as posting content regularly yourself, we recommend twice a day.

Using keywords in your job title, that your potential clients are likely to use, will help you get found by those requiring your services.

Using hashtags in your posts are a great way to acquire continuous engagement even months down the line. Posting an article or blog as the post rather than a link in the comments helps with algorithms as LinkedIn wants users to stay on their platform, rather than be directed to another.

Prospects need 18-20 touchpoints with a business before they will consider buying a product or service. We need to make sure that when a potential client is exposed to our brand they know exactly how to make a next step. Having a website that is accessible and contact details readily available is essential to converting leads into enquiries.

Having a strategy is paramount when it comes to your presence on LinkedIn. It’s important to think about what you want to achieve, whether that be more followers and engagement on your posts or generating more leads. Do your posts allow potential customers to access more information easily? What kind of posts are generating the most engagement? Is your profile fully optimised with keywords? Are your posts demanding people’s attention by using hooks? It’s good to also consider what kind of posts you are sending out there, this may include videos, blogs, graphics, a general status, social proof, the list goes on.

Build your LinkedIn network

Lastly, if you're using LinkedIn to grow your professional network and gain leads then you need to make sure your posts are engaging. Ask questions, provoke a response and remember that LinkedIn is full of professionals that might not have all the time in the world, it's more about quality than quantity with what you put out there.

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