zielscheibeAccording to HubSpot, 61% of B2B companies have gotten leads through LinkedIn. Brands can use LinkedIn to source and connect with prospective clients, research marketing data, promote webinars and white papers, introduce new products and services, and much more. Here are just a few tips that will receive highly-targeted, industry-specific leads on a regular basis.

1. Don’t be a Group Lurker

Getting involved in as many industry related groups as possible is an important tactic for generating leads. When you join these LinkedIn groups, become an active participant in the discussions posted in the groups. You might also want to be active in groups that are outside your industry. Becoming an active participant in groups outside your industry will help you expand your brand’s reach, placing you directly it in the face of other industry insiders.

2. Take Advantage of LinkedIn Mobile

For a great networking strategy, download LinkedIn’s free app to your smart device. This is especially helpful if you attend a lot of events or trade shows, as it makes exchanging contact information less of a hassle. Simply have the other person open up the app and add send a connection request. Making LinkedIn connections in person will help each of you remember who you met while attending the event.

3. Establish Your Credibility

Show yourself as a credible source by answering questions users have posted to various groups. As an insider in your specific industry, you have the knowledge, resources, and tips to provide users with useful information. How can you use this to your advantage? Answer questions people may have about your industry, as this gets your name out there and shows others that you are a trustworthy and reliable source.

4. Utilize the Publications Section

If you have had content published somewhere besides your own website or blog, add links to that content to the Publications section on your profile. The beauty of this is that the links to your published content will be visible to all LinkedIn users, even those who are not yet connected to you. If the titles of your published content contain industry-related keywords, you’ll start to see your LinkedIn profile page appearing in searches related to the content you have posted on your page.

5. Optimize your profile

Rather than robotically completing your name, location, and contact information, list your accomplishments, post some client testimonials, and ask your clients to write you recommendations. This will build your credibility and show that your business has helped others. With LinkedIn, it’s best to keep things simple and easy to follow. Take a look at your competitor’s profiles, jot down notes on what they’re doing that you like (or don’t like), and adjust your profile accordingly.