How to Generate Leads on LinkedIn

If you have a b2b business and you’re looking to target other business owners then LinkedIn is an excellent channel to start generating leads and find your ideal clients.

In this article, I’m going to cover both free or paid methods to use LinkedIn to search and find exactly the type of business owners you’re looking to target.

You can also watch the video version of this article here:

Best LinkedIn Lead Generation Strategy

The first thing you need to do to generate leads on LinkedIn is have the right strategy.

Without the right strategy, it doesn’t matter what you do on LinkedIn, it won’t work very well.

So what is the best strategy to generate high quality leads on LinkedIn? Click here to watch my free Masterclass training that goes through the best strategy to use to generate leads on both LinkedIn, Facebook, Google & YouTube.

Finished watching the free Masterclass training video first?


Now keep reading to learn some of my best tips to finding leads and potential clients on LinkedIn by using LinkedIn’s search filters.

Tip 1: Exclude the wrong kind of leads

One way you can find the right kind of leads and clients when searching LinkedIn is to use the keyword “NOT”.

For example, if you want to target accountants then you can search for “Accountant NOT marketing”. LinkedIn will find people who ONLY have the keyword “Accountant” and exclude anyone that has the keyword “Marketing”. This will improve the chances that you only get accountants (not marketing people or companies) in your search results.

Keyword NOT

Often when searching on LinkedIn for leads, it’s important to filter out the wrong kind of people, so that you can get higher quality leads.

Using the keyword NOT is just one of many keywords you can use to get better quality search results. You can also use Boolean search using keywords such as “OR” and “AND”.

Here’s a screenshot from LinkedIn’s support article which goes through all of the Boolean search phrases you can use to help you get more accurate search results:

LinkedIn search tips

Experiment with different search queries and see if it helps you can better results!

Tip 2: Target Active People on LinkedIn

Surprisingly a lot of people who use LinkedIn are not active. They don’t use LinkedIn every day as they would with other social media lead generation channels such as Facebook or Instagram.

Fortunately, LinkedIn allows you to search for only active people who are using LinkedIn based on those who have posted recently in the last 30 days.

Active LinkedIn Users

By targeting active people on LinkedIn it increases the chances you will get people who connect back to you and respond to your LinkedIn message.

Top tip: If you search for leads & potential clients and your search results are in the THOUSANDS then it’s a good idea to filter down these search results by targeting active people only. On the other hand, if your search results are already quite small, then there’s no need to filter it down and target active LinkedIn users only.

Tip 3: Target people based on company size

In the LinkedIn basic search results you can target people by industry without needing to pay LinkedIn any money for a premium account, but for many of our clients, they get much better results if they target people by company size.

Target company size on LinkedIn

This allows you to target business owners with a higher revenue.

Tip 4: Do not rely on LinkedIn InMail

When you sign up for a LinkedIn premium account they are going to be pushing you to use LinkedIn InMail and try to convince you it’s this incredible feature that helps you start more conversations on LinkedIn…

But the truth is… with Inmail you’re going to be limited by the amount of messages you can send. And on LinkedIn it is a bit of a numbers game. So if you only use LinkedIn Inmail to generate leads, you’re not going to be able to generate a lot of leads.

In fact, the strategy that we use to message potential clients on LinkedIn doesn’t involved LinkedIn InMail at all.

Watch the video below to see the strategy we use:

By following the strategy in the video above, you’ll be more likely to get more leads on LinkedIn and get higher quality appointments too.

Tip 5: Automate LinkedIn Lead Generation

Because LinkedIn is a little bit of a numbers game, it’s important to not try and do everything manually. If you are doing everything manually, it’s going to be very difficult to keep up the momentum and keep getting results.

Fortunately, there are Linkedin automation tools you can use to get connect and message potential clients on LinkedIn automatically.

See the video below for a comparison of the best LinkedIn automation tools:

See also: Is LinkedIn Automation Safe?

Tip 6: Optimize your profile to attract your ideal clients

If you optimize your LinkedIn profile correctly by making it appealing to the prospects you’re targeting, then you’ll be more likely to get a positive response from the people you’re connecting to on LinkedIn.

How do you know if your LinkedIn profile is optimized properly?

You’ll know you’ve optimized your LinkedIn profile in the right way when you start connecting to potential clients on LinkedIn and you don’t even message them anything.

Instead, they message you straight away asking questions about your services and how you can help them.

If this happens, then it’s a very good sign your LinkedIn profile is optimized correctly.

Watch the video below to see some of my best tips on optimizing your LinkedIn profile:

Tip 7: Target an older / more experienced demographic

One of the questions I often get asked is “How can you target people by age on LinkedIn?”. On LinkedIn’s sales navigator search filters, as of right now, there is no option to target people by age. But there is a simple workaround to target people an older demographic.

To target older people on LinkedIn (or people with more work experience) you can target by by the following search filters:

  • Years in current position
  • Years at current company
  • Years of experience

If you select “More than 10 years” for all or some of these search filters, you’re more likely to target an older demographic on LinkedIn.

Target by experience

At this point, you might be thinking “These tips are great on how to SEARCH for leads on LinkedIn… But what do I actually say or DO to get clients from LinkedIn?”

Best B2B Lead Generation Strategy for LinkedIn

Once you find the right people on LinkedIn (your potential clients), it’s important you have the right strategy. Without the right strategy on LinkedIn, you won’t get very good results.

In summary, the best LinkedIn automation strategy is:

  • Step 1: Find potential clients on LinkedIn
  • Step 2: Ask if they want to see a video that solves a problem they have
  • Step 3: If they like what they hear on the video, let them schedule a call

Click here to watch a video that goes through how this strategy works in more detail. The video training shows you how you can use this strategy in your business to generate high quality leads and sales appointments each month with your ideal clients.