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 CV. It reflects your image as well as that of your company. The quality of your profile is essential for you to succeed in your prospecting on LinkedIn and achieve your objectives. You must offer a clean profile established with professionalism in order to impress your visitors, whether they are your direct visitors or the prospects that you are going to approach and who will subsequently come to visit your profile. But how to do it then?

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.

Provide relevant and interesting professional information to tickle the minds of your prospects. You can also inform them about your expertise, your portfolio, professional references, etc. Humanize your profile with a short summary of your career path as well as all the passion you have for your activity.

Also, consider changing the URL of your LinkedIn profile. Change the series of numbers automatically generated by LinkedIn and put your name or that of your company instead. In order to generate traffic, you must also share links that will take your visitors to your business 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, high-value content on your network. The number of “Likes”, shares or comments you receive on your publications is also an indicator for determining qualified prospects. These people view your profile and interact with you. Which clearly means that they are affected by the issues you address.

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 developing your online reputation . Members will be more interested in your profile and may subsequently add you. Moreover, you can also identify your leads and send them invitations so that they can 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 are excellent ways to prospect and generate more qualified leads. You just need to personalize the content of your email based on the information collected from the target prospect.

These are the main points to consider when prospecting 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 successfully, the essential thing is to really understand the needs of your target customers and to always approach them in a personalized way. You can also opt for LinkedIn automation to make work easier.