LinkedIn is the main B2B social selling platform used by sales representatives to organize, prepare and carry out their commercial prospecting actions via social networks. But in 2023, is LinkedIn prospecting still a good option?

Since its inception in 2002, LinkedIn has continued to bring together new people looking for new career opportunities. Its users include those looking for jobs and those looking for talent. In 2022, the revenue generated by this network exceeded $ 8.05 billion. In France alone, the network had 11.5 million active members per month. By the end of the year, the number of users had reached a total of 850 million users in more than 200 countries around the world. These few figures testify to the immeasurable success of the network in the professional world. With this strong growth, only users who can handle this network intelligently will be able to benefit from all its capabilities. It is in this context that we will show you how to prospect effectively on LinkedIn in 2023.

Why prospect on LinkedIn in 2023?

Whether you are a company, an individual or a freelancer, LinkedIn is the social network to focus on. This network brings together professionals from all over the world, all looking for opportunities for collaboration. It is the ideal terrain for B2B prospecting. This means that it is through the content you broadcast that you will be able to highlight your expertise and your brand image. Only in a few clicks, visitors to your personal profile or your company page will be able to discover your business and get in touch with you.

LinkedIn is therefore an ideal platform to target and convert new customers. You can easily collect information about your prospects: professional background, position held, size and location of the company… The data collected can then be used as bait to integrate into your sales pitches. If you’re looking to promote a service, the best way would be to target decision-makers who share your interest.

In this case, prospecting on LinkedIn allows you to target the right people with the right means, attract more potential customers, collect data on your prospects, improve your conversion rate and boost your sales. When it comes to generating qualified leads, LinkedIn is 277% more effective than Facebook and Twitter. That’s why in 2023, it is absolutely necessary to be present!

How to do LinkedIn prospecting in 2023?

It’s true that LinkedIn is full of business opportunities, however, you have to be able to use it intelligently to be successful. Before you begin, you need to complete the most important points:

• Have a well-optimized profile: your profile should reflect your personal and professional values, as well as your expertise. You have to highlight your expertise and offer your added value. You should also put a good quality profile picture and a banner representing your company.
• Be active (every day): If you want to market your business on this network, you need to be very active. LinkedIn’s algorithm favors the most active users. This will allow you to appear more often in search results.
• Post regularly: Post content that adds value and is relevant to your audience. Do an A/B test to determine when your network would be most likely to respond to your post. According to data analytics, the best days to post on LinkedIn are Tuesday and Thursday.
• Grow your network: To generate more qualified leads, you need to expand your network. You need to look for new contacts, add them to your network, and start the discussion. To do this, you can join newsgroups, attend online events, or use LinkedIn Sales Navigator to find your leads.
• Create engagement: On LinkedIn, you need to connect with your network, but you also need to engage them. One of the best ways to do this is to create surveys. But you can also use engaging visual content to get more reactions, interactions, and comments. Not to mention the use of a CTA !

If you’re thinking about starting to prospect on LinkedIn, these are the key points to remember. Now, let’s find out what LinkedIn users need to know more in 2023.

The 3 LinkedIn prospecting criteria in 2023

Like the world of the web, the field of prospecting is constantly evolving. It is those who manage to adapt who benefit from the best opportunities. On LinkedIn, it’s the same thing! Last year’s trends may no longer be relevant for this new year.

Here are three crucial elements to consider to conduct effective prospecting on LinkedIn in 2023:

1 – Favor the video format

In 2023, to maximize your prospecting results on LinkedIn, it is essential to focus on the video format. Indeed, videos have demonstrated their ability to engage users and generate more views and comments than any other content format. Using videos to showcase your business, offer or services will better capture your audience’s attention and convey messages more clearly and concisely. Plus, with the  » LinkedIn Live » feature, you can now host live webinars to engage with your audience and start a dialogue in real time. In short, video has become an essential tool for effective prospecting on LinkedIn in 2023.

2 – Use automation tools

The use of automation for prospecting on LinkedIn in 2023 will become more widespread. Automation tools can be used to simplify and speed up many prospecting tasks, such as sending messages, managing lead lists, and following leads. This saves companies time and focuses their efforts on more strategic tasks.

Additionally, automation can help personalize the prospecting experience, using data such as prospects’ interests and behaviors to determine which messages to send. However, it is important to note that automation must be used ethically and responsibly. Abuse must be avoided so that messages do not fall into spam. Companies will therefore need to make sure they choose the right tools and use them appropriately to maximize their effectiveness. Nevertheless, you must always respect LinkedIn’s rules.

3 – Customize your approaches

Personalizing your prospecting approach is key to success on LinkedIn in 2023. LinkedIn’s advanced targeting tools can help you narrow down your target audience using criteria like location, industry, company size, and job title. This allows you to better understand their needs and interests. You can then customize your messages accordingly.

Personalized messages are more likely to capture the attention and interest of your prospects. This can lead to a higher conversion rate . It’s important to note that personalization isn’t limited to messages. It also includes how you present your brand and products or services on LinkedIn. Companies need to ensure that they develop a consistent and relevant brand strategy for their target audience. To this end, it would be wise to use the advanced targeting tools offered by the platform to reach the right people at the right time.

In short

LinkedIn was created in 2002 to enable professionals around the world to connect, grow , and find professional opportunities. Since then, this platform has grown exponentially, attracting millions of users from all over the world. LinkedIn has quickly become a go-to place for professionals around the world, especially for people looking to network and find career opportunities .

However, over the years, many prospecting strategies have been developed to leverage LinkedIn’s reach and find quality leads. With the continued growth of the platform and the evolution of prospecting strategies, it’s natural to wonder if LinkedIn prospecting is still effective in 2023.

The short answer is yes, LinkedIn prospecting still works in 2023. While the platform has evolved over the years, the fundamentals of prospecting remain the same: make a connection, build a relationship, provide value, and then move on to selling.