LinkedIn has undoubtedly revolutionized B2B prospecting. With over 900 million users worldwide, LinkedIn has a vast pool of potential business prospects to tap into and win new sales. With new users registering on the platform every seven seconds, it’s clear that LinkedIn’s popularity is only continuing to grow.
Moreover, social selling has replaced cold calling as the new name of the game! This shift is in part due to the fact that 90% of C-level executives ignore cold calls altogether. Instead, 84% prefer to consult social media before making purchasing decisions. As a result, cold calling to fill your sales pipeline is becoming less effective.
As the world continues to shift towards digital communication and social media, LinkedIn prospecting is set to increase even further.
Have a quick look at a few more eye-opening stats:
- According to HubSpot, LinkedIn is 277% more effective for lead generation than Twitter or Facebook.
- B2B marketers have reported that a whopping 80% of their social media leads come only through LinkedIn.
- LinkedIn is also helping drive over 40% of social media traffic to websites.
With its powerful features and easy user interface, LinkedIn provides businesses an opportunity to build valuable relationships, establish their authority, and ultimately drive sales.
But how do you effectively generate prospects using LinkedIn? What should you avoid doing on the platform too? And what are the different LinkedIn sales prospecting tools?
So, let’s get into some LinkedIn prospecting tips first
LinkedIn Sales Prospecting Tips
1. Optimize Your LinkedIn Profile
Establishing a credible and professional profile is crucial before reaching out to potential prospects on LinkedIn. Just like you wouldn’t trust a stranger who approaches you on the street, your prospects need to have a clear visibility and a level of trust before engaging you on a social networking platform.
Here are some steps to optimize your LinkedIn profile:
- Complete your profile: Make sure that your profile is filled with correct information and includes relevant information about your skills, experience, and achievements.
- High-quality, visually appealing image– It can set the tone for their perception of you and your brand. Thus, make sure your cover photo aligns with your brand image and messaging.
- Craft a compelling headline: Your headline should clearly communicate what you do and who you help.
- Create a summary that tells your story: Use your summary to highlight your unique selling proposition and share your professional journey to connect with professionals.
- Showcase your expertise: Share content and insights that demonstrate your expertise in your field.
Bonus tip-Refer to the most popular profiles on LinkedIn. It can be an excellent source of valuable insights and inspiration to improve your visibility on the platform.
2. Optimize Your LinkedIn Profile
To avoid turning potential prospects off, it’s important to craft your buyer personas and take note of their interests, pain points, and engagement habits. This could include the LinkedIn influencers they follow, the groups they’re active in, and the content they create and engage with.
For example, you could scrape the comments and likes on a post from a relevant influencer and mention it in your connection request. This is a great conversation starter and can help you stand out from other sales outreach attempts.
By connecting with people based on their interests and habits, you can establish a rapport and follow up accordingly depending on the goal of your LinkedIn For Sales Prospecting campaign.
3. Use LinkedIn Sales Navigator
To take your B2B lead generation efforts on LinkedIn to the next level, a Sales Navigator license is essential.
Think of it as an upgraded version of the platform’s standard search engine, providing you with enhanced functionality and access to a wider range of search filters.
It comes with advanced features to maximize your sales outreach efforts. It includes
- Advanced search functionality with specific filters for job changes, LinkedIn groups, company size, and more.
- The ability to view similar profiles to your leads for expanded targeting.
- A “Posted on LinkedIn” filter, allows you to find prospects who have mentioned or posted about relevant topics.
4. Use LinkedIn Prospecting Tools
LinkedIn Sales Navigator is undoubtedly a powerful tool for B2B lead generation, but it does come with a downside. One of the biggest drawbacks of Sales Navigator is that it doesn’t allow users to export their leads directly to their CRM solution.
However, this shouldn’t be a deal-breaker, as there are many third-party LinkedIn automation tools available to overcome this issue. One such LinkedIn to CRM integration tool is LeadCRM, which not only allows you to export your prospecting leads in one click but also provides you with additional information such as company names, email IDs, deal values, conversations, notes and phone numbers.
With LeadCRM, you can easily keep track of your leads and have all the information you need to kickstart your LinkedIn outreach campaign.
5. Try The Alumni Search Tool
LinkedIn’s standard search is incredibly helpful, but sometimes it can be challenging to find common ground with people who show up in your search results. It’s difficult to connect using phone or email without a mutual interest or talking point to start things. That’s where the Alumni Search tool comes in.
The Alumni Search tool is LinkedIn’s hidden feature that is invaluable for getting a list of new prospects who attended the same school or university as you did. You’ll find the “See alumni” button for any school, whether or not you attended it. You just need to type the school or college name in the LinkedIn search bar.
It’ll give you the alumni information and also have filters to select where they live, where they work and what kind of roles they are currently working with. This is a great way to connect with people who share a common bond, and it can make for a smoother conversation starter.
6. Merge LinkedIn Prospecting and Cold Emailing
LinkedIn Sales Prospecting is a valuable method for generating prospecting leads, but it’s not the only tool in your arsenal. Multi-channel cold outreach is a great strategy that can help you maximize your results.
By combining LinkedIn Sales Prospecting with cold email outreach, you can increase your chances of reaching your ideal clients and building meaningful connections.
To implement this strategy effectively, you need a reliable tool for your cold email outreach. SendBuzz is a great tool that allows you to reach out to prospects through a series of emails, text messages, LinkedIn outreach, and more.
With this approach, you can create a personalized and consistent sales outreach process to engage with your prospects on both LinkedIn and email, ultimately boosting your conversion rates and driving more sales.
7. Utilize Profile Views
As you continue with your prospecting and outreach on LinkedIn, keep an eye on the people who are interacting with your profile as well. While they may not be the exact individuals you had in mind when targeting your prospects, there’s a good chance they could be a close match and get converted for your services.
Grab this opportunity by reaching out to them. Even if they don’t respond, it’s worth a try as you never know where a potential opportunity could lead. Plus, it shows that you’re proactive and interested in building connections, which can leave a positive impression on anyone who views your profile. So, don’t underestimate the value of browsing the people who interact with your LinkedIn profile.
8. Streamlining Lead Management with CRM Integration
Don’t let your LinkedIn leads slip away! Once you gain traction and generate warm leads from your LinkedIn account, it’s important to have a robust process in place to capture and process them effectively.
Implementing a Customer Relationship Management (CRM) tool can help you keep track of your leads and manage your sales pipeline more efficiently. Also, integrating it with tools like LeadCRM will help you to directly integrate your LinkedIn leads with the CRM tool and use the power of two-way sync to get data on your LinkedIn profile. So, make sure to leverage the power of CRM to maximize your LinkedIn Sales Prospecting efforts.
9. Use the Power of LinkedIn Groups
Joining these groups not only helps you stay informed about the latest trends and news in your field, but it also provides a great opportunity to connect with like-minded professionals, find leads and expand your business network.
Once you join a group, start engaging in conversations and sharing your knowledge. By contributing valuable insights and ideas, you can quickly establish yourself as a thought leader in your industry and attract potential clients or business partners.
Plus, many groups allow you to message other members directly, which can be a great way to initiate conversations and build relationships.
10. Use Multiple Accounts for Scaling Prospecting
If you are seeing positive results with your current LinkedIn account, consider using multiple accounts to reach even more prospects.
Using multiple accounts can help you reach a larger audience and increase your chances of finding the right leads. However, it’s important to make sure you are following LinkedIn’s rules and regulations when using multiple accounts. Be sure to keep all accounts separate and avoid any actions that could be seen as spam or a violation of LinkedIn policies.
LinkedIn is a powerful platform for prospecting and building professional relationships. By following these tips, you can optimize your LinkedIn profile, connect with your target audience, and generate leads for your business. Remember to be authentic, professional, and strategic in your approach, and to use the available LinkedIn automation tools and features to your advantage. With dedication and consistency, you can make LinkedIn a valuable asset in your sales and marketing efforts.