Businesses need a constant flow of reasonably-priced leads to stay ahead. Whether you’re building up a client base or maintaining steady work, lead generation strategies/lead generation marketing are a constant need. That’s why in this post, we’ll go over the best place to find business-to-business (B2B) leads—Linkedin through professional Linkedin ads management.
LinkedIn is the largest global professional network and the number one platform for lead generation. The social network is responsible for 97% of a business’s social media leads, making it 277% more effective for lead generation than Facebook and Twitter.
What sets LinkedIn apart from other social networks is its professional community of business-minded members for which it was designed. 4 out of every 5 LinkedIn members drive business decisions. This means a highly concentrated pool of potential B2B clients.
In this article, we’ll go over the benefits of using LinkedIn to generate leads or B2B leads and the best local B2B lead generation strategies.
Source: https://business.linkedin.com/marketing-solutions/success/lead-generation
LinkedIn is where professionals keep up to date on their company and industry. In addition to its 774+ million members, LinkedIn has over 57 million business and 120,000 school accounts. LinkedIn’s active user base of professionals makes it a goldmine for potential B2B clients.
Plus, LinkedIn offers a host of professional data and news feed product or service. Because it is geared toward business professionals, LinkedIn sits atop all other social media platforms for lead generation strategies.
Source: https://neilpatel.com/blog/linkedin-marketing-tips/
Generating B2B high quality leads on LinkedIn requires a good strategy. Here are some actionable steps to acing your approach to LinkedIn:
When done right, an attractive company page will draw in valuable business. To create a company page, log in to your LinkedIn account and click the “Work” icon in the top right corner. A drop-down menu will appear, at the bottom of which you’ll find a link to “Create a Company Page.” Press the link and you’ll be asked about your company type, name, details, and so forth. Creating your company page only takes a few minutes.
As you complete your profile, you’ll notice a “Build Your Page” progress bar at the top of the page. Make sure to complete your profile in full as completed pages get 30% more traffic.
Don’t only provide basic information and facts about your company. Structure your page in a way that leads to conversions. The tagline should immediately tell visitors what your business offers. The header image should be engaging. And the company description should include a clear and compelling pitch with calls to action (CTAs). Get straight to the pitch in the first two lines since LinkedIn hides the rest under a “see more” button.
Finally, keep your recent updates section filled with relevant, clickable content. An empty updates section shows that you are not engaged on the platform, and sales team-qualified leads will be less likely to trust you.
Showcase Pages allow you to segment your B2B leads for different products, brands, events, and more. Also known as affiliate pages, Showcase Pages are like LinkedIn’s version of a landing page.
Create a Showcase Page by clicking on the “Admin tools” drop-down menu in the top right corner. Then click “Create a Showcase Page” under “Reach.” From there, you’ll be able to set a showcase page name and URL extension.
Try to keep showcase page names short, so they are not cut off on the sidebar of your company page. Most of all, prime your showcase pages for conversion with succinct descriptions and CTAs.
LinkedIn has over 2 million groups where professionals with similar interests or industry background can share insights and make connections. Joining relevant and active groups is an easy way to grow your network.
You can find groups to join by searching at the top of the homepage. Look for groups that are medium-sized, big enough to be worth your while but small enough for you to be noticed. Keep in mind, LinkedIn only allows you to be a member of 50 groups at most.
After you’ve established yourself as a thought leader, you can even create your own group. This gives you extra admin rights to control who joins or leaves the group and to steer the conversation around a certain topic or industry.
No doubt, groups are an easy way to connect with others in a natural way without sending cold requests.
So far, we’ve talked about ways to attract high quality leads. But you can also actively seek out prospective clients on LinkedIn. Identify your ideal lead scoring by developing a buyer persona and then use advanced search to find them. A buyer persona is a detailed description of someone who represents your target customer/potential customers.
With LinkedIn’s advanced search, you can narrow searches by connection type, location, company, industry, school, language, and more. Plus, you can narrow search results incrementally as you go. That way, you don’t need to start a new search every time you want to tweak the search filters.
If you want to streamline your outreach efforts, save your search criteria on LinkedIn and come back for new search results later. LinkedIn will even send you email alerts when new people match your saved search queries. This can save you a lot of time and effort in the long run.
Of course, the purpose of LinkedIn is to make connections.
But don’t just try to connect with anyone. Strive for quality leads connections that are relevant to your business. Sometimes members try to connect with anyone just to get to the coveted 500 connections threshold, but it really doesn’t do you any good to have a bunch of mediocre connections and no actual leads.
So use the advanced search tactics outlined above to find your ideal clients. Always include a personal message with any connection request, so it has the best chance of being accepted. People won’t always accept requests from people they don’t know, so remind them who you are or tell them why they should connect with you.
LinkedIn is not only a networking platform but a publishing platform. You can publish content in regular news feed posts or full articles.
When you post, you can include a photo, video, event, or even a slideshare presentation. You want to keep these short and sweet because users don’t spend much time scrolling through the news feed.
To write an article, simply click on “Write Article” under the “Start a post” bar. You can then write a headline and the body of your article, which can include images, rich media, and hyperlinks. Articles should be around 300-1000 words with catchy headlines that draw the reader in. Once you’ve read the article over a few times and edited for mistakes, click “Publish” to share it.
With both types of content you can determine who will see it, whether anybody on LinkedIn and the web or just your connections.
As for what to publish, publish content that is engaging, takes on industry pain points, and shows your expertise. With enough effort and time, you can become a thought leader in your industry and clients will come to you.
Thought leadership is a major driver of LinkedIn funnel traffic. Consider the following statistics from LinkedIn:
Establishing credibility through daily content is a huge source of B2B leads. To make your voice heard, publish both under your company page profile and under your individual profile as someone representing your company. That way, you can maximize your content exposure on LinkedIn.
Use an editorial calendar to keep a steady flow of content. Try posting at least once a week but strive for once a day if you can. Eventually, your network will learn to look forward to your thoughts and insights.
Whatever you do, make sure your content always adds value to users. You should share innovative and original ideas backed by relevant data. Include visuals like infographics or high-quality leads and photos, anything to capture users’ attention. Discuss action plans that others can follow to show you have real value to offer. An excellent example of this is search engine optimization (SEO) guru Brian Dean. He’ll show off one of his accomplishments and then tell you how he did it:
Source: https://www.linkedin.com/in/brianedean/detail/recent-activity/shares/
If you can’t think of what to post about, check out the “what people are talking about now” box on the right side of the homepage for some inspiration. Try striking up new conversations by forecasting future industry pain points or digging into their causes. You can also always share other people’s content that you find especially helpful or insightful. Stay selective with what you share and users will come to appreciate your tailored taste.
Mention influencers to build extra credibility. Cite any conversations you’ve had with other thought leaders whose followings you want to tap into. This can mutually benefit you and them by merging your networks. So look for ways to collaborate with other industry leaders.
End every post with relevant hashtags. LinkedIn adopted hashtags from Twitter to categorize trending topics and improve searches. By including hashtags that relate to your client’s needs, you can attract potential customers or clients searching LinkedIn for that specific topic. But don’t overdo the hashtags. Otherwise, it may come across as tacky. 3 or 4 hashtags are enough.
Finally, don’t forget to reward user engagement on your content by liking and responding to comments and following up on any questions. The more you engage, the more likely users will want to engage with your posts.
Like other social networks, LinkedIn offers advertising on their platform. Though LinkedIn advertising is more expensive than advertising on Google or Facebook, it can also be more effective. Most LinkedIn users are already ready to do business. So your ads are already very targeted.
To start advertising on LinkedIn, first create a Campaign Manager account by clicking the “Work” icon in the top right corner of the homepage and then selecting “Advertise.” You’ll be asked for an account name, a billing currency, and a LinkedIn Page with which to associate the Campaign Manager account. Then click “Create account.”
The inbound lead generation Campaign/inbound lead generation process Manager will first ask you to choose from the following main objectives: brand awareness, consideration in form of visits and engagement, and conversions via the lead generation process. For the Business to business lead generation process, we recommend selecting conversions as your goal.
From there, you will choose your target audiences filtered by 20 different categories, including location, company, job experience, education, demographics, interest, and traits. You can even create custom audiences with LinkedIn’s Matched Audiences and lead generation tools.
There are four different types of ads to choose from: Sponsored Content, Message Ads, Dynamic Ads, and Text Ads:
Once you’ve chosen an ad type, you can determine how you want to fund your campaign. LinkedIn offers three pricing options: cost per send (CPS), cost per click (CPC), and cost per impression (CPM):
At this point, you can let your ad campaign go live. Track how it performs in the Campaign Manager and make adjustments as needed. You can edit your ads, refine your target audience, and adjust your budget as you go.
Advertising on LinkedIn can bring in a lot of B2B leads because it’s the network that most professionals use. It’s no wonder that B2B display advertising is projected to keep increasing from 2018 to 2021:
Source: https://www.statista.com/statistics/1256362/linkedin-advertising-b2b-us/
Besides advertising, LinkedIn offers several internal and lead-generation tools to help you manage B2B leads. Check out it’s Conversion Tracking and Sales team Navigator tools, for example.
On top of that, there are a host of other digital inbound lead generation tools available when it comes to Business to business lead generation. Experiment and find ones that work for you.
Generating B2B leads on LinkedIn is an ongoing process. But with an attractive company page and showcase pages, relevant groups, advanced outreach techniques, stellar content, and targeted advertising campaigns, you’ll have plenty of leads in no time.
If you need help managing your LinkedIn ad campaign, ppc.co can help. Our experts have years of experience using LinkedIn to generate leads. We offer provable return on ad spend, concrete reports, ongoing consulting, flexible plans and pricing, all with a personal touch. Contact us today for a free, comprehensive pay-per-click (PPC) audit and advertising assessment.
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Pay-per-click (PPC) remains one of the fastest paths to pipeline, but the economics vary widely by industry and are shifting as AI reshapes the SERP. CPCs are up versus prior years, conversion rates have improved in many categories, and lead quality is increasingly a function of how well advertisers feed first-party data into bidding models.
The table below summarizes 2025 search-PPC benchmarks by sector—CPC, conversion rate (CVR), and cost per lead (CPL)—so you can compare what “good” looks like in your niche and calibrate ROI assumptions.
Use these numbers as directional guardrails, then layer in your own close rates and LTV to get to the only metric that matters: profitable growth.
In short, AI is changing the way PPC campaign management is occurring, and it's happening FAST.
ROI ≈ (Close-Rate × Avg Customer LTV ÷ CPL) − 1
Example (legal): if close-rate 12% and LTV $6,000 on CPL $132 → ROI ≈ (0.12×6000 / 132) −1 ≈ 4.45x (345% net). Improve any one input (faster intake bumps close-rate; better routing lowers CPL) and ROI jumps. Benchmarks for CPL/CVR above provide solid starting points. LocaliQ
PPC will keep paying when two things are true:
(1) you can convert and qualify leads quickly, and
(2) your bidding models are trained on the outcomes that actually make you money.
As AI compresses differences in targeting, the edge shifts to first-party data, creative velocity, and value-based bidding.
Treat the benchmarks above as starting points, then rebuild your ROI math from the ground up: ROI ≈ (Close Rate × LTV ÷ CPL).
Contact us today for your customized PPC audit to see how we can improve your search engine marketing ad spend.
When you’re running pay-per-click (PPC) ads, it’s easy to assume clicks mean genuine interest, but most car shoppers are just kicking tires online. Seeing your inventory once doesn’t mean they’re ready to buy anytime soon or even at all. If you want to reach the portion of clicks that come from serious buyers, you need to use retargeting.
The reality is that even prospects who intend to buy a car will bounce before contacting you or visiting your lot in person. And if you don’t have a way to keep them aware of your business, when they’re ready to buy, they’ll buy from a competitor. Running retargeted ads will keep your dealership in their awareness even after they bounce.
According to a 2022 Cox Automotive Car Buyer Journey Study, the average person spends more than 14 hours searching for a new car, which includes visiting around 5 websites before making a purchase decision. The sites they visit include automakers, dealers, third-party sites, and pre-owned car lots with online inventory. Your prospects aren’t going to buy right away, so to get the sale you need to reel them back in. If you’re not using retargeting – also called remarketing – in your PPC campaign, you’re missing out on hot leads.
Buying a car isn’t a small decision. People compare makes, models, and deals and look for dealerships with great reputations. Getting a single click from a potential car buyer isn’t enough to make the sale. And when they bounce, there’s no guarantee they’ll remember you exist. You’re paying for all those initial clicks, and if potential leads never come back you’ve wasted your ad spend. When you use retargeting, you’ll have another chance to turn their curiosity into a conversation, and that’s why remarketing is an essential component in every PPC ad campaign.
PPC ad retargeting for car dealerships shows your ads to people who have already clicked on an ad or visited your website. When implemented strategically, it keeps your dealership visible across multiple platforms and follows those people across the web. For example, when you run retargeted ads on the Google Display Network, your display ads will show up on the blogs, news sites, and apps your prospects frequent.
You can also run retargeting campaigns on social media sites like Facebook and Instagram. As long as your prospects scroll through their daily feed, your ads will show up for them if they’ve already interacted with you. YouTube also offers retargeting options with video ads that play right before the content. In fact, don’t underestimate the power of YouTube video advertising. According to data from Wyzowl, video ads convince 84% of people to buy a product or service.
Not everyone searching for a new car will respond to the same bland, boilerplate message. For example, someone browsing luxury SUVs isn’t going to click on an ad that says, “Low APR on all models!” That’s where remarketing shines. It lets you tailor your message to what each user actually wants, which increases response rates.
With retargeting, you can segment your audience based on their interests and behavior. For example, someone comparing financing terms won’t be swayed by flashy sports car imagery. With retargeting, you can show truck shoppers truck ads and sports car shoppers sports car ads. It sounds simple, but it’s one of the most powerful marketing methods of all time. People are far more responsive to messages that feel personal. You may have caught their attention with a general ad at first, but once they start browsing those SUVs on your website, you can retarget them with SUV ads.
When you use retargeting, you can provide different calls to action (CTAs) to users based on how they’ve engaged with your web pages. A visitor who spent a lot of time on your truck inventory pages can be served ads for your latest truck deals. Someone who checked out your lease specials can be hit with ads that talk about financing offers. It’s deceptively simple and brutally effective. Relevance is everything. When your ads reflect what the prospect was already thinking about, it feels personal and resonates.
A next-level tactic is using engagement depth to determine how strong your call to action should be. For instance:
· Multi-page viewers and long dwell times. These are warm leads and can be retargeted with stronger CTAs like “Book a test drive” and “Get a quote today.” They’re close to converting and just need a little push.
· Single-page bouncers. These are people who just peeked at your site. They can be re-engaged with lighter touchpoints like a general promotion or model comparison guide to reel them back in.
· Abandoned lead forms. If someone started filling out a form but didn’t finish, retarget them with a reminder and a stronger offer to sweeten the deal (e.g., “Complete your form for $500 off!”).
This level of nuance turns retargeting into a conversion machine and allows you to show the customer exactly what they want to see.
People don’t buy cars from whatever dealer they find first. That’s too risky. They buy from dealerships they trust and that feel familiar. You can build that sense of familiarity and trust through retargeting. For example:
· Consistent branding across ads. Using consistent branding, design, and messaging throughout your ads reinforces your dealership’s identity.
· Frequency builds familiarity. People need to see a brand between 5-7 times before they’ll remember it. Retargeting puts your dealership in front of people over and over again. Even if they don’t click right away, it’s helping to establish your credibility.
· Social proof works. When you use social proof like customer testimonials or awards in your ads it builds trust with your prospects.
Trust is earned over time, and retargeting will help you get it.
If you’re not using retargeting, your competitors definitely are. Car dealerships operate in one of the most brutally competitive markets out there, with national chains and franchise giants dominating search results and flooding ad channels with endless budgets. If you’re not showing up again and again, your competitors will, and they’ll scoop up all your leads.
The good news is you don’t need a massive marketing budget to get results. Retargeting allows smaller, local dealerships to play smart rather than trying to play big. When you focus on local PPC with hyper-targeted remarketing, you can reach a smaller, more qualified audience – people who are actually in your area, browsing your inventory, and likely to buy soon.
And unlike those cookie-cutter campaigns from national dealers, you can make your messaging feel personal and specific to your local community. That’s an edge big budgets don’t have.
Every visitor who leaves your website without converting is a potential sale but not necessarily lost. With smart retargeting, you can bring them back into your funnel and stay top-of-mind while your competitors waste money shouting into the void. Persistence wins the sale and retargeting is how you stay on the map.
To be blunt, search ads can get expensive fast, especially when clicks can cost a couple dollars per click. Pouring money into cold traffic is gambling on people who may not be ready to engage. Retargeting changes everything.
Display retargeting clicks typically cost a fraction of what you’d pay for search ads using competitive keywords. You’re no longer paying top dollar to get someone’s attention from scratch – you’re nudging people who already know who you are, and those people are more likely to respond. This makes retargeting one of the most cost-effective ways to use your advertising budget.
· Lower CPC, higher intent. Retargeting costs less per click, but you’re targeting people who already visited your site and showed interest.
· Better conversion rates. Familiarity breeds trust. Retargeted visitors are statistically more likely to convert than new users who just clicked an ad out of curiosity.
· Higher ROI. Since retargeting reaches warm leads, the cost of acquiring a lead is usually lower, which means your overall cost per lead is lower and you get better ROI.
If you’re skipping remarketing because you think it’s just something “extra” that doesn’t make a difference, you’re not saving money – you’re losing easy wins. Instead of perpetually chasing new, cold traffic, invest in converting the traffic you’re already getting. That’s exactly what remarketing does.
Generic ads are fine for first impressions, but once someone has browsed your inventory it’s time to get specific with dynamic retargeting. Here’s how it works:
When a prospect views a specific vehicle on your site, you can use retargeting ads to show them the exact vehicles they viewed and others like it down to the year, color, trim, and mileage. For example, if they looked at a black 2005 BMW 535i, that’s exactly what they’ll see in the ad – the same photos, same specs, all across sites like YouTube, Facebook, news platforms, and more. This reminds your prospects of exactly what they want.
Dynamic retargeting works by integrating your live inventory feed with your ad platform, like Google Ads or Meta. This means the vehicles displayed in your ads will always be up to date and won’t feature cars you sold last week.
Beyond personalization, dynamic ads are an incredible tool for creating a sense of urgency:
· Leverage scarcity. With these ads, you can leverage the power of scarcity by stating that your inventory won’t last. Using messages like “Only 1 left” or “Recently reduced” signals that the opportunity won’t last.
· Show what’s popular. If a particular model is getting a lot of views, let your prosects know. People don’t want to miss out on a good deal.
· Trigger action with FOMO. Fear of missing out is real, and when people see the car they want again – with a reminder that it might sell soon – they’re more likely to come in for a test drive.
By using retargeted ads, you can increase conversion rates by up to 200% compared to standard display ads. These ads feel more like a helpful reminder than an outright advertisement.
If you’ve never run paid ads before, it’s easy to assume your only options are basic keyword targeting and generic follow-up ads. But today’s ad platforms give you a buffet of hyper-specific targeting capabilities to fine-tune exactly who sees your ads, where, when, and how.
One of the most effective PPC retargeting tactics for car dealerships is location-based targeting. With radius targeting, you can serve ads to people within a specified distance from your dealership, like within 10-15 miles. These will be prospects who are not only likely to visit your site but could realistically walk into your showroom today. Don’t waste ad spend on clicks from people three states away.
Then there are device-specific campaigns. If your analytics show that 75% or your traffic comes from mobile (this is common), you can launch a mobile-only retargeting campaign with click-to-call buttons, mobile-optimized landing pages, and a map and directions built right into your ads. This will improve the user experience and increase conversion rates.
Timing also matters. When you schedule your ads you can control when they appear. Run them during lunch breaks, in the evenings, or on weekends when people have more time to browse car listings and are more likely to make big purchase decisions.
Other strategic targeting elements include:
· Demographic targeting. You can tailor your messages based on age, income level, and household status. A 25-year-old college grad and a 45-year-old parent are not shopping for the same reasons even though they might buy the same car.
· Behavioral triggers. You can create audiences for your retargeted ads based on repeat visits, clicks, video views, or interaction with a specific feature like a trade-in calculator.
· Lookalike audiences. Build new audiences that resemble your best customers. Platforms like Meta and Google are really good at identifying similar users based on their behavior online.
The bottom line is that retargeting doesn’t have to be broad. With the right strategy, it becomes a smart, cost-effective system for reaching the right prospects at the right time.
Have a sale, lease offer, or year-end clearance? Retargeting can amplify the urgency to act now. By offering short-term discounts and financing deals, you can tap into the urgency people feel when presented with time-sensitive offers. Emphasize the end date using a countdown timer or final deadline to create FOMO (fear of missing out).
With this type of retargeting, you can align your ads with your email messaging to increase conversions even more. For example, if you sent out a promotion to your email list, they’re likely to see your retargeted ads and be reminded of the deal you’re offering.
Retargeting is the PPC secret weapon most car dealerships don’t take advantage of. Using this strategy can make the difference between a one-time curious visitor and a buyer ready to schedule a test drive. If you’re spending money on clicks without retargeting your visitors, you’re wasting your ad spend.
At PPC.co, we specialize in high-performance white label PPC campaigns that include smart retargeting from day one. Whether you’re launching your first campaign or looking to tighten up your existing ad strategy, we can help you capture more leads, drive more traffic, and move cars off your lot. Let’s turn those clicks into closed deals – contact us now to get started.
