Today, LinkedIn is the essential social network for B2B prospecting. With over 900 million members worldwide, it represents a goldmine for professionals looking to generate qualified leads. But you still need to know how to find potential prospects on LinkedIn, without spending hours on it. Here’s a clear and effective way to boost your prospecting strategy.
1. Optimize your LinkedIn profile for prospecting
Before you start looking for prospects, make sure your profile is professional, clear and engaging. Your profile is your showcase: it must reassure, convince and make people want to contact you.
To have a good LinkedIn profile, you must :
- Professional profile photo
- Customized banner for your business
- Catchy, value-added title (e.g. “I help companies generate qualified B2B leads”)
- Clear summary with a call to action
- Relevant experience and recommendations
A well-optimized profile considerably increases your conversion rate when making contact.
2. Use LinkedIn’s advanced search
The LinkedIn search tool (free or via Sales Navigator) is extremely powerful for identifying qualified prospects.
Parameters to be refined include :
Business sector, job title (e.g. “Marketing Manager”, “Sales Director”), geographical location, company size.
In addition, use keywords specific to your target audience in your searches to obtain relevant results.
3. Join and interact in the right groups
LinkedIn groups are often under-exploited. Yet they are ideal for identifying prospects who are active on specific topics.
4. Publish content to attract prospects
Prospecting isn’t just about private messages. By regularly publishing high value-added content, you naturally attract your prospects to you (inbound marketing). LinkedIn’s algorithm favors engagement, so be regular and interactive in your publications.
5. Send personalized, non-intrusive messages
Once you’ve identified your prospects, avoid impersonal copy-and-paste messages. Instead, adopt a human, personalized approach.
It’s important not to sell directly, but to create a relationship first.
6. Use LinkedIn Sales Navigator to go further
If you’re into large-scale prospecting, Sales Navigator is a must-have. It offers ultra-targeted search and intelligent prospect suggestions.
Conclusion:
LinkedIn, a powerful prospecting tool… if used properly! At Reetch, we’ve developed an expertise in the use of this social network: finding prospects on LinkedIn can’t be improvised. It’s a strategy that combines optimization of your profile, targeted research, valuable content and a human approach. Reetch can help you apply these best practices, particularly in targeted research and the conversion of leads into qualified appointments, and guarantee that LinkedIn will become a real lever for commercial growth in your business.