5 Reasons Your LinkedIn Lead Generation Sucks

5 Reasons Your Linkedin Lead Generation Sucks

“5 Reasons Your LinkedIn Lead Generation Sucks” written by Mike Marko.

Are you still wondering why you’re not doing too well with your LinkedIn lead generation?

Some people actually think that using LinkedIn as a platform for lead generation doesn’t work.

That’s because they’ve experienced what you might have too — disappointing marketing results on the platform.

But the fact is, LinkedIn lead generation is very effective for a lot of businesses. I myself have clients (especially B2Bs) whose LinkedIn marketing continues to bring them steady leads.

So if that’s the case, why are some people — perhaps you included — having such trouble?

You might be making some mistakes without realizing it. I’ve seen a lot of business owners do things on LinkedIn that they didn’t know ran counter to their own interests.

To prevent you from doing that, I’ll talk today about the top 5 reasons a brand’s LinkedIn lead generation isn’t where it should be.

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How to Leverage LinkedIn Lead Generation Capabilities

I claimed earlier that LinkedIn lead generation is more effective than some think. But there are a lot of people who’ll fight me on that.

They may even say LinkedIn is dead in that respect.

When you ask why, they usually make these arguments.

  • LinkedIn has no regular users. – Those against LinkedIn lead generation tend to believe that LinkedIn users are not active. They think users simply set up an account and visit it only to update their resumes.
  • LinkedIn is too small. – Another common belief held by those against LinkedIn lead generation is that Linkedin as a social media platform is too small for serious lead generation. They believe that there are very few registered users on the platform.
  • LinkedIn lets you connect with only the people you know. – If you can’t connect with new people, how then is LinkedIn lead generation possible?

Sounds convincing at first, right? But these arguments aren’t exactly true.

Numbers don’t lie, so let’s see what they have to say about LinkedIn lead generation.

  • 94% of B2B marketers use LinkedIn for lead generation. If it weren’t effective, so many experts wouldn’t be using it.
  • The numbers show that LinkedIn crossed the 500-million user mark back in 2017. More importantly, it’s still growing, which tells you this network is still realizing its potential.
  • In a recent survey of business executives, 75% of them stated that they check their LinkedIn accounts regularly. As these are some of the most important customers you can target on LinkedIn, that tells you the platform’s users can’t be called “inactive”.
  • With all executives from Fortune 500 companies on LinkedIn and 75% of users earning over 50,000$, LinkedIn is a goldmine like no other.

The above facts argue the opposite of what LinkedIn detractors say.

Specifically, that LinkedIn lead generation is one of the most powerful weapons you can have in your arsenal.

However, being aware of that without knowing how to leverage LinkedIn’s capabilities is useless. It won’t give you any leads, because you’re liable to make mistakes.

But as I said earlier, it’s okay because I’ll help you identify those mistakes. In the process, I’ll also share with you how to mine LinkedIn lead generation gold like a pro.

The following are the reasons behind your failure with LinkedIn.

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Reason #1 – Your Profile Isn’t Optimized.

One of the biggest reasons you aren’t getting any success with LinkedIn lead generation is that your profile isn’t optimized.

This can lead to a lot of problems. For instance, it may be the reason potential clients can’t find you on LinkedIn search.

You need to understand that people are using LinkedIn as a search engine for professionals. Like other search engines, LinkedIn has a search algorithm you should consider.

That’s why a big part of optimizing your LinkedIn profile is using keywords in it.

Using Keywords in Your Profile

Make it easy for your customers to find you by including the right keywords in your headline and description. Use free tools like Ubersuggest to get keyword ideas to use within your profile.

Ubersuggest can be useful for LinkedIn lead generation. It shows you relevant keywords and their search volumes.

If you’re a web developer, for instance, you might find that “web designer” is a buzzword. So, use that in your profile.

LinkedIn autocomplete can also help you with keyword research. Just start typing your keyword in the search bar, and other popular keywords will be generated.

Best Practices for Keywords and Your Description

However, while it’s very important to use keywords in your profile, try not to overdo it. Jamming keywords into your description and headline is never a good idea.

Keep in mind that quality is much better than quantity. For this reason, you need to use long tail keywords for best results with LinkedIn lead generation.

Instead of using a keyword like “content writer”, for example, use “B2B content writer”.

Furthermore, you have to avoid being too wordy within your description. Try to use single- and two-sentence paragraphs for readability.

Other Tips for Profile Optimization

Are you using LinkedIn projects to highlight your work? If not, you’re missing out on a lot of leads.

LinkedIn also favors profiles that are filled out, so make sure you fill in every detail. Those who visit your profile will also find you more authentic.

While it might not seem so obvious for you, your “People also viewed section” may also be undermining your Linkedin lead generation efforts.

Think about it. Why would you want to give your potential customer an open invitation to check out your competitors?

Luckily enough, you can hide the section with “Privacy & settings”.

Last but not least, you need to have a vanity URL. They are much more memorable, rank on Google search better, and promote sharing.

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Reason #2 – You Aren’t Using It as a Social Network.

To maximize your LinkedIn lead generation, you have to engage people on it as well as do cross-promotion via other platforms.

That is, you have to be social while also making the most of today’s online networking possibilities.

For instance, your 2000 friends on Facebook probably don’t know about your LinkedIn profile. So let’s change that, shall we?

Start sharing your LinkedIn posts with your friends and followers on other social media platforms.

Ask your friends and followers from other social networks to connect with you on Linkedin. You can then use their connections for your business lead generation.

Despite its unique user base, LinkedIn is still a social media platform. Engagement is still the key to success with LinkedIn lead generation.

Not connecting with prospects in your niche is a mistake on LinkedIn. You need to manually use LinkedIn search to find and connect with potential clients.

Groups can be a very powerful tool for Linkedin lead generation too. To get the best results, try to be an active contributor rather than just a follower.

Reason #3 – You Aren’t Publishing on LinkedIn Pulse.

Would you like to be known as the expert in your field?

The secret to reaching that status is content marketing.

LinkedIn Pulse is the perfect tool for LinkedIn lead generation. That’s since it lets you spread awareness, build authority, and share knowledge.

To truly use the power of LinkedIn Pulse, you need to remember to regularly publish content. However, random posts just won’t cut it.

You will need to create a schedule and truly commit to it.

Social media sites have different optimal times for posting new content. The best days to publish content on LinkedIn are Tuesday, Wednesday, and Friday.

The best hours are between 7 to 8 am in the morning, lunchtime, and 5 to 6 pm for maximum engagement.

While knowing when the best time to post will surely help with engagement, it won’t always guarantee the best results with LinkedIn lead generation.

You also need to think about things like your headlines. A catchy headline is one of the most powerful tools in content marketing.

You need to stop using boring headlines for your content if you want to succeed with LinkedIn lead generation.

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Reason #4 – You Don’t Use Ads for LinkedIn Lead Generation.

Just like other social media ads, LinkedIn Ads can be a very powerful tool for LinkedIn lead generation.

The advantage with LinkedIn, however, is the quality of leads that can be found on the platform.

Furthermore, LinkedIn Ads are much more specific to targeting. Imagine having the ability to target people based on these:

  • Current company.
  • Past company.
  • Job title.
  • Location.
  • Industry.

Linkedin Ads enable you to get a constant supply of leads because you can reach people who are not yet established as followers and visitors.

With LinkedIn Inmail Ads you can send highly targeted personal messages to your prospects. If what you need is increased brand awareness and reach, sponsored contact ads can work like magic.

When running LinkedIn Ads, make sure you always keep your targeted audience in mind.

For instance, the content displayed on sidebars won’t show on a mobile device.

Reason #5 – Youre Doing the Hard Sell.

One of the biggest mistakes people make with LinkedIn lead generation and social media marketing is attempting to directly sell on the platforms.

People on Linkedin are professionals trying to build relationships and network with others.

There will be a few leads you can get by selling aggressively on LinkedIn, yes. But it will be only a tiny fraction of the leads you could generate by building trust first.

Think of it this way. Could you just walk up to someone on the street and try to sell them something?

The answer is likely no.

However, when you engage with people first and build trust with them, it becomes easy for them to do business with you.

With LinkedIn lead generation, try to avoid asking for too much in your first encounter. Build a relationship instead.

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Final Thoughts on Why Your LinkedIn Lead Generation Sucks

People have had a lot of misconceptions about LinkedIn lead generation.

Many have questioned the platform’s ability to generate leads when compared to other social media platforms.

But now you’ve seen the numbers and know that LinkedIn’s potential for lead generation is bigger than the doubters claim.

The problem isn’t LinkedIn as a platform but your inability to leverage its lead generation capabilities.

It is finally time for you to fix all of the mistakes that are hurting your LinkedIn lead generation. Here they are again:

  • Your profile isn’t optimized.
  • You aren’t using it as a social network.
  • You aren’t publishing on LinkedIn Pulse.
  • You don’t use ads for LinkedIn lead generation.
  • You’re doing the hard sell.

Keep in mind that while you will most likely see results within the first few days, your LinkedIn lead generation won’t blow up overnight. Still, it’s better than making the same mistakes again and again.

If you have more questions about LinkedIn lead generation, leave me a note in the comments.

Be sure to check out my Starter’s Guide to LinkedIn Marketing.  You can also check out this LinkedIn Marketing 101 Guide for Business.

If you need help with your LinkedIn account, planning your services and/or products, running marketing campaigns like Facebook ads, or creating capture pages or lead magnets, then feel free to contact me and we can talk about the different consulting options we offer. Or use the link below to apply for your “results in advance” free consultation and let’s get started right away:

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Suggested Articles:
1. The Best LinkedIn Marketing Strategy for B2B
2. 7 Tips for a Great LinkedIn Business Profile
3. The Disadvantages and Advantages of LinkedIn for Business

5 Reasons Your LinkedIn Lead Generation Sucks - Mike Marko

Author: Mike Marko
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Article:  5 Reasons Your LinkedIn Lead Generation Sucks

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