Successful LinkedIn B2B lead generation is made up of activities that are by nature very hard to quantify and pin down.

1) Answer focused comments and status updates

I know everyone tells you that you must be engaging and creating content today, but simply waking up on a Thursday and deciding how to engage and what to say is what leads to immediate LinkedIn burnout. You must engage and create content, but you must do it with intention.

Here’s the easiest way to do that. Go to your target market groups and find a dozen or so questions you can answer from prospective clients.


2) LinkedIn relationship building

Many B2B businesses are looking for a few dozen good clients, so I find it odd that they get sucked into the friends, likes and followers trap.

LinkedIn as a lead generation tool is simply a really powerful way to build and nurture relationships. Stop using it as a broadcast tool and start thinking about influencing and adding value around 50 or 100 prospects.

3) Promote Seminars and webinars

For many B2B lead generation environments, the most effective tactic involves in person education through events like seminars and webinars. Promote these events through LinkedIn and sponsored advertising.

4) Small direct Sponsored InMail

I return once again to the idea of smaller is better. I know we all want to do that blast thing and have it rain leads, but the more personal you can get the better.

You will receive far greater results targeting 50 or 100 ideal prospects a month and reaching out with a personalized InMail outlining one highly actionable idea than any other form of mass communication out there.

5) Relevant warm emailing

I would never advocate cold emailing, although plenty of people still do it.

Asking to connect and over time emailing a LinkedIn connection after thoroughly researching relevant and personalized discussion topics is how you create warm emails.

6) Smart connecting

If you want to make LinkedIn pay you have to look at it as a tool for connecting others rather than getting connected.

Here’s the difference – instead of reaching into LinkedIn to see who you can connect with, reach into your existing network and find a handful of people that need to meet some shining stars in your network.

In fact, start looking to connect with more and more people who can help your connections instead of help you.

When you view connecting as your opportunity to build bridges that help others – guess what happens – you become a lead magnet.