How to use Linkedin Ads for B2B Sales Success

linkedin-ads

How to use Linkedin Ads for B2B Sales Success

B2B marketing and sales teams often lean into a paid marketing campaign to support lead generation to drive traffic to websites and landing pages. However, typically businesses are talking about Google Adwords and social media ads. But, by social media, I often hear Facebook and Instagram ads being discussed. In this article, we look at LinkedIn Ads.

 

The case for LinkedIn Ads

We have already deep-dived using LinkedIn for business purposes in a previous post so in this article we will be solely focused on LinkedIn ads. 

 

Many B2B sales organisations will already be working closely to align their marketing and sales teams for increased success in closing new business. By having a working understanding of the value to each others contribution to the bottom line, your organisation only pivots toward greater success. Therefore, B2B sales organisations can use Linkedin ads to:

 

 

Getting started with LinkedIn Campaign Manager

 

To get started your company has to have a Linkedin Company page (read our great tips here). Once you have established this, you should also ensure that your employees optimise their own profiles (we covered that here too). This ensures that when your ad goes live and your prospects or target audience start doing their own due diligence;

 

  • Reviewing your company pages.
  • Checking out your employee profiles.
  • Checking out your company website.
  • Browsing your social media channels.

 

that everything is in good working order.

 

1 Setup your Linkedin pixel

 

Like your Facebook and Google AdWords pixels, you will need to set up your LinkedIn Pixel, which is sometimes called the LinkedIn Insight Tag. The tag is a snippet of javascript code which when implemented on your website and or landing pages, tracks page views and conversions. See here for a how-to guide to installing your pixel.

 

2 Choose your ad type

 

Just like Google and Facebook, you can run multiple ad types and ad formats in your LinkedIn ad campaigns. It’s what makes this advertising platform so apt for B2B marketing teams.

 

There are three common types of LinkedIn ads, a text ad, sponsored content and InMail messages. But there are various options too below I will go into more detail on each.

 

LinkedIn Text Ads

 

The LinkedIn text ad is very similar to Google and Bing search ads. They use the same pay-per-click or impression structure that the Google and Bing offer. To be fair, these ads whilst functional do not allow for much creativity as they only allow you a 50×50 pixel image. In addition, you also only get a text block with a headline.

 

Tip: If going for brand awareness, use a picture of a person and your company logo

 

Sponsored Content on LinkedIn

 

Sponsored content ads have a very native look and feel to them and are widely adopted on the platform. This ad type is perfect for “boosting” thought leadership pieces you post on your company pages timeline. Your marketing team creates a typical post with the headline, image and link to sponsor. You can vary the creative by using carousel ads, video ads and lead generation ads that use the same format.

 

Sponsored InMail on LinkedIn

Sponsored InMail is easily identifiable. They are the emails that appear in your inbox on LinkedIn that have Sponsored in the title.

 

sponsored-inmail-linkedin

 

Savvy B2B marketers use these ad formats to go direct to the audience they want to influence to engage with their company, brand, product or service. A great tool to use in account-based marketing and sales strategies.

 

The content used in this ad type is generally decided on by the marketing team and should align with the sales goals for maximum impact.

 

Targeting the right audience

 

I decided to move from ad types to the audience because as educators, it makes sense that we tell you what you can do. Then prompt you to think of which ad type works for your clients. To support you with this, we wrote a very popular book on customer acquisition which was linked in this article a little earlier. To read it, simply click here because your targeting is extremely important. As is the strategy at what point in your customer’s journey ads become relevant.

 

With over 500 million members consisting of 73 million senior-level influencers and 45 million decision-makers, it’s extremely important to get your LinkedIn ads in front of the right people. Below we will run through the targeting options offered by LinkedIn.

 

Company

 

If your target audience is in a particular business you can target them directly — by company name. If you are being more broad you can target particular industries, like financial services, telecommunications and IT services. In addition, you can add company size for even more refined audiences.

 

Demographics

 

Buyer personas that skewed towards a particular gender or age group, then define these in your ad settings.

 

Education

 

If you buyer personas have a particular educational level then you can add this to your targeting. 

 

Job Experience

 

Again by using buyer personas, you can target different ads to the different leaders in the buying decision at a particular company. If your decision-makers are the CTO, CMO, CIO and CFO, then use that to your advantage and make your ads hyper-specific. Don’t go for overly broad ads that generally won’t resonate with your target audience.

 

Does your company sell products that are used by non-C-Suite staff? then use peoples work experience to your advantage and target end-users or consumers of your product or service in your ads.

 

Interests

 

One of LinkedIn’s best attributes is the ability to join groups with like-minded professionals in which you can discuss industry trends and topics. If your audience is very vocal on a topic, or you’re trying to gain thought leadership in a certain area, this type of targeting might be a good option for you.

 

Once you establish your ad targeting criteria, you can save it as a template for future campaigns. You can also enable LinkedIn to expand your audience to include people similar to your target audience.

Focus on your audience and you will increase conversion rates, write better ad copy and you will have a better cost per click in your LinkedIn marketing. The point of this article is to help you improve your click-through rates and your revenues from this medium.

 

Choosing the right objectives

 

When thinking about your campaign objectives, think about what it is you want the recipient of that ad to do once they see it? LinkedIn says that choosing an objective helps you “customize your campaign creation, deliver the best ROI for your stated goal, and show you relevant reporting.”

 

The three campaign themes to choose from are awareness, consideration and conversions. Once you have your theme you can then choose a suitable objective. Ideas to choose from are:

 

Website visits 

 

Choosing to focus on website visits is a great choice for building branding awareness campaigns.

 

Engagement 

 

Focusing on increasing engagement on your branded content helps build your position as a supplier of products and services as well as brand awareness. Consider boosting your content on your company page.

 

Video views 

 

With an ever decreasing amount fo time spent reading, video is now the major play for engagement. Use video to target your audience, especially senior decision-makers short on time.

 

Lead generation 

 

Use lead generation to distribute thought leadership content. This choice shows the target audience a pre-filled LinkedIn form to those most likely to engage with it.

 

Understand LinkedIn advertising costs

 

LinkedIn, like other advertising platforms like Google and Bing determines its costs by bids and budgets. In short, your total ad spends will vary based on your industry and your goals. This determines your ads you will choose for your campaigns and your budgets.

 

Please note that LinkedIn has minimums around spend for advertisers and sponsored content campaigns require a minimum bid defined by your target audience.:

 

  • $10 daily budget per campaign
  • $10 total budget per campaign (an optional feature for Sponsored Content)
  • $2 bid for CPC or CPM on Text Ad campaigns

 

 

 

What’s your strategy?

LinkedIn ads are a great way to drive direct engagement from your target audience. As is other content in other forms, like blogging and explainer videos. It’s a multi-layer strategy that will maximise your return on investment.

 

To help you consider a wider strategy we wrote two articles, one focuses on how to plan a marketing funnel and the other, how to build a marketing funnel. Why not take a look at those two articles and see just how much added value for B2B marketers a LinkedIn Ad strategy could make.

 

BIAS is a specialist in helping B2B marketing and sales teams integrate tighter inbound and outbound LinkedIn marketing and sales strategies. If you would like to know more about how we could help your marketing and sales teams then please reach out by chat, social media or telephone to book an appointment. If those methods do not work, you can book a call by using the link in our menu.

 

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Paul Sullivan
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