You know you need to be on LinkedIn, but what’s the best way to use it for your business?
With over 800 million users around the world, LinkedIn can be a powerful tool for finding new customers and growing your business – but only if you know how to use it correctly.
These easy-to-follow LinkedIn prospecting tips and best practices will show you exactly how to get the most out of this social network. From finding potential customers to building relationships with key contacts, we’ll help you maximize your LinkedIn success!
What is LinkedIn Prospecting?
Linkedin prospecting is the process of systematically identifying, engaging, and connecting with potential clients on the world’s largest professional social media platform. This strategy involves researching prospects to determine who is most likely to be interested in the services or products and then reaching out to them directly with targeted messages.
This can involve utilizing Linkedin’s built-in search tools to discover potential contacts, joining relevant industry groups, or leveraging robust third-party solutions that allow you to reach a broader scope of contacts.
Sales prospecting is an excellent way for businesses to build relationships with decision-makers and establish long-term partnerships. It has become an essential part of the modern approach to outbound marketing, allowing entrepreneurs and sales teams to access new revenue sources without spending countless hours of manual labor.
Top 7 LinkedIn Prospecting Tips and Practices
1. Search for the right keywords
When it comes to finding the right people for your business, Linkedin is a great place to start. However, it’s essential to take the time to do your research and find the right keywords for prospecting – focusing on job roles or industry terms that match your ideal customers.
The correct keywords ensure you capture the highest quality leads by directly targeting them with relevant messages.
Using the wrong keywords can lead you down a rabbit hole in search results or might show too many irrelevant prospects. Crafting your search with keywords allows you to be more accurate in narrowing down candidates and identifying potential clients.
2. Use Boolean searches
Boolean searches are an invaluable tool for Linkedin sales prospecting, as they allow you to quickly and efficiently target potential leads with incredible precision. They let you use language from Linkedin profiles to hone in on the candidates who meet your criteria by using specific keywords, phrases, and qualifications.
This means that instead of trawling through hundreds of generic profiles to find potential leads, you can tailor your search, resulting in more quality leads in a fraction of the time. What’s more, Boolean searches are simple and straightforward; if you’re new to using them for recruiting on social media sites like Linkedin, it won’t take long for you to become a master.
3. Connect with 2nd and 3rd degree connections
When it comes to unearthing the right opportunities and expanding our personal network, many of us make the mistake of only connecting with 1st-degree connections.
While these primary connections are invaluable in helping to find common ground and show mutual respect, they aren’t necessarily enough to uncover the expansive possibilities.
Tapping into 2nd, and 3rd-degree connections through prospecting can be valuable by increasing our network size substantially.
It can also give us access to valuable information about a person’s professional background without ever having met them in person.
Prospecting for 2nd and 3rd-degree connections on LinkedIn is especially helpful for those who are new to a particular field– whether it’s marketing, engineering, design, or beyond– as it serves as a guidebook of sorts where we can discover resources, build relationships and gain meaningful insight from people who may not necessarily have made their way onto our radar otherwise.
4. Join relevant groups
Joining relevant LinkedIn groups is imperative for successful online sales prospecting. It allows you to access a larger pool of potential partners, influencers, customers, and referrals.
It also enables you to connect with people who share your interests, thus broadening your network and increasing your visibility in the marketplace. Furthermore, participating in group conversations can help build trust and rapport among members while introducing your brand’s solutions to new audiences.
By engaging with these groups regularly with thoughtful comments or resources, users are better able to generate new leads, strengthen client relationships, and make more informed buying decisions. Put simply – investing time in relevant LinkedIn Groups can be a huge asset to any sales team by providing powerful connections that may not have been possible otherwise!
5. Use InMail
InMail is a feature on LinkedIn that allows you to send messages directly to other members, even if you’re not connected with them. This can be a great way to reach out to potential prospects who you think would be a good match for your business.
What’s more, users are eight times more likely to engage with LinkedIn members they don’t know when contacted through InMail, so it is worth a shot if you want to open yourself up to new opportunities.
Sending personalized messages directly to those you want to connect with allows you to start conversations and build relationships that weren’t there before. This type of LinkedIn outreach has the potential to open up lines of communication that can ultimately become lucrative business partnerships in the future.
6. Check out their profile
Before you reach out to a potential prospect, it’s always a good idea to check out their profile so that you can learn more about them.
Checking out their profiles will give you an overview of what they do, what they have achieved, and who they follow. This information can be used to personalize your LinkedIn outreach and add some insights to your messaging so that it resonates with your prospect. It gives an edge in tailoring specific and relevant messages.
It also helps you understand the problems they usually solve and allows you to use them as starting points for conversations. In doing so, Linkedin profile checks allow you to make the conversation more productive when doing your LinkedIn outreach.
7. Send a personalized message
Engaging prospects on Linkedin requires a careful balance between quickly delivering the right message and personalizing it to make a real connection. A templated message won’t stand out – recipients may think it is spam or be uninterested in the generic offering.
On the other hand, taking the time to craft a personalized message that references personal experiences, expresses genuine interest, and clearly outlines why connecting will add value to both parties shows respect and sets your communications apart from the competition.
Personalizing your message is important because it shows the recipient that you respect their time and expertise while also recognizing them as individuals.
Additionally, a personalized message can spark curiosity in the prospect by professionally addressing them and setting yourself apart from other cold approaches. Making these connections through personalized messages increases the chance of success when doing prospecting.
LinkedIn Sales Prospecting: What Are the Steps?
1. Search for your ideal target market.
LinkedIn offers a number of different search options that can help you narrow down your target market. Think about who your product or service would be best suited for, and begin researching those customers on Linkedin.
Look for relevant content they are engaging with or specific characteristics that could identify them as a good fit for your brand. Drilling down into groups and conversations related to your industry can also yield great information that helps you identify people who may fit your ideal customer profile.
2. Connect with potential customers.
Build a profile that clearly explains who you work for and what you do, then start adding contacts and engaging in conversations related to your area of expertise. Connecting with potential customers on Linkedin can allow you to demonstrate your knowledge and build relationships that could lead to sales in the future.
3. Start a conversation.
To maximize your chances of finding a successful connection, craft a message that is both engaging and informative. Include a specific call-to-action that outlines how you can help the prospective connection and why they should reach out to you.
Ensure your message highlights something unique about you or your business that sets you apart from the competition. Also, follow up on any responses and conversations, even if they are negative – this shows professionalism and dedication while creating an opportunity to turn a negative experience into a positive one.
4. Build a relationship.
When it comes to sales prospecting, building solid relationships is key. After reaching out to prospects, continue engaging with them by commenting on their posts, sharing mutual contacts, and offering helpful advice where possible.
Offering to write a recommendation or introducing them to industry leaders also helps build trust while keeping a positive attitude through your interactions and profile speaks volumes.
Doing this ensures you’re seen as someone trying to benefit from the relationship and as an experienced professional who genuinely wants to help connect and further develop the connection with each potential client.
Why Do Your Prospecting on LinkedIn?
1. Easier to find prospects
One of the primary benefits of prospecting on LinkedIn is that it is easier to find potential customers and clients on the platform than on other social media sites. LinkedIn has over 800 million users in over 200 countries, so there is a good chance that your ideal customer or client is on the site.
With its vast network of professionals, researching and connecting with potential customers can be made much easier. LinkedIn allows you to search for people based on their job title, company, or location, making it easy to find prospects that are a good fit for your business.
2. More professional platform
Another benefit of LinkedIn prospecting is that it is a more professional platform than other social media sites such as Facebook and Twitter. This is important because it means that you are more likely to make a good impression on potential customers and clients when you reach out to them on LinkedIn.
LinkedIn allows you to connect with people in your network who can introduce you to potential customers and clients, further improving your chances of making a sale.
This can also be an excellent resource for career seekers and those already employed by helping them stay abreast with current trends that could affect their industry or position. With LinkedIn’s easy use and access to helpful resources, anyone looking for career advancement should strongly consider connecting via this powerful network.
3. More likely to convert
LinkedIn sales prospecting also tends to be more effective in conversion rates than other types of online marketing. A study by HubSpot found that LinkedIn generates the highest number of leads for B2B companies than any other social media platform.
Another study found that LinkedIn users are 2.74 times more likely to convert into customers than from other sources such as Facebook or Twitter.
4. Can target specific groups
Another benefit of LinkedIn prospecting is that you can target specific groups of people with your marketing messages. For example, if you sell products or services targeted towards businesses, you can join relevant LinkedIn groups and share your content with those groups.
LinkedIn allows you to target ads at specific groups of people based on their interests and demographics, which can further improve your chances of making a sale.
5. Allows you to build relationships
Finally, one of the essential benefits of LinkedIn prospecting is that it allows you to build relationships with potential customers and clients. When you reach out to someone on LinkedIn, they are more likely to remember your name and face when they see you in person or receive future communications from you.
Top 4 LinkedIn Prospecting Tools
- LinkedIn Sales Navigator
LinkedIn Sales Navigator is an advanced version of LinkedIn specifically designed for sales professionals. This LinkedIn prospecting tool offers powerful industry tools to help target, connect with, and engage potential customers.
With its more detailed analytics and intuitive user interface, LinkedIn Sales Navigator helps sales reps to take their networking to a whole new level by finding leads within their desired market quickly and easily. LinkedIn Sales Navigator is the perfect way for sales pros to extend their reach in the B2B world!
- Octopus CRM
Octopus CRM is an innovative customer relationship management software designed to streamline business operations and improve customer experience. It helps businesses get a better insight into their customers by organizing customer-related data in one place.
Using it, companies can effectively record, store, manage and analyze vital customer information through its powerful analytics capabilities. Additionally, effortless integrations ensure that various third-party applications can extend the platform’s functionality even further.
Dux-Soup is an automated online tool that assists with web prospecting, lead generation, and data enrichment tasks. It allows users to extract contact or company information from websites with the click of a button.
Dux-Soup provides access to global business directories and enables users to collect contact details from websites like LinkedIn quickly and accurately. Additionally, it saves time because it can be used for automatic follow-up campaigns.
LeadFuze is a powerful digital marketing tool designed to make B2B lead generation, prospecting, and sales more effective. Using Artificial Intelligence (AI), LeadFuze automates lead generation processes – from researching and verifying leads to segmenting and organizing them into lists that can be quickly accessed.
This saves time and energy in the lead generation process, allowing businesses to quickly access high-quality leads that can accomplish marketing objectives such as acquiring new customers and increasing sales.
What LinkedIn Messages Should I Never Send?
One of the worst things you can do on LinkedIn is sending spam messages to people you don’t know. Not only is it annoying, but it’s also a surefire way to get yourself blocked or reported. If you’re sending messages to people you don’t know in an attempt to sell them something, you’re spamming them. So don’t do it!
2. Generic Messages
Generic messages are mass-produced and not personalized for the recipient. These messages can turn off prospects and make them feel you haven’t taken any time to get to know them or their company – this instantly kills any potential of starting a relationship with them.
3. Inappropriate Messages
Inappropriate messages are sexually suggestive, profane, or otherwise offensive. These messages have no place on LinkedIn, and they’ll likely get you reported or banned from the site if you send them. So don’t do it!
4. Too Much Self-Promotion
While promoting yourself and your business on LinkedIn is okay, you shouldn’t go overboard with it. If all of your messages are nothing but self-promotion, people will quickly get tired of it and tune you out. Make sure to mix things up and only promote yourself occasionally.
5. Annoying Sales Tactics
Finally, avoid using annoying sales tactics in your LinkedIn messages. This includes adding people to your mailing list without permission, sending them unsolicited attachments, or constantly trying to sell them something. If you use any of these tactics, chances are good that people will report or block you.
LinkedIn is quickly emerging as the platform of choice for jobseekers and businesses alike looking to make valuable connections. It has a distinct advantage over other networking platforms because it directly connects users with job opportunities and potential business prospects. Here are the top questions about LinkedIn prospecting.
Linkedin has become an invaluable tool for businesses to network and find new contacts, attracting prospective leads and expanding their reach. As a result, observing the best Linkedin prospecting practices is essential to make the most of this social media platform. Not only will this enable companies to get the results they desire, but it also ensures that the user experience is pleasant, which can cultivate strong relationships with connections over time.
Brian Shelton is an entrepreneur, marketer, and life-long learner committed to helping businesses achieve impactful results. He founded Grow Predictably to provide tailored marketing strategies to generate predictable, profitable growth. With over a decade of experience in the industry, Brian has helped businesses, large and small. reach their goals and drive positive change in the world.