Generate Leads from LinkedIn Through 6 Simple Steps


Everywhere you look, you see articles about social media tactics you can use to get more traffic or leads for your business.

And while tactics can be useful, you need to combine them in a cohesive strategy if you want them to be effective.

Some marketers have no problem doing that.

They’ve already been able to figure out how to generate a constant stream of leads from sites such as Facebook, Twitter, and LinkedIn.

But that’s a very small minority of marketers.

If you haven’t had great success with social media, I urge you not to give up. You just need to keep learning and testing until you find the right tactics for the right situation. 

I’d like to give you a complete strategy filled with effective tactics that complement each other.

But to do that, I need to focus on one particular social network: LinkedIn.

I’m going to give you a strategy that you can use to produce as many B2B leads as you need (provided you have the manpower to put behind it).

Why LinkedIn? If you sell products to other businesses, LinkedIn is the social network you need to focus on.

That’s where people who are trying to further their careers and improve their job performance go.

With more than 400 million members worldwide, LinkedIn has a huge pool of potential leads in just about every single niche out there.

Additionally, case study after case study revealed that LinkedIn, on average, drives the most customers to B2B companies.


Yes, there are exceptions. But for the most part, LinkedIn is either the best or one of the best marketing channels a B2B business will find.

From that short introduction, you should know whether LinkedIn is a good option for your business.

And if it is, this step-by-step strategy will get you started from scratch. Even if you’ve never used LinkedIn seriously, it will still work.

Best of all, it’s simple. The main thing it requires is time and effort.

As long as you’re determined to succeed, it will work.

Ready? Let’s get started.

Step #1: Optimize your profile for connecting

Any LinkedIn strategy will involve growing your network on the site by “connecting” with other users.

You need to connect initially so that you can communicate with users in the future.

From there, you can apply whatever tactic you choose, and I’ll show you a few here.

For this strategy, you’ll mainly be connecting with people you don’t know. Because of this, you need to make sure your profile is optimized as much as possible, or else you could be marked as a spammer (on top of getting poor results).

What users see when you request to connect: To understand the most important parts of your profile, you need to look at what LinkedIn users see.

When you send an invitation to another user, they can view it in two ways.

In their notifications bar, they will see a mini preview with your name, title, and the start of any message you sent:


Since these people don’t know you, you won’t get many invitations accepted just from this.

In the best case scenario, they’ll want to learn more about you.

First, they’ll click on the invitation to see the full message you sent:


They can also view this directly if they use their LinkedIn inbox on a regular basis.

Take note of the elements in a full message:

  1. Name and picture
  2. Your tagline/title
  3. Your message

You have 3 different ways to make your first impression.

In this section, we’ll deal with the first two—the ones that are part of your profile. I’ll go into how to craft an effective message later.

Element #1 – Your name and picture: I’m guessing you’re pretty stuck on your name, so I’ll let you keep it as it is.

Now, with the picture, you have a little bit of leeway.

Let me be clear upfront: you need a profile picture. No one will take you seriously without one.

Ideally, get a professional headshot done. See my LinkedIn profile (and go connect with me while you’re at it) for an example:


If you can’t do that, find a white wall somewhere, put on a professional outfit, and have someone take a picture with your smartphone. It won’t be the same quality as a professional picture, but it’ll be good enough—phone cameras are pretty good these days.

Element #2 – Your title: LinkedIn calls it your “professional headline.” When you’re logged in, you can click it and type in whatever you want to say:


Typically, you’ll want your job title(s) in here as well as any other impressive titles you hold.

Take a second, and think about the type of people you’ll be connecting with.

If you’re going after smaller companies, you’ll likely be targeting CEOs.

I’ll go into more detail on why later, but for now, know that you want to have a similar position in your professional headline.

So, if you were in fact targeting CEOs, you’d want something like:

CEO of (your business)

If that’s not true, try to find a term that’s on a similar level that describes what you do:

  • CTO
  • CMO
  • Founder
  • President

This is a good start, but we’ll improve upon it further in a bit. Save it, and set it aside for now.

Rounding out your profile: Assuming you nail those three aspects of your invitation, the person you invited will likely check out your full profile (not many will connect just based on the invitation).

The main thing they’re looking for is to ascertain whether or not you’re legitimate.

There’s nothing fancy you need to do here other than making sure your profile is completely filled out.

List all your past jobs and the things you accomplished at each of those jobs.

In addition, I recommend adding a line that shows you’re open to connecting with new people. You can even copy mine:


Once your profile looks complete, you can move on to the next step.

Step #2: Create your own group – there’s a huge reason why…

For this strategy to work, you’ll have to create a group.

Then, you’ll have to consistently add the right people to it (I’ll show you how in a bit) and manage it.

It’s a long-term commitment, but it only takes a few minutes a week after you get started.

Here’s what you need to know about the overall strategy at this point:

You’re going to invite potential leads to join the group you created. You’re going to leverage the group to get more connections and get more leads.

Your first step is creating the group, which is pretty simple, but I’ll still show you how to do it.

Before you do that, you need to decide what kind of group you should create. You want the group to benefit your potential customers.

So, if you sell products to marketers, create a group for marketers.

If you sell products to manufacturing companies, create a group for manufacturing leaders.

If you only sell to local businesses, it’s a good idea to add a location to the name of the group as well.

Here are a few sample titles for groups:

  • Marketing Leaders of America
  • Southeast Manufacturing Leaders
  • Texas Financial Marketing Elites

Make it sound prestigious so that your potential customers would actually want to join.

How to create a group on LinkedIn: It only takes a few minutes to create a group from scratch.

Start by hovering over “interests” on your top menu, and then pick groups. Then, from the “my groups” button at the top, pick “create group” from the dropdown menu.

That will bring you to this form:


There are only about 10 fields, and most are self-explanatory.

The only crucial things are the group name (which we just went over) and the group logo.

I highly recommend at least getting a cheap logo for the group made on Fiverr


You can change this later though, so you can use a placeholder for now. You won’t be getting members for the group quite yet.

Seeding a group with content: Although you’re not really getting the group fully going yet, it’s not a bad idea to post a few pieces of content (3-5) just to make the group look a little more alive.

The fastest way to do this is to type in your niche into BuzzSumo.


This gives you a list of popular articles. You can make a post in the group for each of them (if they are relevant)—just write a quick intro to introduce each of the articles (e.g., “What do you think when you see manufacturing being relocated to cheaper countries?”).

Once you have your group fully functional, move on to the next step.

Step #3: Create your hit list of potential customers

Now we’re getting to the fun stuff, where you’ll actually start finding the people who will eventually become leads.

The goal here is to compile a list of 500-1,000 potential leads. It sounds like a lot, but remember, LinkedIn has over 400 million users.

In most situations, you’ll be able to find tens of thousands of users who match your buyer’s profile.

To find them, you’ll use LinkedIn’s built-in search function.

Click the “advanced” link to the side of the search bar at the top.

This allows you to get a lot more specific with your searching.

You’re welcome to narrow down the results however you like, but I’d recommend starting with:

  • Title
  • Location
  • Industry


In B2B sales, you’re typically targeting the same level of employee/employer in each company, which is why you add a title filter (e.g., CEO, Founder, Marketing Manager).

The industry filter will make sure that the results are in the industry you sell to, and the location filter will make sure that these contacts can actually become your customers eventually.

Below are the results for an advanced search I did for CEOs in the health, wellness, and fitness industry:


As you can see, the results might not be perfect, but they’re pretty much what I’d be looking for with that search.

From here, you can start a list in a spreadsheet. Just copy their full information or even the URL of their profiles.

Once you’ve done that, you can move on to Step #4 to start connecting with them.

Step #4: Make initial contact with each member

You’ve done all the groundwork so that you can finally start taking action now.

The first three steps shouldn’t take more than 4-5 hours to complete in most cases.

This step, however, will likely take longer.

The goal here is to connect with every person on your “hit list.”

Perfecting your first impression: Remember what the basic connection invitation looks like? If not, here it is again:


I couldn’t show you how to create a completely optimized invitation before because there was still more groundwork to cover.

But now, you’re ready.

You have the picture already at this point, but you might be able to improve your professional headline.

Let’s say you sell marketing consulting to manufacturing companies.

Right now, your headline looks something like this:

Neil Patel

President, CEO of Quick Sprout.

That’s good, but think about it from the point of view of the people you’re trying to connect with (CEOs in manufacturing companies).

They see another CEO wanting to connect with them. That’s a plus. They will think of you as a peer, not someone who wants a job from them.

But with that headline, they know you’re the CEO of a marketing company. What does that have to do with manufacturing?

That tells the user that you might just be trying to get something from them, and you don’t want them to have that impression.

So, how else can you show some credibility in their industry?

Remember that group you created? That’s how you establish your credibility.

Now, my theoretical professional headline becomes:

Neil Patel

President, CEO of Quick Sprout. Founder of Southeast Manufacturing Leaders.

Do you see how that makes a big difference to the manufacturing CEOs I would be connecting with?

All of a sudden, it looks like I’m more than just a marketer. I have a professional interest in manufacturing as well, and I’m active in the community. It’s a great first impression to make.

Crafting a convincing opening message: The final part of that initial impression is your opening message.

You basically have two sentences or so to come across as a professional and explain why you want to connect with someone.

Here’s what a good basic template looks like:

Hi (name), I came across your profile on LinkedIn and thought we might both benefit from connecting with each other. If you’re open to it, I’d love to connect. Thanks, (your name).

When you combine that with the other two factors, you’ll get an acceptance rate between 40-60% (in most cases).

If you want to make it even better, look at their profile first, find something interesting that you can relate to, and mention that in your invitation.

Maybe you’ll see that they are located in a nearby city, so you could change your invite to something like this:

Hi (name), I came across your profile on LinkedIn and thought we might both benefit from connecting with each other. I see that you work in Austin, and I’m actually just down the road in Georgetown. If you’re open to it, I’d love to connect. Thanks, (your name).

That message is 258 characters long (maybe a bit longer or shorter, depending on names). The limit for a connection request is 300 characters, so you don’t want to write anything much longer than that.

Sending the invite (incredibly effective tip in here): Honestly, this is the easiest part, but it’s where a lot of people get stuck.

When you request to connect with someone, LinkedIn will show you a form that asks you how you know them:


If you pick most of these options, LinkedIn will ask you for the user’s email address in order to let you send the request. You probably don’t know it, and even if you could find it, it’s a waste of your time.

Instead, pick the “friend” option. Then, you don’t need to enter their email address. You can add your message in the textbox and submit your connection request.

Don’t worry about looking weird to users because you picked the friend option—they will never see it. That information seems to be for LinkedIn only. Your recipient will only see the parts of the invite we’ve looked at so far.

I recommend sending out invites slowly at first until you know how people are reacting to them.

If your messages are a bit “off,” they might get reported as spam (although unlikely if you’ve done everything I’ve shown you). If too many spam reports are filed against your account in a short time period, it could be limited or suspended.

Instead, do it slowly at first, and see if you’re getting an approval rate of at least 40% (aim for higher). Keep tweaking your message, profile, and lead targeting until you start getting above 50% acceptance rate.

Step #5: Continue to engage with each member over the next several weeks

Let’s quickly recap.

At this point, you have an optimized profile and a list of potential leads, and you’ve started connecting with those leads.

Now is the time for some grinding work. It doesn’t take too much skill or knowledge, but it needs to be done.

There are two parts to this step.

Part #1 – Getting your group up and running: Remember that empty group you created? We’re finally going to give it a push and get it full of useful activity.

The main strategy here is to simply invite your new connections.

When you make a new connection, just send them a message like this:

Hi (name), I’m glad we could connect!

I just wanted to give you a quick heads-up about a LinkedIn group I’ve created and am trying to grow. It’s called (group name).

It’s a place where all the members can discuss anything related to (industry of leads). I hope you’ll join if you get a chance.


(Your name)

You won’t get a 100% join rate, especially at the start when there’s not much activity.

But…if you personally invite 100 targeted users, you will have a small, core member group that will be enough to get started.

You’ll have to be active in the group at first, or else no one else will start discussions.

Post content from tools such as BuzzSumo on a regular basis, and monitor the news for any big industry announcements. Just search for your industry in Google News once a day to see if there’s anything interesting going on.


Once you start getting other people posting comments and participating in discussions, don’t stop!

Keep going until you have at least 5-10 regular members who post new content without any prompting on your part.

And while they do that, try to comment on, like, and share everything they post to encourage them to post more.

The more active your group is, the easier it’ll be to attract new members.

At some point, you’ll start getting members you didn’t invite, who will then want to connect with you. Lewis Howes says he gets 15-20 new invites every day from members of his group.

Not all of those will turn out to be leads, but it still helps you keep your group active and expand your personal network.

Tip: Keep track of who does and doesn’t join your group after you ask them to. They may not be interested at first because there’s not a lot of activity.

Invite them again a few months later when you have a good amount of discussion going on. You’ll get a much more favorable response this time around.

Other options to grow your group: If all that sounds good to you, you’re set. That tactic, by itself, will effectively grow any LinkedIn group.

However, there are a few options to accelerate your group’s growth if you’d really like to:

  1. Advertising – You can use LinkedIn Ads to promote your group. You can target similar to your hit list people to bring in new members who may end up being leads as well.
  2. Group partnerships – I’ve talked about using this tactic on Facebook, but it works on LinkedIn too. Find similar groups in your industry, and offer to do a cross-promotion. You’ll tell your members about their group, and they’ll do the same for you.
  3. Posting statuses – When you post a status on your LinkedIn account, it will be shown to people you’re connected with. It gives your new connections (from your hit list) another opportunity to join the group.

Again, none of these are required to grow your group, but it can make it grow faster if needed.

Part #2 – Making personal connections: At this point, I’ve shown you just about all of the overall strategy we’ll be using.

The main purpose of the group is to make connecting with potential leads easier and to establish yourself as an authority in their industry. It may also bring you some leads in the future, but that’s more of an additional bonus.

The main goal now is to turn all those new connections from your hit list into leads.

And by “leads,” I mean people who are willing to do a sales call, attend a webinar, or participate in some other event that could lead to a sale.

The first thing you need to do is forget about turning them into leads. If that’s all you focus on, you’ll never get much success.

Instead, take a long-term approach of building a relationship with each and every one of them.

How do you do this?

The best way by far is to send messages through LinkedIn. Now that you’re connected with these potential leads, you can send messages to them without many restrictions.

Let’s get more specific with this tactic:

You should send at least 5 or 6 messages to a connection before asking for a phone call or anything that could lead to a sale. These messages should be solely focused on showing your new prospects something interesting or adding value to their lives.

How often should you send these messages? That’s up to you. I’d suggest only sending them 2-3 times a month. You don’t want to come on too strong when you just met someone.

There are three types of messages you can send:

  1. The follow-up – Good to send right after you connect. Thank them for connecting, and invite them to join your group (or do this in a message later on).
  2. The resource suggestion – Send them an article or resource that would be useful for them in their professional life (job).
  3. The discussion suggestion – Let them know about a particularly interesting discussion in your group, and invite them to jump in.

Out of those 5-6 messages, 4-5 will be a combination of the second and third types of messages.

Your success will depend on how useful those suggestions are. If you send them a case study where they actually take action based on the results, it will solidify your relationship in a big way.

Step #6: Get off LinkedIn!

LinkedIn is an amazing site to make new connections and build relationships, but it has its limits.

You can’t effectively sell products or services on LinkedIn—it’s just not the right environment.

Instead, you need to schedule a call or invite your leads to a webinar. Once you do, you will get an incredible conversion rate (likely over 20% if you have a solid sales funnel).


So, how do you do it?

Well, it’s going to take you 1-3 months to send those initial 5-6 messages.

I did warn you that this is a long-term investment, but it will pay off. Plus, you’ll have many potential leads to whom you’ll be sending several messages a day, so it’s not like you’ll be just sitting around waiting.

After you’ve sent those messages and established a relationship, send them another short message like this:

Hi (name), I’m glad we connected a few months ago. It’s been great getting to know you a little better. I’d love to jump on a quick call sometime soon to see what you’re up to. Does next (day) work for you?

It’s not a pushy sales request, and it reminds them that you didn’t just connect so that you could pitch them a product right away.

What to do when it fails: It’s going to happen. Not every single prospect will agree to a sales call (even though many will).

You could just stop focusing on them altogether, but I have a better solution.

Instead, just put them in a different category of connections. They may still become a lead some day, but it’s clear that they won’t at this very moment.

You should make a list of all these users and keep in touch with them. Send them monthly messages highlighting the best discussions in your group or the best resources you’ve come across.

Don’t put in as much effort as you do with your other prospects, but don’t give up either. There are still some very high quality leads in this group, so continue to nurture them.


LinkedIn is the best social media site for B2B sales.

I’ve just shown you a relatively simple 6-step strategy that you can use to get leads. When you’re done with your initial hit list, create a new one. Keep repeating it so that you have a consistent source of high quality leads.

There was nothing too complicated in the strategy, but it takes a lot of work and time.

Know this, plan for it, and execute the strategy. It will make a huge difference in the growth of your business.

If you have any questions about any of the steps in this strategy, let me know! Leave me a comment below, and I’ll try to clear things up.


  1. Thanks Neil for the timely post. I’ve recently updated my Linkedin Profile to look more professional & i hope to connect with more people in my niche.

  2. I’ve been riding The LinkedIn Express for a while now, and am finally gearing myself up to take on my first Webinar this year (scary stuff!) This information came along at just the right time for me… it’s a perfect guide on how to achieve this goal. Thanks!

  3. Hello Neil,
    This post is exactly what I was looking For. Thanks..!!

  4. Sean Morrison :

    Hey Neil,

    Thank you for this post! We’ve been unsuccessful with generating anything from LinkedIn, although we’ve utilized their advertising platform. We’ve found their CPC bids to be very high compared to other outlets like Adwords or something similar. We have a lot of success with Adwords, but did not have any success with generating a sale off of LinkedIn, even though both personal and business profiles are growing significantly. I love these ideas, though and think we need to pay attention to the “Get off LinkedIn” step! It’s given us exposure, but nothing in terms of a direct sale. Will give this a shot, and thanks again for the information!

    • Sean, awesome and glad to help. If you need help with anything else at all please let me know. Looking forward to hearing much more from you.

    • @Sean – Hope i don’t sound like a know-it-all but your experience makes perfect logical sense. People on Google are looking for something, and it happens to be what you’re selling. On Linkedin people are more focused on themselves, friends, colleagues, co-workers, career, etc. Many many things are on their mind but none of these things include clicking on your ad. The ad can be great, but they are too distracted to notice.

  5. Brilliant post, Neil. I could relate to every point of importance starting from presenting, connecting, relationship building and finally closing a deal. Also, thanks for showing simple but effective copy-writing tactics to be used while applying this strategy. Someone who gives almost everything in one post is rare!

  6. Thanks Neil. It is very helpful however I feel we may use or try with other relevant groups also before creating one.

  7. Thanks Neil. This article helps me a lot

  8. Hi Neil,

    Great article, actionable steps. Thank you. I have a question that may be more common that meets the eye. I have B2B and a B2C businesses – niche related to one another. My LI profile reflects both but I think it muddies the water, especially as I launch into developing the B2B biz at the start of 2016. I don’t want to eliminate the B2C from my profile, it’s still relevant. Thoughts? Advice? Any and all would be greatly appreciated. Cheers.

    • Esmev, my suggestion is to always test it out — testing will give you the clearest pictures always.

      Let me know how it goes!

  9. Hello Neil, one question – what about small businesses which do not have any kind of marketing budget but a great product or service to offer at affordable prices? With staff as minimum as 3-4 people who focus on their expertise alone, how much do you think can 1 marketing/sales person do to get better online presence? Or more so generate leads? I also see that there is a major fluctuation in visitors to even our website when we do not perform any major activity like post a blog,or send mass emails, etc. Its a big question that every Start-up client has. No investment – small but stable returns that grow gradually over time..Any suggestions??

    • The tips above will help. You don’t have to be a big company or have a budget to use them. It just takes time… putting in 10 minutes a day goes a long way.

      You won’t get a ROI right away, but over time you will.

  10. I’ve never used LinkedIn for business… You gave me some very nice ideas! The main idea is to communicate with people! 🙂

  11. Vincent Cuibus :

    Hi Neil,

    Every time I read something which sounds like guidance in my goals is like you wrote the entire article for me. I know this is silly, but you got you’re buyers personas really good.

    Many thanks for the article, looking forward to reading a lot more about lead generation.

    I’m currently in the process of starting my own consultancy business that’s why I’m so interested in this.


  12. Neil, great post. Thanks for the actionable steps.

    Question: is there a way to leverage LinkedIn for leads WITHOUT starting your own group?

    It seems like a whole lot of work to start a group and get it populated, active and growing.

    I know other LinkedIn experts advocate this idea, but I have been resisting it – even though I know LinkedIn is my best source of leads!

    • Sue, join those groups and send people specific messages that you think may help them drive their marketing efforts — I get requests all the time 🙂

  13. Great post Neil! I also loved your tips at Traffic and Conversion last year.

    This is a great post and there are some solid nuggets of information here for B2B companies, like myself. The only question that I have here is.. would you recommend LinkedIn for cultivating a community or Facebook? It seems to me that most companies are building their groups on Facebook for ease of use, familiarity, analytics, etc. I feel as if this strategy could be used but with Facebook for the group creation and cultivation instead of LinkedIn but I would value your input here.

  14. Thanks for continuing to bring such consistently detailed posts to your audience, Neil. I apply the value you share to help my team grow a volunteer led homeless outreach.

    Question about automating this type of lead generation: do you use any particular software to scrape your hit list? Any issues to be wary of with LinkedIn scraping? In cases where the process remains manual do you give a trusted assistant access to your account to do the repetitive grunt work?

    Thanks in advance for diving a little deeper!
    Warm regards from a cold NYC,

    10,000 PB&Js

    • You can try it, but I haven’t found a good way to automate the whole process. You can try it, but it defeats the purpose as doing things manually helps you get to know other members on the network.

  15. Neil. I will try this strategy to generate more leads 🙂 Thanks ..

  16. Richard Saling :

    Great tips. I can say that I have done these things and more. While I have grown my network considerably over the years, I have also ended up taking people out of my LinkedIn network because they treat it as a baseball card collection. I have found few who are willing to actually connect and those have actually turned into good friends and we have done business together and referred each other.

    My question is: Why get on a business related social network if you have no intention of developing professional relationships with other professionals or to do business with each other when there is a good fit?

    Keep in mind, I am not advocating spam sales letters here, I mean real networking.

    • There isn’t much of a point other than for branding or helping you to get another job. You should mainly be using it for networking and building professional relationships.

  17. Great Post. Maybe many people get inspired reading this.Thank you for sharing this useful information.

  18. Hi Neil,

    First of all, thank you for once again coming up with value added content such as this. As a matter of fact I quite recently updated my Linkedin Profile with the hope of connecting with a more professional audience. However I have one question. I agree that Linkedin is indeed the best place for most B2B marketers when it comes to networking and expanding their client base. But I would like to know more on how Linkedins predictive analytics is different over other social networking sites?

  19. Hi Neil,

    Thanks for the valuable post. I just started a business and it is B2B. Thanks for the high quality and perfectly timed post.

  20. Neil, I think that those tips are really good for people just starting their LinkedIn activities. The only tip I’m not really sure about is the value of groups – in my opinion, they are getting more & more spammy and lose their value (even if you put much effort in moderating them… btw. what do you consider to be a better idea, to have a public or a private group?).
    With our social media analytics business we also care a lot about sharing valuable content on our company’s profile – I’m curious about your opinion of sponsoring such LinkedIn content? Is it worth spending money for?
    Will be happy to hear your opinions on it, and also to see the set of tips for members using LinkedIn Pro (Sales Navigator mostly)!
    Have a great day!

    • They are, but they are still good when moderated. Private ones are more valuable these days, or at least that is what I feel. If you were early on, creating a public one would do well.

      As for sponsoring, it is worth a test. If the cost is low enough I would try it out and see what happens.

  21. Taranpreet Singh :

    Another great post from your end, Neil Sir, yes it is! And I scan say that the timing of post is actually made for me. I’m working on the Social Media phase of my blog development & knowing something like this is no less than a push in the right direction from the start.

    Thanks again!

  22. This is a great idea! I’m thinking about what particular type of LinkedIn group would benefit members of my industry right now. I have a question about moderation, though. How do I steer the direction of the group discussions in a way that would ultimately benefit everyone? I don’t want it to end up being primarily just a channel for self-promotion. Thanks a lot, Neil!

    • Patricia, a great way to do so is to provide valuable content people cannot get anywhere else. Try leveraging questions you find on quora.

  23. Great Post!!!!!

    Thanks for the valuable post.

  24. Harshit Bhootra :

    Excellent post Neil,
    I am a bit of confused about Domain Extensions. Do google treat all extensions equally? Can we rank a domain having extensions like .xyz ? Will be great if you cover this topic too in any post 🙂

  25. Vijay Gaikwad :

    Thanks Neil! I will surely implementing these techniques on B2B Whitepapers Marketing and will share my update with you in future 🙂

  26. Thanks Neil!

    Really creative and tentatively effective strategy; Can’t wait to see the results!

  27. Hey Neil,

    I loved this detailed road map, as usual, you are leaving no stone unturned.

    Just have one thing to discuss, if you have two targeted groups, let’s say one is your direct customers and the other group is the distributors or re-sellers. Will you prefer to create two Linkedin groups or just one general group for both?

  28. Hi Neil – great post.

    About the LinkedIn group, however, your example of group topic limits your group to one industry (manufacturing in your example). If I am in a service-based business (like marketing consulting, for instance), how do I ensure I don’t create a group that alienates potential leads from other industries and sectors?


  29. Thank, Neil!

    Great post! I’ve actually been waiting for you to write more on leveraging LinkedIn for lead capture. Can you do all of this with the free version of LinkedIn, or do you have to buy up to one of the premium versions?

  30. Awesome post Neil

    I definitely gonna try this to my linkedin profile

    Thanks again

  31. Thank you for sharing this linked in strategy. Can’t wait to try this out!

  32. Hi Neil, seems like your Linkedin Group is no longer active?
    What happen if I may ask?

  33. This was huge for my business! Thank you for such a helpful and well-written post with concrete suggestions to leverage LinkedIn more effectively! Keep it up, Neil and team! 🙂

  34. Neil, you can do an advanced search of LinkedIn groups just like you can for people.You can use all of the advanced search features.

  35. Hi,

    It was a very useful and efficient blog. I have checked all the points mentioned above and will try to follow my best.

  36. Jenifer Touma :

    I reach 900 connections on LinkedIn and almost love to share some stuffs via this network. More connections, more chances 🙂

  37. I have been on LinkedIn for many years, have never been able to use it for B2B.

    Your insights are very good. I have decided to re-visit LinkedIn from a Fresh prospective.


    • Ramesh, it’s been harder in the past, but you’ll find it a lot easier today as more and more people are becoming active.

  38. Jerome Perrin :

    Everywhere I look in your blog, I see perfection 🙂

    I will organize a LinkedIn training in Paris, soon. And the best way to get inspired … is to get inspired by your posts.

    I’ll speak about all your advices & recommendations, you can be sure of that Niel!

    Well, I already started, indeed: by creating a link to this article in the web page dedicated to the next LinkedIn training I am preparing :

    Great to have you in this world, Niel 🙂

    Cheers from Paris 🙂


  39. Hi Neil,

    The amount of content, the quality, the regularity of your delivery – quite remarkable. Thank you.

    As of now i am going through your steps now and have sent out my first invitations to my leads. I am a muscle activation therapist for track athletes in the UK.

  40. Great post Neil! As you mentioned Point 3 takes a lot of time to execute and you never know if potential customers will accept our connection request. I heard your podcast about where you interviewed the CEO of that company. Wouldn’t it be a great tool to just get your leads from LinkedIn? or is it better to do it manually? Thanks

  41. Cameron Francis :

    I have been reading and watching your material for a little over a year and I can officially admit that ‘you are the man’!

    This guide as simple as it is will be so effective for my team to start generating leads from LinkedIn…

    You have essentially dumbed down what could be a difficult, confusing process into an infallible step by step action plan.

    Well done Neil, and I look forward to reading more of your stuff in the future.

    Cameron Francis
    The eTraffic Group

    • Thank’s Cameron, I appreciate you saying that. My job is to take things that are complex and complicated and turn them into something simple. I’m glad I could be of help.

  42. Hey Neil,

    Really enjoy your resources, I tried to download the Cheat Sheet but after putting in my details it 404ed.

  43. How can i find my target audience in LinkedIn. I represent a IT Software & Web Designing/Mobile Apps Development. So, how can I find my clients and get leads through that.

  44. Brilliant advice as always Neil. I’ve been thinking of starting a LinkedIn group for a while, you’ve given me the kick up the bum to just do it!

  45. Richard Miller :

    One of the most important aspect that most people miss is that they lack a complete professional profile. A professional pic with headshot and a white background with catchy title line can help a lot in attracting new visitors to the profile and it also ensures that other people won’t hesitate to accept your request.

  46. Dweepayan Das :

    Excellent post-Neil,
    I am slightly of confused about Domain Extensions. Does google treat all extensions equally? will we rank a domain having extensions like .xyz ? Will be nice if you cool this subject too in any post 🙂

    • No, typically you’ll have better success with the better known domains like .com

      I will consider, you’re right, it’s a good idea for a post.

  47. Hanuman Chalisa :

    Informative and easy to understand – very timely for me too! Thanks for this excellent article.

  48. Thanks for this informative article. I was searching a way to get potential leads from linkedin.

  49. Sagar Mankar :

    First of all a big thanks to you for this informative article.
    I was facing too many difficulties to get leads from linkedin but now, I’m sure this will help me a lot.
    I’ve created a group and now looking further for BuzzSumo.
    I’ll update my further venture over here.


  50. Anoop chawla :

    HI Neil,

    I just read another article from your website here

    Suggesting to name your linkedin group with a focus for example “Business growth for X” but here you suggest to name the group something generic such as “Top X from Texas”.

    I am a webdesigner and was wondering which kind of group name can help me to generate leads quickly and establish me as an expert in my niche.

    • Both strategies work, depends on how you’re envisioning your’e group. I would create something along the lines of “Designs that Convert”

  51. Hi Neil,

    What would you say is the limit of connects to send with a new profile to avoid getting the account suspended (mine just got suspended)? And at what stages can you gradually increase those limits? Do you have specific milestones that you could perhaps provide?

    Also here’s a tip:

    As a new LinkedIn member I’ve found that adding people in your target industry that you’re not connected in… presents you with sometimes blank profiles (i.e. “LinkedIn member” as the name) in the search results.

    Getting just one connection helps. But I figured that connecting with a LION (LinkedIn Open Networker), someone that connects with anyone and has a lot of connections, can significantly turn ideal connects into 1st or 2nd degree connects…. which could potentially increase acceptance rates.

    • I’m not sure what the limit is, but I would be doing more than a handful a day.

      That’s a smart idea Paolo, has that been working for you?

  52. Thank you Neil for your helpful and informative post. You have covered every details and justifies your article headline, which is very rare to see. This is something I have been looking for and will be defenitely practicing this strategy.

    Thank you

  53. James Granahan :

    Thanks for sharing your insight, Neil. I love how actionable your advice always is!

    I’m curious about how you decide on the type of group you choose to set-up in the beginning.

    My business offers business English coaching to professionals and I’m focusing primarily on marketers in Argentina. Should I be starting a group that’s just about marketing and doesn’t even mention English? Or is something like ‘English for Marketing – The English Community for Marketing Executives in Argentina’ a good group focus?

    I’m intrigued to hear your thoughts! How do you find the balance between not letting them know early on that you might be looking for something, but at the same time making it relevant enough that they don’t feel like you’ve ‘tricked’ them later on?

  54. Brendan @ Photo MBA :

    Great post, Neil. I’d also add that if people are trying to connect with 3rd party connections and it says they have to send INmail, just open the connection in a new tab, hover over INmail and click ‘Connect’ instead. Works like a charm.

  55. Amazing.. Your Article was simply Good.. Great Research for sure and you have a awesome resource Page

  56. Thanks for tips to get leads through LinkedIn.

    I am business developer in IT company, so this can be very important and helpful for me to try this idea. Hope for best .


  57. Ritesh Akhaury :

    Hello Neil,

    Thank you for this article. It is just that I did no read this earlier. Well never late, I will implement this to see how it works. Thanks again.

    • That’s always the way when you notice something after the fact. 🙁

      Hopefully next time we get the breakthrough ahead of your article release 🙂

  58. Hi Neil,

    Awesome information about how to generate lead through Linkedin, i will create the group and implement your all step to see the result, i hope it will work great.

  59. Amazing.. Your Article was simply Good..

  60. article is very helpful thanks for sharing

  61. Hi Neil, I just read another article from your website here

  62. Very Nice these are truly the secret strategies, i have ever read about linkedin leads.

  63. Thanks Neil, Awesome post with many useful tips.

  64. Neal, these are great. I would add some hacks as well.

    If you like to raise your profile visibility or get new leads on autopilot, there are tools that can be used.

    Steps to move forward:
    1) make sure summary explains what you are doing exactly. Your offering.
    2) use a tool for visiting other’s profiles automatically based on your search results. does it fairly well. Using premium profile you can do up to 1000 visits per day with no issues to your profile.
    3) just wait to get results: people visit back your profile and see your offerings. Normally you can get some deals from that as well as you will rank better in search among others (as your profile visit stats will grow).

    Hope this will give value to your readers here.

  65. Wow, great article well written composition. I’m relatively new to this industry as I’ve recently taken a pivot from my last profession of several years in an unrelated field. This was very helpful, so thank you.

  66. and what about creating a blog??

  67. Great article Neil. I’ve been using LinkedIn for B2B for a couple of years and had very good results getting leads from various groups. However since January I’ve noticed LinkedIn have done some sort of update as I get about 90-95% less traffic to my blog posts from groups. This is across the board and there seems to be far less engagement in groups generally. Have you noticed this too? I never seem to get any notifications about any posts, likes or comments from any groups in my feed either.

  68. I have 2 businesses, both are services to people from a broad range of industries.
    One is a construction business, the other a professional writing service.
    How would you recommend I target customers?

    • You really need to understand the core audience and why they use your services as that can open more doors.

  69. You are Jedi level with your content marketing skills here Neil, and the personalized replies are the cherry on top. I worked at Facebook for a year, have recently quit and am attempting to make my living from digital marketing, as a consultant in Facebook ads and email marketing.

    After Sam Oven’s Accelerated Consulting program, I have taken the big leap to quit the 9-5 and live the entrepreneur life. Since I don’t have large investment capital to run Facebook ads, I’m looking to LinkedIn to generate leads, thank you so much for writing this magnificent through genius article (can I add more adjectives?).

    Native Austinite (a rare breed these days) if you are living in Georgetown, I would be honored to grab lunch with you one day, I’m a huge fan of your work. Thanks!


  70. Sharjeel Akram :

    Hi Neil,

    Nodoudt Artical is helpful. but i am facing different problemsregarding Linkedin.
    I start Working on Linkedin and make 700+ Connections in Month with Premium account but after that account was blocked Under Section 8. Even i am not doing any spam. Last time after 700Connection i try to extract data Account was blocked. Please help me.

  71. Thank you
    This article helped me a lot!!

  72. Thank you for posting this

  73. Shahidujzaman Shahid :

    Great articles. Some of my friends are generating leads from linkedin and I came to know from them. I’ve searched on google “How to generate leads from LinkedIn” I’ve found your website 🙂 And I’ve read this article since 1 hours carefully. I must apply your strategy to generate more leads.

    You have said that, you have written another articles on Facebook. Would you please provide me more and more tips on how to generate more traffic and leads? I’m struggling with traffic on my website. Please feel free to give me suggestion to improve my website. Please give me some suggestions to generate more traffic on landing page and website.

    I hope I will finish reading your all articles 🙂

  74. Hey Neil – Great blog post. I would add that it’s a good idea to include the link to the LinkedIn group in the message to people you are connecting with. That would help boost registration a lot I would think. Thanks! Josh

  75. Hi Neil,

    Great post as always, and, precisely what I was looking for.

  76. Kegesa Danvas Abdullah :

    I have done what you have stated in this article and look! I just started making good money from the leads. LinkedIn is genius for B2B businesses.

  77. Hey Neil,

    Great blog post.I’m relatively new to this industry as I’ve recently taken a pivot from my last profession of several years in an unrelated field. This was very helpful, so thank you.I am business development executive in IT company. Can you please tell me, So how can I generate a lead through linked in.?

    Thanks & Regards

  78. Vinod chakrapani :

    Thanks, It was very useful.

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