Many companies currently utilize inbound marketing strategies.  Supplementing your current inbound efforts with a social media centric account based marketing strategy is a great way to nurture your biggest targets until they are ready to purchase.  It is important to keep your company name in front of your target audience while continuing to educate them about your solutions. The following 7 steps represent a great strategy to supplement your current inbound campaign.

7 Step Strategy Leveraging LinkedIn to Generate and Nurture Leads

1. Create a personal LinkedIn page and a company page developed for the sole purpose of promoting this digital campaign using a company email address for the creation.

2. Identify decision makers and influencers within top accounts by researching job titles, job descriptions and job experience.

3. Use previous teleprospecting and email campaign intelligence to connect with and nurture top of the funnel prospects via LinkedIn.

4. Join 30-50 Industry Specific LinkedIn Groups, Request membership in order of:

• Decision maker(s) current groups
• Influencer(s) current groups
• Industry Specific

5. Weekly Posting Details:

• 3-5 Company blogs to company page, personal page and groups
• 10-15 Industry related articles to company page and personal page
• 1-2 Industry related articles to groups
• 1-3 Product pages to company page and personal page
• 1-3 Industry related quotes to company page and personal page
• 1-3 Company/Industry related infographics to groups, company page and personal page

*Include engaging articles derived from reputable industry and general business websites as a means to educate and entertain target decision makers.  This will help to ease hesitant and otherwise disinterested decision makers into the sales process.  Track all clicks, likes and comments to identify potentially interested targets.

6. Use social media intelligence to create targeted email campaigns based on job title and where they are in the sales funnel.

7. Set appointments through teleprospecting campaigns geared towards decision makers and influencers in the bottom of the sales funnel based on information gathered through social media and email campaigns.

There are many ways you can supplement your current inbound strategy.  This is just one strategy to integrate account based and inbound marketing.  Click below to schedule a thorough evaluation of your inbound marketing plan. Winn Technology Group has been specializing in marketing services for more than 20 years, schedule your inbound assessment today.