how to use linkedin ads to drive new leads and customers
DESCRIPTION
View the entire webinar http://bit.ly/SbncI9TRANSCRIPT
174M+ members worldwide
are on LinkedIn.
SOURCE: COMSCORE
2
+2 new members join
LinkedIn every second.
SOURCE: COMSCORE
3
#MasterLinkedIn
How to Master
LINKEDIN for Marketing
Session 2: How to Use LinkedIn Ads to
Drive Leads & Customers
4
Your Presenters:
Mike Volpe CMO @HubSpot
Scott Engelman Director of Online Marketing @LinkedIn
Why Use LinkedIn Ads?
How to Create and Manage Campaigns
How to Write Effective LinkedIn Ads
What Happens After the Click?
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2
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Agenda
Tracking, Closed Loop & Nurturing 5 5
WHY USE LINKEDIN ADS?
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Premium Audience
4 5 of LinkedIn members drive business decisions
OUT OF
59% of members are managers or senior-level executives
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3
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Performance Based Solution 2
CPC OR
Only pay when you receive clicks or impressions
CPM
Ads on High Traffic Pages: Homepage
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3
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3 Ads on High Traffic Pages: Profile Page
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3 Ads on High Traffic Pages: Groups
Precision Targeting
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4
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More Engaged B2B Audience
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HubSpot’s Experience with LinkedIn Ads
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HubSpot’s Experience with LinkedIn Ads
CHALLENGES
• Reach professional audience in specific industries, companies & jobs
• Increase quality of leads
• Drive activity to lead generation materials
• Improve CPC rates
SOLUTION
• Launch self-service LinkedIn Ads Campaigns
• Develop highly targeted campaigns
• Offer free educational materials to prospects
• Test and adjust campaigns to improve results in real time
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HubSpot’s Experience with LinkedIn Ads
RESULTS
• CTRs of 1% to 3% (60% higher than other social networks)
• Average CPC of $3
(lower than other channels for targeted categories)
• Higher-quality leads that convert faster
• Valuable insights on prospect behavior
Dan Slagen Head of Paid Marketing, HubSpot
LinkedIn gives us the unique ability to tailor messaging and target the exact audience segment that we need.
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How to Create & Manage Campaigns
Before You Even Start, Plan Accordingly…
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Set your goals Define your budgets Build your test plan Forecast Results
Campaign Creation Process
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1
Create a New
Ad Campaign Start by creating a new ad
campaign.
CAMPAIGN
CREATION
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Create a New Ad Campaign
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Naming Convention Best Practices
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Name
campaign
Select
destination
Campaign Creation Process
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1
Create a New
Ad Campaign Start by creating a new ad
campaign.
CAMPAIGN
CREATION
Targeting Define your target persona.
2
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Campaign Targeting
Campaign Targeting
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GEOGRAPHY
Companies by
Name or
Category
Precise Targeting
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Jobs by
Title or
Function/
Seniority
Schools
Skills
Groups
Precise Targeting
Campaign Creation Process
29
1
Create a New
Ad Campaign Start by creating a new ad
campaign.
CAMPAIGN
CREATION
Targeting Define your target persona.
2
Campaign
Options Setting budget & time period.
3
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Campaign Options
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Campaign Options
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What is Lead Collection?
HOW TO WRITE EFFECTIVE LINKEDIN ADS
Include an image
Use a CTA, such as “download” or “sign up”
Speak directly to your target audience
Create 3-4 variations of your ad per campaign
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Ad Creative Best Practices
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Make sure text is concise and easy to read
List benefits of clicking the ad
Rotate new creative at least once a month
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Ad Creative Best Practices
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Consistent Messaging Based on Targeting
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Best Practices
Always be sure to include
an OFFER, the VALUE of clicking your ad and a
CALL-TO-ACTION.
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Example: Best Practices
EFFECTIVE AD:
• Headline draws attention of target customer
• Description is clear
• Strong offer
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Example: Best Practices
LESS EFFECTIVE AD:
• Headline too generic
• Image not relevant to product offered
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More Examples of Effective Ads
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Optimize Campaigns Towards CTR
WHAT HAPPENS AFTER THE CLICK
Dan Slagen Head of Paid Marketing, HubSpot
Creating a LinkedIn campaign is relatively easy, it’s what happens after the click that truly matters.
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Consistent Messaging & User Experience
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What Response Mechanisms Are You Offering?
phone
Social media
Click to chat
Form
Schedule a meeting
Skype
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Landing Pages & Tracking
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Landing Pages & Tracking
TRACKING, CLOSED-LOOP ANALYTICS & NURTURING
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Zoom In on the Desired Source: Paid
Dig into Paid Leads
Find Who Your Paid Leads Truly Are
Lead came from
LinkedIn Ads Campaign
Closed Loop CRM Integration
Social Link Building ebook
Social Link
Building ebook
Push New Leads Down the Sales Funnel
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Use lead nurturing to further qualify leads.
Landing page Lead nurturing email
Notify Sales After Action Was Taken
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If your contact was interested in getting more product information, this is a warm lead.
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Automation
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Management
15 small group workshops
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50+
breakout sessions
7 learning tracks
3 days
2000 inbound marketing professionals
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THANK YOU.
Next Session!
LinkedIn.com/Ads
Thursday, September 27th
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