Prospecting: 3 best Tips for Identifying the Right Buyers on LinkedIn
If you are in the B2B sector, or even in the BTC, you are definitively missing out when you are not using social media.
And that’s definitively true about LinkedIn, where your prospecting efforts will yield a better if you use it.
If you (or your sales team) don’t know how to use LinkedIn as a prospecting tool, I have some sales prospecting tips for you right below
It is now ow more challenging to reach modern B2B buyers are through traditional channels than before.
Therefore, modern sellers need new skills to:
- and connect with leads digitally.
If your sales team is targeting accounts on LinkedIn (or if they plan to) they can turn their LinkedIn profile into an attractive magnet that encourages people to engage with them.
You can learn more about it in my LinkedIn audit here!
Keep on reading to see what are the 3 best LinkedIn tips for sales and prospecting.
<h2>1. Using the LinkedIn Search Feature to Find Prospects</h2>
Here are 2 ways your sales team will find potential leads and customers by using the Search feature on LinkedIn® free platform.
1 Boolean Search Strings in LinkedIn Prospecting Search
Boolean search strings utilize the modifiers OR, AND, NOT, quotation marks and parentheses to obtain specific search criteria to match what sellers are looking for.
2 Use Advanced Filters in LinkedIn Search
To access this feature, just click on the search box and hit enter. Then click ‘All Filters’ in the top right corner.
There you can search for prospects filtering results by:
- Current Company
- Past Companies
- Profile Languages
Once you establish a target account and their attributes, you can use up to 23 options to improve the results of your search on LinkedIn.
<h2>2. LinkedIn Prospecting Includes Sharing Valuable Content to Attract Prospects</h2>
If your profile is getting lots of Profile Views, that’s great, but that’s not enough.
Because the magic really happens when the conversations begin.
Transforming your LinkedIn profiles into an inbound channel for people to engage with them is a lot easier with relevant content.
If you are not sharing anything or only posting once a week, you are not allowing your network to learn from you or to interact with your follower’s content.
As a sales professional, you must share relevant content with your own meaningful insights!
And do not forget to use LinkedIn hashtags!
Adding a question to the end of posts is an effective tactic to inspire more responses.
The more you share, the better, as long as your content target the right avatar.
Postings just for the sake of posting is most probably useless.
Sharing content will allow your followers to learn about your savoir-faire and expertise.
Any relevant picture or videos will help to communicate the most needed value in your wall.
<h2>3. Asking for Referrals and Introductions</h2>
Sales referrals are a great way for reps to find prospects.
Your current connections on LinkedIn, can introduce you to prospective buyers who may be second or third-degree connections.
The social selling tips above are easy to implement, and you only need a basic LinkedIn account.
However, if your sales team has a Sales Navigator license, there are more great features you can use in your prospecting strategy.
Increase Your Team’s Pipeline with these LinkedIn Prospecting Tips from the Pros
There are plenty of prospecting challenges sales leaders face from multiple decision-makers to limited access to the buying committee and increased competition.