How to prospect on LinkedIn? five tips for your team

Understanding how to prospect on LinkedIn and approach clients intelligently and directly is undoubtedly a competitive advantage your company can have.

prospect on LinkedIn

For this, however, it is necessary to build a clear message, above all, that delivers value to your potential client.

We can make a simple analogy – even a passage through the past – to understand the importance of applying this strategy.

Remember when you were a kid on your first day of school, and you didn’t know anyone in your class?

There were two options:

approach kids and try to make new friends;
spend the breaks alone.
We can apply this same logic more precisely to social selling in sales.

On LinkedIn, there are many opportunities (read: people) waiting for a good solution that helps them in the challenges they face in their daily business.

Understanding how to prospect on LinkedIn is so essential: besides communicating in a personal and direct way, you can generate more trust in your receiver.

Communicating intelligently that makes sense to your potential client is quite a mission.

After all, there is no point in just doing numbers: putting a massive amount of leads at the top of the funnel if they have no adherence to your business.

Otherwise, you will only have wasted time and, above all, a lot of money (prospecting and servicing).

Today, those who understand how to prospect on LinkedIn have a significant advantage over those who call or send “cold emails. This is because not everyone publicly lists their business email address.

You may even find a general email address on the prospect’s website… but it is not the same.

LinkedIn may be the most powerful among many tools used in social selling, especially in B2-B sales.

Through it, you can connect one-on-one with your prospects in a way you couldn’t before.

Understanding how to prospect on LinkedIn is a differentiator for salespeople.
How to prospect on LinkedIn?
Not being able to go further in your customer acquisition strategies because you can’t find their email or phone number is, without a doubt, very frustrating. So, use LinkedIn to your advantage.

While it’s easy to find potential customers on LinkedIn, things can get complicated if you don’t know how to approach a customer.

prospect on LinkedIn

To send something directly to users who are not connected with you, you will need to be a premium user – it may be worth it for your business. Or you can purchase InMail credits.

Of course, any LinkedIn member can include a message with a connection request to any contact.

This message, however, is limited to 300 characters, and the recipient may decline your invitation without even having read what you have written.

So, for this reason, it might make sense to subscribe to the premium feature to get more freedom in your active prospecting strategy.

Five tips on how to prospect on LinkedIn

1 – Find common ground

The main advantage of using LinkedIn as an outreach and client prospecting channel is the amount of information you can get from a person. His work history, educational background, interest, content… When you find a potential client on a social network and want to connect with him, the first thing to do is to check out his profile on the site. The mission is to find a common point between you and the person that will be approached. If the person is active on LinkedIn, see what they have shared and created. Also, please take note of critical aspects such as position, time in the company, professional experiences, and LinkedIn groups they are a member of… Then start cross-referencing some data:

Are you from the same area as the prospect?
Did you attend the same university or course?
Do you have any special knowledge about their industry?
Look for this connection between the two of you. Remember that this is the fundamental point to understanding how to prospect on LinkedIn and that it must be something work-related, necessarily. Only then will you be able to be truthful and generate some value. So don’t copy and paste the same message to several leads. Although it is good to have a client message ready, this alone is not enough. Use what you have learned from the prospect’s LinkedIn and adapt and customize your approach message.

2 – Look for a mutual connection to introduce yourself

How to prospect on LinkedIn?
Having done the first part, find out if you have any shared connections with your potential buyer. It’s often easier to start a conversation with some stranger if someone can get the ball rolling. So if you have friends or former co-workers in common, try asking one of your connections to introduce you to the prospect. That is, of course, if you feel comfortable doing so. Your mutual connection can initiate a group message and then share how they (you and you’re mutual) met. Once this is done, you finally have the green light to approach this person individually. Another, more traditional approach is to mention this standard connection in your first message to the customer. This, of course, always considers something in common that you and the prospect have, as mentioned above.

Look for a mutual connection to introduce yourself

3 – Keep it direct

Think of the LinkedIn message as an instant message – similar to SMS or WhatsApp – rather than an email. This means the following: avoid paragraphs of text that are long. A few concise sentences will do the trick. As with cold mail or cold calls, the length of your message has a significant impact on whether the lead will respond or not. In other words, it determines whether you will have more or less persuasive power in your approach. After all, your goal in the first message is to get the recipient to respond. Yes: it is pretty challenging to send a short, direct message and at the same time convey everything you need – but it is worth a try. And, of course, it is even an obvious one. But it needs to be said: you cannot worry about selling in your first message. It is something for later on when the lead shows interest in what you have to offer.

4 – Leave a question for the lead

How to prospect on LinkedIn?
If you receive a message from someone strange, you would possibly not be willing to respond. Unless, of course, he gave you a good reason, right? Besides focusing on establishing a relationship, your initial contact needs to keep the conversation going. So include a question at the end of the message and give the customer a reason to respond and interact with you. This question can be about the prospect’s experiences, their interests, your mutual connection, or even their occupation, position, or market. Ask something that only someone precisely like him could/would answer.

Leave a question for the lead

5 – Monitor and take the next step

After approaching one or more people, you cannot expect everyone to respond immediately.

Therefore, it is essential to follow up on the connections you initiated and see if they responded right away or not.

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