How to use LinkedIn to find new clients

How to use LinkedIn to find new clients

Prerequisites before you start 
Update your profile or create one if you haven’t already done so. A photo (professional, of course) is essential to optimize your chances of being seen and recognized!
Refine your presentation, choosing your “keywords” and your title.
Highlight your assets: expertise, recommendations, certifications, customer references, website, etc.
Be responsive to various requests: contact requests, comments on content, emails (LinkedIn messaging), etc.
Check for consistency with your other social network profiles.
Now that your LinkedIn profile is up to date, here are eight steps to help you find clients.

1 – Know your target


First of all, you will need to determine the profile of your customers (industry, company size, geographical area, title, skills, etc.); this is the basis of any successful customer segmentation. Then, study their profiles to know how to contact them and find information that will allow you to prepare your approach: what interests them, belonging to a group, etc.

2 – Look first in your network


Check your network to see if there are people around you who could join your network: former clients, colleagues, schoolmates, etc.

You may have contacts who could be interested in your business, even as influencers! Contacting them will be all the easier because you already know them. But first, recreate a link with them before testing the effectiveness of your presentation.

3 – Get recommended by your network


Once the relationship is established, consider whether there are any possible connections with your contact’s network. Going through an intermediary to make contact is an exciting approach technique. However, you will need to gain the trust of your communication, as they are “exposing” themself by doing this for you. Then, do not hesitate to ask them to recommend you if all the indicators are green.

4 – Join groups


Join groups allows you to get to know your prospects and learn more about their needs, professions, environment, and problems. Once you have joined a group, interact with the members: show your expertise, answer questions, and get noticed!

Take advantage of this opportunity to send a connection request to those who seem relevant to expanding your network.

5 – Create a contact with your prospect


Thank your new contact
Creating a contact is a simple way to start a conversation and make a connection with your communication. You are talking to humans, so be human and courteous.

Use Inmail instead of email (LinkedIn messaging)
You can contact the person directly via the platform without needing their email.

Show them that you are a resource.
Your expertise can help solve your prospect’s problems thanks to sharing your content (white papers, articles, videos, infographics, case studies, etc.), the advice and recommendations you give, or the connections you make with other members of your network.

6 – Showcase your expertise


Create content
Remember, LinkedIn is a social network where sharing and exchange are essential. Before creating anything, you will first have to identify the topics your prospects have an interest in. Then, you will have to find an original angle to catch them.

Publish regularly to show your expertise
Regular posting can make you a “go-to” person. Scour the web to discover new content that might interest your audience and share it to interact with them (content curation). It’s a quick way to make yourself useful for your target and inexpensive.

7 – Avoid an overly commercial approach


The “big sell” has never been a success during a sale. Therefore, avoid promoting your offers, especially during a first approach. Indeed, you don’t know the prospect or his needs well enough to offer him a relevant solution.

Favor dialogue and personalize your exchanges, which will make it easier to “place” yourself. And the right moment to “sell” will come as a matter of course.8 – Maintain your network

8 – Maintain your network


Follow the news of your targets.
The more you take an interest in them (publications, news, comments), the better you will know them, and the more effective you will be in your sales approach.
Encourage the prospect to contact you.
In your presentation, you have the opportunity (or not) to mention your contact information: phone number, email, website.

Continue to develop your prospect base.
Be creative and clever to motivate your prospects to join your network (content, formats, groups, etc.). Prospecting is not a month in the year, and it’s all year long.

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