LinkedIn is the leading tool used by the modern sales pros for sales prospecting and lead generation. With no stringent limitation on user profiles, a robust search function, and more than 303 million active monthly users, LinkedIn makes the sales prospecting a seamless process. The professional networking site eliminates the need for traditional cold calling methods. And if you’re into B2B sales, getting leads of off LinkedIn is sure to be remarkable.
According to research, 61 million LinkedIn users are senior-level professionals, and 40 million members have the power to make key business decisions. For a sales professional, LinkedIn is undoubtedly a gold mine. But using the network for sales can be daunting if you’re not aware of the right strategies and tactics to generate leads from LinkedIn.
That’s absolutely what we’ve covered in this article. Here’re some actionable strategies, tips, and steps for using LinkedIn as a sales prospecting and lead generation tool.
How to Get More Prospects on LinkedIn – the Strategy
A result-oriented sales prospecting strategy for LinkedIn comprises the following elements:
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Connect: If you’re not already connected with your prospects on LinkedIn, take the first step now and send them connection requests.
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Research: The goal of your research is to determine the quality of your prospect. Once you’re connected with your prospect, head over to their profile, and posts to get more information on them.
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Prioritize: Based on your findings from your research, assign lead scores to your prospects, and prioritize them based on their scores.
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Outreach: Decide how you’re going to approach your prospect. Think about creative methods to break the competition. Are you going to contact your prospects via LinkedIn message? If so, determine the type of message you’ll send them.
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Educate: When a prospect responds to your message, its time to educate them. Use your communication skills to address their concerns and drive them through the buyer’s journey.
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Meet and close the sale: Once you’ve established rapport with your prospect via LinkedIn, it’s time to meet them personally to close the sale.
How to Get More Sales Leads on LinkedIn – the Steps and Tactics
Now that you know how to generate leads with LinkedIn, it’s time to get down to the details. Here’re the steps and tactics for a successful sales prospecting and lead generation on LinkedIn:
Use LinkedIn’s Advanced Search Feature to Filter Prospects
The advanced search is the social network’s most powerful feature for LinkedIn leads generation. Click on “Advanced” next to the search bar and apply your filters to narrow down your list of prospects. You can use the available filters like keywords, job titles, organization type and size, geography, and name of the individuals to screen your targets.
For example, if you want to target VP of Procurements at hospitals in New York, select VP Procurements in job titles, hospitals in organization type, and New York as the location to get a list of specific prospects. Upgrading to LinkedIn premium will give you additional features fo further narrow down your search.
Sending Connection Requests
Once you get your list of prospects, it’s time to launch your outreach campaign. A free LinkedIn account allows you to deliver your message to your connections through the InMail feature. But to reach out to prospects you’re not connected with, you’ll either need to first connect with them or upgrade to a premium account. It is a good idea to initially use a free LinkedIn account and send connection requests than upgrading to premium. However, the choice lies with you.
Many salespeople struggle with LinkedIn marketing strategy, especially sending connection requests and other prospecting tasks because these activities are time-consuming and tedious. The good news is that there are solutions available to automate many different LinkedIn functions. CRM strategy LinkedIn tools like Octopus CRM, LinkedIn Helper, and Dux-Soup allow you to automate your connection requests, messaging, profile extraction, and more.
Follow-up/Start the Conversation
For generating leads on LinkedIn, you have to be prepared to follow up with prospects that accept your connection request. This brings us to your communication strategy. In your message, be sure to tell your prospects who you are and why you are contacting them. Also, give them a stimulus to respond.
However, avoid appearing sales and instead offer them assistance. Write a short and clear message instead of intimidating and turning off your prospects with a wall of text. Successful lead generation in LinkedIn and closing a sale will be much easier once you’ve established rapport with your target.
Here’re some more quick tips for your follow-up message:
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Keep it short and sweet
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Include a few social proofs in your communication
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Focus on your prospect’s needs and problems
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Concisely mention your value proposition
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If your prospect gives a positive response, offer help and underscore your expertise with a case study or portfolio
Other Useful Tips on How to Generate Leads From Linkedin
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Use the “people also viewed” feature – it displays users with characteristics similar to your existing prospects and customers. It is one of the best features on LinkedIn for leads.
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Head over to an existing customer or prospect’s “Skills” section and look at the endorsements. Contacting prospects who have endorsed your existing customers or relate to them are more likely to respond.
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It is very easy to reach out to people who share interests and connections with you.
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People who interact with your existing customers or prospects are likely valuable fits for your product. Check who has commented on their posts and join the conversation. Once you establish a rapport and connect with them, use Inmail to start a conversation.
Start Using LinkedIn for Sales Leads Now
LinkedIn is a treasure trove of the savvy sales professional. While it wouldn’t make the sale for you right away, it is the best tool known for B2B prospecting and lead generation. Use it to nurture relationships, publicize your authority in your niches, and establish trust with your prospects. Linked In lead generation is sure to help you stay on top of your competition and grow your business. Use the tips given in this article to start successful prospecting and see tangible results.
