How to find engaged contacts on LinkedIn

One of the leading indicators of success for any ABM strategy is engagement.

Not just account engagement, but contact engagement too. How are we engaging the entire buying committee? How are they responding to our targeted messaging and content?

Truthfully, it’s not easy to identify engaged contacts who are responding to your messaging and content on platforms like LinkedIn.

But I’ve found one quick hack to find engaged contacts.

Some may call it OCD, but I keep a very close eye on how our LinkedIn ads are performing. Specifically, who is engaging with those ads in the form of likes, comments and shares.

Let’s take a look:

In this ad, we can see there are three likes and one repost. Typically what I’d do is dive in to see who is engaging with this ad and how well they meet our buyer personas. If they do, I’ll send their name and a link to their profile to the assigned sales rep so they can reach out to the contact.

I have access to our LinkedIn campaign manager, which allows me to follow our ads like a hawk. If you don’t have access, I’d recommend your performance marketing person send you the link to the ads to bookmark.

Usually, I’m looking at our ads at least a few times week to see if there are new engaged contacts to pass along. Because honestly, while it’s a good leading indicator of engagement, your sales team will love it.

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