Marketing agencies that offer lead generation services can be extremely successful, with agencies revealing compelling statistics like doubling their turnover every 2 years.
As new marketing platforms and technologies proliferate the market, agencies that are ahead of the curve and using the latest tools and techniques to the greatest advantage are seeing the greatest gains.
From TikTok to LinkedIn, SEO to Influencer marketing, there are a variety of channels for agencies to harness for their clients. Each one presents an opportunity for growth.
Become an expert in each of these channels and you’ll enjoy increased demand for your services. Growth for your clients goes hand in hand with growth for your agency. The more successfully you can execute lead generation for clients, the faster your organic growth from recommendations alone.
Plus, by adding services to your portfolio, you can grow your revenue from each client by offering them additional services. It’s a win-win.
In this guide, we focus on LinkedIn as a service. Rising in popularity due to its ability to bridge the gap between the personal approach and a volume approach, LinkedIn is gaining traction with businesses that have so far been unable to exploit its potential. Many now want to understand what LinkedIn is capable of and fully test the opportunities it can bring. But a lot of businesses simply don’t know how.
Enter the opportunity for agencies - to run a managed LinkedIn service for clients. This guide covers everything you need to offer a ‘done for you’ LinkedIn lead generation service for clients and start growing your agency revenue.
Are you ready to begin?
LinkedIn as a lead generation platform
LinkedIn is the #1 lead generation platform for B2B sales, with some businesses using it as their sole source of new business. At Dux-Soup, we’ve seen first-hand how agencies are generating over 100 appointments a month for clients, winning $200,000 of business within 2 years, generating over 7 new page followers each day, and booking over 100 sales meetings a month with cold prospects.
Its 1 billion + users, all with a vested interest in keeping their profiles up to date, results in LinkedIn offering the most accurate source of business data. And it’s freely accessible.
LinkedIn’s targeting capability and ability to engage with prospects make it the most powerful tool for B2B agencies looking to fill their pipeline with sales leads.
5 reasons LinkedIn wins for cold B2B outreach.
But how can agencies properly harness LinkedIn to deliver results for clients and what’s the best way to define a repeatable service proposition around LinkedIn?
In this guide, we walk agencies through how to set up LinkedIn lead generation services that are scalable thanks to their repeatable model. There are five chapters:
Chapter 1: How to define your service position
Chapter 2: The best tools available to deliver excellent results for clients
Chapter 3: How to get set up and onboard clients
Chapter 4: Pricing your LinkedIn lead generation services
Chapter 5: How to excel as an agency
Chapter 1: How to define your agency’s service proposition
Your lead generation service proposition can make the difference between winning and losing clients. Define a compelling and unique proposition and your win rate will increase. It’s all about differentiation.
You may choose to differentiate in your methodology, toolsets, experience, or pricing structure.
Here are some useful steps to take when first defining your LinkedIn lead generation service proposition:
- Get a good feel of your clients’ requirements
- Categorize your lead generation outcomes
- Review LinkedIn’s targeting capabilities
- Set the results in terms of quantity
- Document a well-defined, structured service proposition that can be successfully delivered and repeated for multiple clients
Most agencies will already be a dab hand at defining service propositions, so you can skip to Chapter 2 if you’re comfortable with this, otherwise, we’ve outlined our recommended steps in defining your proposition here:
Step 1: Understand your clients’ lead requirements
When engaging in a new client relationship, it is important to start by defining both your and your customer’s definition of a ‘lead’. This clarifies your understanding of your client’s needs from the outset.
For example, a ‘lead’ to one client could be a profile that meets qualifying criteria who has signed up to receive information, or someone who has consumed relevant content. To another client, it could be someone who has taken a positive call to action, for example replying to a message or requesting a demo or meeting.
As an agency, it’s your job to properly evaluate what your clients are looking to achieve from a ‘done for you’ LinkedIn lead generation service, and clearly define the objectives you are driving towards. This process also serves to protect you by ensuring it is an outcome that you feel confident to deliver.
Tip: If you’re unsure about defining what makes a lead for a client, one approach is to work through their sales process and identify different stages of the sales funnel. Your lead generation activity can focus on filling the pipeline at any one of those agreed stages.
