6 Tips To Better Prospect With Linkedin

Published on December 13, 2023 by David Zhang

6 Tips To Better Prospect With Linkedin

LinkedIn, with over 800 million members worldwide, is not just a powerhouse for job seekers and recruiters; it's a goldmine for savvy sales professionals looking to prospect smarter and more efficiently. Leverage the largest professional networking platform to your best advantage with the following six tips:

1. Fully Optimize Your LinkedIn Profile

Before diving into the prospecting pool, make sure your own profile is as polished and persuasive as it can be. Your profile serves as your digital business card and first impression. Keep the following in mind:

  • Professional Profile Picture: Choose a clear, professional photo where you're the focus and there's a simple, uncluttered background.
  • Custom Headline: Rather than your job title, use the headline space to concisely convey the value you bring to clients.
  • Compelling Summary: Write a summary that tells your story, explains how you help clients, and includes a call-to-action.
  • Experience and Skills: Highlight relevant experience and include specific skills that showcase your expertise.

2. Use LinkedIn’s Advanced Search to Find Perfect Prospects

To find quality leads among millions of professionals, tap into LinkedIn’s advanced search feature. You can filter by location, industry, current company, past company, profile language, non-profit interests, and more.

  • Boolean Search: Use Boolean logic (AND, OR, NOT) to refine your search further. This can help you target your insights with greater precision and find the most promising prospects.
  • Saved Searches: Once you've hit on a combination that yields good results, save the search to easily run it again in the future.

3. Engage Authentically and Create Value Before Selling

Nobody likes being sold to right away. Before you pitch, establish a genuine connection by engaging with content, commenting on posts, and sharing valuable insights. Here’s how to do it without feeling like a bother:

  • Share Relevant Content: Post articles and insights that your prospects will find helpful. This positions you as a valuable resource in your field.
  • Comment Thoughtfully: Don't just "like" a post. Leave thoughtful, substantive comments on your prospect's updates to show genuine interest.
  • Join and Participate in Groups: LinkedIn Groups can be a great place to find prospects. Join groups relevant to your target market and actively contribute to discussions.

4. Connect with a Personalized Invitation

When you send a connection request, always include a personalized message explaining why you’d like to connect. Keep it concise, professional, and specific:

  • Mention Common Ground: Whether it’s an alma mater, mutual connection, or a recent post they made, bring up something you have in common.
  • Express Genuine Interest: Let them know what you found intriguing about their profile or contributions to discussions.
  • Don’t Sell: Resist the urge to include a pitch in your initial connection request.

5. Utilize LinkedIn’s Sales Solutions: Sales Navigator

Invest in Sales Navigator, LinkedIn’s paid sales solution, for deeper insights and better targeting. Sales Navigator keeps you informed about prospects, allows you to search with advanced filters, and track all your prospecting activities on the platform. Here are some features to use:

  • Lead Recommendations: LinkedIn's algorithm surfaces potential leads based on your saved searches and interactions.
  • Lead and Account Lists: Organize your prospects with lead and account lists, making it easier to keep track of your pipeline.
  • InMails: Reach out to LinkedIn users you’re not connected with using InMail messages, and make sure those messages stand out with personalization.

Maintain High-Quality Messaging Whether it's a connection request, a direct message, or an InMail, quality always trumps quantity. Ensure every touchpoint offers value. Avoid cookie-cutter messages and always tailor your communication to the prospect's industry, company size, job role, or noted pain points.

  • Offer Solutions, Not Products: Focus on how you can help solve a prospect's problem or improve their situation.
  • Be Brief and To-The-Point: Respect your prospect's time by keeping messages brief and easy to read.
  • Follow Up Respectfully: If you don't hear back, it’s okay to follow up once or twice. However, always be mindful not to be persistent to the point of annoyance.

6. Facilitate Seamless Transitions from LinkedIn to Meetings

The ultimate goal of prospecting on LinkedIn is to facilitate conversations outside the platform. When the time is right, suggest a phone call, video conference, or face-to-face meeting.

  • Soft Transition: After a few positive interactions online, it's much easier to propose a meeting without feeling abrupt or pushy.
  • Personalize the Offer: Tie the meeting to a discussion you've had on LinkedIn to show why a meeting would be mutually beneficial.
  • Value Proposition: Reiterate how you can deliver value or insights in a personal conversation.

LinkedIn is about fostering professional relationships, not hard-selling. As you prospect, frame your approach around how you can help others achieve their goals or solve their problems. The professionalism with which you conduct yourself on LinkedIn reflects directly on you and by extension, the AI tools or platforms, like Aomni, your startup uses to make prospecting a breeze.

By integrating genuine connections with strategic use of the platform's features, you'll be able to prospect more effectively and form more meaningful business relationships on LinkedIn.

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