To start, follow these three rules:

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Why is content important when it comes to generating leads on LinkedIn?

More than half of buyers say that LinkedIn is the most influential channel during their research process. That means that if you publish content regularly and position yourself as an expert on this network, you can influence the decisions of more than half of your buyers.



Post 2-3 times a week (to start). Set aside time in the morning or at the end of the vp communication officers email database day. If you struggle to find time to post, try getting your posts ready and then using a free content scheduling tool.
This could save you even more time if you struggle to think of content for your posts on the fly.

Optimize your content by avoiding mistakes that harm reach . In other words, publish content that LinkedIn prioritizes.

Create content that is easy and quick to read. Use a strong headline. Diversify your content. Use hashtags (but only up to three, and it's best to add them at the end). Don't post links in the body of the text (add them in the comments). Don't make your posts too promotional or pushy. And lastly, don't just share content about your company.

Provide more value than you sell. Your content should be about teaching your audience something, taking a stand on a topic, publishing something you've learned, or asking your network for feedback.

Occasionally, you can also use your posts to promote a virtual event or webinar. Additionally, you can also use it to showcase the features of the product your company sells. But make sure you prioritize the value you bring to your audience.

If the topic you're talking about is interesting to a potential buyer's company, he or she may reach out directly. But in most cases, you'll need to have a prior conversation before you can start selling. That brings us to step three.

INTERACT with your buyers
Adding the right audience to your network and frequently posting high-quality content is a great start, but LinkedIn is not a media outlet, it's a social network.

Posting valuable content attracts buyers and gets them hooked. But to convert them into leads, you need to engage with them.
Building a small relationship through a conversation (even through comments) will generate a higher number of leads and higher quality leads than through a simple post.

Dedicate 10 minutes a day to interacting with your audience's posts. Interaction can be a reaction to the post, a like, or a comment. But comments are better, especially if you have something of value to contribute.

Respond to people's comments on your post. If your audience of potential buyers has invested time in commenting on your post, respond to them with a comment.

If a potential customer sends you an email with a question about your product, would you ignore it? Definitely not. Likewise, we encourage you to respond and add value to your network whenever you can.

As a salesperson, this should be the most natural step in revamping your LinkedIn B2B strategy to capture more leads on LinkedIn. We like to talk to people. Commenting on a post can be a quick and easy thing, or it can be a more elaborate response that creates an opportunity for you to message them.

LinkedIn Digital Strategy: Now it's your turn to ADD, PUBLISH and INTERACT
The number one issue for some salespeople may be the perceived time commitment. There is no template for responding to messages, so they worry that this will take time away from prospecting.

If you're in this situation and struggling to find time to engage with buyers on LinkedIn, you need to change your mindset. Talking to buyers on social media is prospecting, and it should be part of your overall strategy.

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