Did you know that more than 670 million professionals are gathered on LinkedIn, 303 million of them are active there daily and an average of 30 million companies are represented there? Isn't that huge for just one platform? This is why prospecting on LinkedIn is a fundamental asset for companies, because the network allows you to find new clients . Here are the good avenues to explore.
The first step: take good care of your LinkedIn profile
The first thing your prospect will see is your LinkedIn profile, which also serves as your resume. It reflects your image as well as that of your company. The quality of your profile is essential for you to successfully prospect on LinkedIn and achieve your goals. You must offer a clean, professionally designed profile to impress your visitors, whether they are your direct visitors or prospects you will approach and who will subsequently visit your profile. But how can you do this?
To be efficient, first complete your profile 100% . Each field must be completed. Your professionalism should be felt at first sight, because an incomplete profile is not interesting compared to a well-completed one.
Give relevant and interesting professional information to tickle the minds of your prospects . You can also enter them on your expertise, your portfolio, professional references ... Humanize your profile thanks to a small summary of your journey as well as all the passion you are carrying on your activity.
Also, remember to modify the URL of your LinkedIn . Change the series of figures generated automatically by LinkedIn and rather put your name or that of your business instead. In order to generate traffic, you must also share links that will lead your visitors to your company's website or to your other accounts on social networks .
Define your target profile
LinkedIn brings together experts working in many fields. The platform presents itself as a large base of professional contacts around the world. Among the lot, you must clearly define your ideal profiles. To achieve this, ask yourself the following questions:
- In which sector should your typical profile work?
- What should its function be?
- What type of structure is this?
- What should his expectations be?
- What are the main problems he faces?
In addition, this step will not be difficult, because the information provided by each profile on LinkedIn is professional and therefore relevant, unlike certain social platforms like Facebook. This way, you will easily obtain the right information to better qualify your leads and optimize your approach . When you know your persona criteria, you can easily offer largely adequate content that meets the needs of your prospects.
Advanced search on LinkedIn: a very practical tool
After defining your customer profile, sort your prospects using the advanced search on LinkedIn which is very effective. Different filters are available to help you find your ideal lead. These filters are composed, among other things, of keywords, company, field of activity, function, location or even centers of interest.
The various interactions on publications
To prospect on LinkedIn , you must also create and share quality and high added value content on your network. The number of “likes”, sharing or comments, which you receive on your publications is also an index to determine qualified prospects. These people consult your profile and interact with you. This clearly means that they are affected by the issues you approach.
If your content is of quality, this may lead your contacts to share it with other people. You will thus appear within a new community in which potential customers may be found.
For your part, you can also like, comment and share your prospects' publications. A very good way to show them the interest you have in them. Let even a grain of your personality shine through and demonstrate your knowledge from your comments so you can earn a place in your prospect's mind. The latter will easily remember you and will be more likely to use your services the day they need them.
Integrate focus groups
Focus groups are one of the best sources for finding qualified leads on LinkedIn. These are groups where prospects generally share the problems they face and the questions they have. In other words, thematic groups are the most practical for interacting with prospects on LinkedIn. It is also a good way to make yourself known to your prospects.
So, you need to join the most relevant groups that affect your business. You will easily distinguish the most qualified prospects among members. Contribute to groups by helping members and sharing interesting content.
Discussion groups are also effective for building your online reputation . Members will be more interested in your profile and may later add you. You can also identify your leads and send them invitations to join your network.
Use the right support
Many supports can be used to find new customers. Among them is the email campaign . Indeed, personalized emails relayed via LinkedIn constitute excellent means to prospect and generate more qualified leads . Just personalize the content of your email based on the information collected from the target prospect.
These are the main lines to consider to prospect on LinkedIn. Like all customer prospecting work, prospecting on LinkedIn is not easy and requires a lot of effort on your part. But to carry out this mission, the main thing is to really understand the needs of your target customers and to always canvass in a personalized way. You can also opt for a LinkedIn Automation to facilitate work.
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