How to prospect on LinkedIn?

26 Jun 2024

LinkedIn is an excellent platform for prospecting. As it is reserved for professional exchanges, you can find partners, clients, or investors there. However, certain basic rules must be followed to successfully secure a contract. Your profile, your network, your publications, your responsiveness… everything must be well prepared.

Refine Your Profile

Your profile defines your image and personality. It should be as polished as possible, without being mundane. It should showcase your best side and prove that you are a trustworthy person. This obviously starts with a nice photo, ideally of a professional type, and an attractive description. These are the two things that recruiters and prospects see on LinkedIn. Therefore, you should attach paramount importance to these two aspects.

Next, there is the profile in general, especially the description of your skills, your academic and professional backgrounds, as well as your experiences. Detail them as much as possible. If you offer services, mention them one by one. If you purchase services, specify what type of service interests you.

As a professional:

you should have an easily recognizable access URL. The URL of your LinkedIn account should carry your name or that of your company. This is even more important if you represent a brand;
be precise and detailed in every line of your profile;
leave your website or links to your products accessible to the public so that people can get an idea of your skills;
use inbound marketing and SEO techniques so that you can be easily found.

This is how you will be more visible on LinkedIn.

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Building a Network

After the profile, you need to build your personal and professional network. This is crucial for your reputation and visibility. The larger your community, the more influential you will be. And to be effective during a prospecting campaign, this is essential. Don’t hesitate to send requests to potential targets, individuals and businesses, for example. Create discussion groups or join those that gather the most people. You must do everything to be known and recognized.

The network is also a means of ready-made advertising. You join interesting professional groups. You evolve in a great environment conducive to business. You have followers who are really interested in what you do or potential clients. Regardless, business opportunities mainly develop on networks.

Broadcasting Your News

News guarantees automatic monitoring and endless expansion of your community. In fact, people are eager for new developments. If you publish news, people will come to your profile regularly to find it. This will increase your community and get people talking about you. It is important to smartly place your services or products in the news of the day… from time to time.

For prospecting, this type of free advertising will help with your outreach. Given that you know how many people react to your news, you also know how many will read your promotional post. Ideally, you should connect current events with your services or products in a completely natural way. You can add a little joke or maintain a serious tone, but be creative.

Being Active

LinkedIn is a social network like any other. Therefore, you need to be active to activate your account and attract attention to yourself. The more you share something interesting, the more people will take an interest in you and your products. A company that is doing prospecting must thus be well-present on LinkedIn by regularly publishing news, reviews, products, or promotions.

Be careful not to overdo the marketing side and not to be too insistent. Being active does not mean you will bombard your profile with products and random things. Instead, you should talk around the product and conduct intelligent advertising. You should demonstrate your professionalism, the quality of your services and products through each of your posts.

Even when you contact a prospect, you should remain professional while being approachable. Hence the necessity to send personalized messages. When they reply, your responsiveness must be equally impeccable.

Using LinkedIn Ads

To successfully make your advertising strike on LinkedIn, you should start by targeting your prospects. If you encounter any problems, LinkedIn already offers a solution: LinkedIn Ads. You will easily find your audience, regardless of your company's industry. You can also access a longer list, which is convenient. Additionally, you will have access to much more interesting profiles and accounts that you would not expect.

The filtering is done according to the size or location of your company. Your target geographical area is also part of it. If you are looking for candidates in Paris, for example, you can easily find all profiles suitable for the open position.

Prospecting on LinkedIn thus requires patience, perseverance, and intelligence. Note that each message must be well personalized to attract the curiosity of your targets. Emails and follow-ups should also be well-structured. My Name is Bond supports you in your prospecting on LinkedIn and provides advice on this matter.

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