Three ways How to Prospect for Clients on LinkedIn:

LinkedIn was founded in 2003 to do the work of connecting contractors with contractors.
Just as there are social networks focused on establishing love relationships between people or increasing the network of friends.

Professionals use LinkedIn to expose their qualities concerning the job market. The newspaper classifieds page quickly became a thing, as the social network has more than 200 million users worldwide.

And it continues to grow among several participants, being responsible for up to 15% of the hiring carried out in some of the countries where it is most popular, such as India and the United States.

Prospect for Clients on LinkedIn

Brazil has also welcomed the social network, with more than 20 million users today, making the country the third most popular LinkedIn user worldwide.

So, although many use LinkedIn to seek new job opportunities for themselves, which is the majority of users, it is also possible to find companies available for B2-B business.

When one company sells a product or service directly to another rather than to the end consumer.

Therefore, social media soon became the darling of B2B prospecting.

Those who work with lead prospecting know that social media is not the best place to carry out the whole process with this potential customer.

This is because the networks have several possible distractions for the lead, who will receive several messages, invitations, videos, and content while establishing a dialogue with you.

With so many possibilities of losing focus, it is natural that the lead will refuse your proposals or even continue the conversation.

Social networks, in general, serve only as a means to get in touch with potential customers.

However, your qualification will come from other communication, such as email or telephone.

Prospect for Clients on LinkedIn

How to Prospect for Clients on LinkedIn 1

Since the companies on there are looking for new business opportunities or at least open to hearing proposals, the chance of distraction or interruptions is much lower.

So, use the tools offered by LinkedIn, such as the lead’s information and the means to connect with him, and continue the approach on the platform itself.

However, there are right and wrong things to do like any prospecting.
Here are some valuable tips on how to prospect on LinkedIn.

Don’t use traditional methods.
Sending a classic introduction email has a meager return, both in response and conversion rates.

So why believe that this old and outdated strategy would work on LinkedIn?

It is necessary to create a context for the presentation, always considering what has already been studied about the lead and can be used as a pretext to start a good dialogue.

Analyze the other company’s information, see when it was created, how many employees it has, and the rest.

Then, use all this to introduce yourself dynamically.

Furthermore, trying to sell your product or service at the very first contact is a terrible idea.

It shows amateurism on your part, but it also scares the other company away.

Add the contact before the approach.
Before contacting the other company to make the presentation, always be dynamic. Without showing that you are there to sell, adding the contact to your LinkedIn network is interesting.

Send the request and wait to see the company’s reaction.

If there is a positive response, it is a sign that the approach can be made and that this other company is open to dialogue.

If the feedback is negative, forget any attempt to contact them and give up the negotiation. After all, it is impossible to sell something to someone who does not want to buy it. And even though LinkedIn is a professional networking site, it is still a relationship network.

Prospect for Clients on LinkedIn

Unexpected or insistent approaches can be very unpleasant and can harm your company.

Interact in the groups
Through LinkedIn groups, there is the possibility of interacting with desired companies without needing a cold introductory approach.

It is possible to identify potential problems or pains of the company sought, building a network of precise data for the moment of the first communication.

In addition, it is possible to give tips and advice to other companies when the opportunity arises, putting yourself closer to the other company in a friendly way.

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If your company does not yet participate in LinkedIn groups, it is time to rethink this strategy and start interacting.

In the worst-case scenario, even if there is no interaction with the company desired for B2B, it is possible to identify the pains of B2C customers through discussions and opinions.

Produce content
Content production is critical in any social network because this will make the difference between the interest or disinterest of people in general and of other companies about yours.

Exaggerate the production, keep up with the frequency of publications and make your audience increasingly engaged on LinkedIn.

However, before you randomly publish content, research your audience and establish specifically for whom the content you are generating is intended.

Articles are not a sales tool initially, they are not for company advertising, and they will not help leverage product sales from one moment to the next.

The content will bring your audience closer to you, influencing the purchase decision in the long term – like an excellent inbound marketing proposal.

Perform all the steps of prospecting
Customer prospecting involves identifying, qualifying, interacting with, and ultimately selling to the lead.

It is no different on LinkedIn, where it is necessary to perform all the prospecting steps to convert the lead and turn him into a buyer.

For, after the first moment when the potential customer shows interest in your content, it is necessary to know what to do to sell your product or service to him.

Prospect for Clients on LinkedIn

A good tip is to see who interacts the most with your page and your publications, assembling a list with the leading names.

Then, qualify this lead considering their size as a company, the region of location, and the represented segment.

From there, send invitations to those most likely to accept your offer. Follow their pages, follow their publications, and only then establish a dialog with the lead.

We guarantee that the chances of conversion will be much higher this way.

What do I do when ignored on LinkedIn?
Suppose you are ignored on LinkedIn when seeking direct contact. In that case, it is recommended that you give up the company sought because there is no interest from the other party in establishing professional relationships with your business.

However, if this lead has already gone through all the qualification steps and you are sure you can change the situation somehow, try some form of communication outside LinkedIn.

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How to do this? Tools and software can identify a company’s email and other contact data through LinkedIn, so use them to gain another chance to contact the lead.

Keep your page updated.
Outdated pages are a problem in any social network, as it gives the impression that the page in question is no longer functioning.

Therefore, keep frequent content on your page and ensure that the contact details are as up-to-date as possible.

Have high-quality photos demonstrating your professionalism as an institution.

It is also optimistic that the texts are optimized in SEO (Search Engine Optimization) to make your page stand out when there is a search.

Always use words and subjects relevant to your audience without losing track of who you are looking for there.

Any visitor will see your company’s page with new eyes through these strategies.

Manage your contact network well
When you contact a lead, likely, the sale will not be closed right away – nor is that your goal. So it is essential to maintain good management of the contacts you have made on LinkedIn.

Prospect for Clients on LinkedIn

After all, the success or not of your prospecting work on the site depends on these connections.

Make a detailed organization of the contact list to understand better which phase of the relationship each lead is in.

For example, the companies connected daily to you are the 1st-degree connections, the most established ones.

The ones you interact less with, for whatever reason, will be further down the organization.

Ideally, you have a vast network of varied connections, with representatives both on the shelf of established relationships and on the part of relationships maturing.

This will enable you to maintain complete control over the contact list, making data management more effortless.

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