LinkedIn is the top platform for B2B marketers. However, many people ignore its Lead Gen Forms. This tool helps capture prospects directly in the LinkedIn feed. Adding pre-filled forms to your Sponsored Content makes it easier for users. This can improve conversion rates and help double your B2B leads without raising budgets. In this in-depth guide, you’ll learn:
- Why LinkedIn Lead Gen Forms outperform traditional landing pages
- How to set up and launch your first form campaign
- Advanced audience-targeting tactics for maximum efficiency
- Creative best practices that drive submissions
- Optimization and reporting techniques to continuously improve performance
Whether you work in credit union marketing or software services, these strategies can help you. Use LinkedIn’s professional network to find new members or decision-makers. These tips will help you generate high-quality B2B leads effectively.
1. Why Lead Gen Forms Win for B2B
- Easy User Experience: LinkedIn fills in form fields (name, email, job title) using profile data. Prospects can submit in just two taps.
- Higher Conversion Rates: Average form completion rates on LinkedIn are 2–3× higher than standard landing pages.
- Better Data Quality: Pre-filled, LinkedIn-verified fields reduce manual entry errors and fake submissions.
- Simplified Attribution: Form fills are tracked directly in Campaign Manager, giving you clear insight into CPL and lead quality.
Statistic: A B2B software provider had a 45% increase in leads. They also saw a 30% drop in cost per lead when they switched from external landing pages to LinkedIn Lead Gen Forms.
2. Setting Up Your First Lead Gen Form Campaign
A. Campaign Objective & Budget
- In LinkedIn Campaign Manager, choose Lead generation as your campaign objective.
- Set a realistic daily or total budget based on your target CPL (e.g., $50–$100 per lead).
B. Audience Definition
- Job Titles & Functions: Target decision-makers (e.g., CFO, VP of Marketing).
- Company Size & Industry: Filter for organizations that match your ideal customer profile (ICP).
- Matched Audiences: Retarget past website visitors or upload your CRM list to build a custom audience.
C. Ad Format & Placement
- Sponsored Content: Single-image or carousel ads work well for B2B storytelling.
- Message Ads (formerly Sponsored InMail): Use them carefully. Message Ads can work well for important offers, but they usually cost more per thousand views.
D. Lead Gen Form Configuration
- Form Headline: Keep it under 60 characters—e.g., “Get Your Free Marketing Audit.”
- Introduction (up to 150 chars): Explain the value (whitepaper, demo).
- Questions (3–5 fields): Name, Email, Company, Job Title, Phone (optional).
- Privacy Policy: Link to your company’s policy—mandatory for compliance.
- Thank-You Message & Call-to-Action: After submission, include a download link or next steps.
3. Creative & Copy Best Practices
- Strong Visuals: Use clean imagery that aligns with your brand. Avoid stock-photo clichés.
- Benefit-Driven Headlines: Focus on outcomes: “Boost Lead Quality by 25%” rather than “Download Our Guide.”
- Concise Body Copy: Keep text under 150 characters—LinkedIn truncates lengthy descriptions in the feed.
- Clear CTA: Use action verbs (“Download,” “Register,” “Get a Demo”) that match your offer.
Example Ad Copy:
Headline: “Unlock 5 Proven Tactics to Scale Your Pipeline”
Copy: “Download our free playbook and learn how credit unions are generating 100+ new member leads per month. No strings attached.”
CTA Button: “Download Now”
4. Advanced Targeting Tactics
A. Lookalike Audiences
- Upload your top-performing customer list to create similar audiences. You’ll reach prospects who mirror your existing best customers.
B. Exclusion Lists
- Exclude current customers or low-value segments (e.g., interns, student profiles) to maintain high ROI.
C. Layered Targeting
- Combine job level, skills, and group membership (like “Members of American Marketing Association”) to find the best prospects.
D. Sequential Messaging
- Step 1: Awareness ad with Lead Gen Form for a high-value content offer.
- Step 2: Retarget form submitters with a Sponsored Content ad promoting a demo or event registration.
5. Optimization & Testing
A. A/B Testing Variations
- Headline Tests: Compare benefit-driven vs. feature-driven headlines.
- Image Tests: Static image vs. carousel vs. short video snippet.
- Form Field Tests: Test removing optional fields (e.g., phone) to lift completion rates.
B. Bid & Budget Adjustments
- Start with Manual CPC to gauge ideal CPL, then switch to Automated Bidding (Maximize Conversions or Target CPA).
- Increase budgets by 15–20% on top-performing audience segments.
C. Frequency Capping
- Limit users to 2–3 ad impressions per week. This helps prevent ad fatigue, especially for frequent B2B buyers.
6. Reporting & Attribution
- Metrics to Track:
- Impressions, Click-Through Rate (CTR)
- Form Completion Rate
- Cost per Lead (CPL)
- Lead Quality Score (based on follow-up conversion to opportunity)
- Attribution Window: Configure a 14-day click and 1-day view window to capture both direct and assisted conversions.
- CRM Integration: Push leads directly into your CRM and score them based on engagement milestones (email opens, demo requests).
7. Scaling Your Success
- Expand to New Geographies: Duplicate your campaign with location adjustments to test in adjacent markets.
- Cross-Channel Synergy: Promote your best-performing LinkedIn offer on Facebook and Twitter with tailored creative.
- Quarterly Audits: Review audience performance, creative fatigue, and CPL trends; retire underperformers and double down on winners.
LinkedIn Lead Gen Forms offer B2B marketers a frictionless path to capture high-quality leads directly in the feed. By using this guide, you can double your B2B leads. Start by defining clear audiences. Then, create strong content. Finally, improve your results with A/B testing. This will help you grow your pipeline over time.
Ready to see these tactics in action?
Book a complimentary LinkedIn Ads audit with AB Digital and uncover immediate opportunities to boost your lead volume.
