Let’s discuss each, ranked from most common to least.Thanks to LinkedIn’s vast user base, the ability to see mutual connections, and wide variety of filters, search is the most powerful and well-known way to identify potential customers.If you have a free version, you can look for prospects with the following qualifiers:Once you’ve found a prospect, navigate to their profile and find the "People Also Viewed" box in the right-hand column of their profile. Did they like an excerpt from a book about leadership? This means that the network is primed for having sales conversations that solve a professional need. Get a quick overview of their role models, professional communities, and more.Unlike other social networks which foster conversations that range widely from vacation photos to entertainment and everything in between, LinkedIn has a targeted focus on networking and careers. That means the more recommendations you have, the better, especially quality recommendations.The key to getting recommendations is to strike when the iron is hot.Each time you receive some form of testimonial or praise via email or a private message, thank the sender and then ask them if they would be comfortable writing that feedback as a LinkedIn recommendation or a testimonial for your website.For example, someone left a positive comment about my LinkedIn training on a Facebook thread.
Prospecting on LinkedIn. Have a complete and professional LinkedIn profile. For example, a group of industry experts may get together to run an online summit or conference, or share their programs with their partners’ email lists (affiliate relationship), earning affiliate commissions from sales. You’d also write a few posts about events marketing — how to get started, best practices, and so on.Now, when a prospect looks at your profile, they’ll quickly see you're well-versed in event marketing. To illustrate, you might mention your passion and expertise for events marketing in your summary. Free and premium plans.Content management software to power websites. This is valuable fodder for building rapport; in your outreach email or InMail, you can mention something along the lines of, If they haven’t written any articles, this section will be titled "Activity. Did they comment on a thought leadership piece about nutrition in the workplace? After you’ve closed a deal, look out for status updates and posts from the customer stakeholders — especially your champion. Then ask your current customer for an introduction or simply contact them directly (don’t forget to mention your mutual connection).LinkedIn Sales Navigator users can take advantage of Lead Builder, a powerful feature that lets you "save" prospects as leads.
Seek out groups that your ideal customers belong to and be an active, engaged member of the groups you join.When sending connection requests to prospects or individuals you don’t know personally, including a personalized message is critical. Ensure your profile image is a professional headshot, leaving your profile visitors with the best first impression.Here are some tips for your headshot to help create a great first impression:Your LinkedIn profile must be 100% client-focused. Essentially, you’re getting a steady stream of pre-qualified prospects right in your inbox.Every job change is a potential opportunity. In fact, these details only remind them you’re a sales rep — which makes them suspicious about your motives.So what do they care about?
Their updates and posts will appear directly on your homepage — so you can warm them up with comments and likes and find a relevant, timely reason to reach out.Let’s say your ideal customer is a product marketer at a medium-size consumer goods company in the Pacific Northwest.
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