If you thought finding your targeted prospects is as easy as eating noodles, think again!
But, the good news is, it’s not as hard. That is if you know where to hit.
The hardest part is identifying who your prospects are and where you can find them online.
And, one of the most promising ‘places’ you can meet new prospects is on the social media platforms, specifically on LinkedIn.
But why would anyone want to dive into LinkedIn in search of prospects?
Here are a few reasons why LinkedIn can be so promising:
- It highlights “enthusiasts” for more narrow interests
- It provides a unique group name that is highly personalized and unique
- You can scrape them pretty easily at your will
But how do you find the new prospects on LinkedIn?
This article discusses nine foolproof methods that you can follow and thereby find answers on how to find prospects for your business from LinkedIn. Read On…
1) Hunt For Prospects With Advanced Search
As your number of prospects grow, you’ll need an advanced way of searching for more. LinkedIn offers Advanced Search, one of the most powerful and exciting search tool in the platform. The tool allows you to search LinkedIn for anyone, on many criteria, even if you don’t know them. But before you get started, you need to define what high-value leads/prospects your company is pursuing.
For this, ask yourself questions like:
- Who are the buyers in the companies you sell to?
- What’s their job title?
- What’s their seniority level?
- How big is their company?
- Are they in specific industries?
For example, if you want to hook a Marketing Manager in the particular Industry, you might need to select the following:
- Connections: 2nd Connections
- Country : United States
- Industry: Your targeted industry (for example: Sofware, Apparel)
- Seniority: Manager
- Company size: between 51 and 200 people.
There are some tools available to find prospects’ emails from LinkedIn. With EmailHunter you can find prospects email ids. See the image below. You can see this saved leads in your EmailHunter Dashboard. Also, users can download CSV file of prospects’ contact details.
2) Find And Join Your Target Interest Group
Your prospects are not everywhere. Find groups that have the audience you are looking for. Now, this means you have to understand your customer avatar.
How can you achieve this? Do a quick search in LinkedIn and use the “Groups Facet” on the left-hand side to narrow your search results to include groups only.
3) Make Connections from your email contacts
The people you are connected to directly on LinkedIn are called first-degree connections. This is your immediate network.
You can grow your network by clicking on “Add Connections”. You can also do that by giving LinkedIn a temporary access to your emails.
Now, here are a few hacks you can use to grow your LinkedIn circle of connections:
- Message your prospects more often (but don’t harass them)
- Ask them an expertise-request question via InMail
- Create a LinkedIn Answers question. Then direct it to the first-degree connections you want to develop relationships with
- Connect and interact with them on Twitter
- Meet up with them in person for lunch, coffee or drinks
- Get close enough to befriend them on Facebook.
4) Keep An Eye On The Newsfeed
You can filter the newsfeed to show news from new connections only.
How can you achieve this?
On your LinkedIn, head over to Home. Then scroll down till you see “All Updates.” Then choose “Connections” from the drop-down menu.
Voila! You are done.
5) Get Introduced Through Recommendations
If one of your connections has just connected to someone you’d like to connect with, now is a good time to ask for an introduction.
Introduce yourself via InMail and make sure the prospect knows about your services.
The biggest problem with LinkedIn introductions is that sometimes the connections have gone cold. People connect with someone but have forgotten who they are a year later.
Watching connections in LinkedIn can also give you competitive intelligence.
If you see that someone in the same role as you at another company has connected with someone who looks like a good prospect for you, they might be pitching that person right now.
Your takeaway: It is highly advisable for you to avoid connecting with competitors on LinkedIn—it makes your new connections highly visible.
How should you then get introduced?
Go to “More Views” and then the “Connection View” tab. Scroll down to look for recommendations. Alternatively, you can click CTRL + F to find the “recommended” page.
6) LinkedIn Groups And LinkedIn Answers For Your New Business
Remember your objective is to look for prospects.
Now, other areas you can find prospects and build more relationships are LinkedIn Answers.
Answering questions posed by potential prospects is a demonstration of your business’ expertise in the area. It’s like a preliminary job interview. Also ask relevant questions that might draw prospects out of the woodwork. Enquire from them about the challenges they face, their frustrations and reasons for not pursuing the kind of solution you provide.
This way you start building a warmer relationship with them.
7) Map The Target Company
How do you do this?
Go to the company’s LinkedIn page and take a look at its employees. What if you know one of them, or went to the same school?
Even if they aren’t the decision-makers, you’re looking for, they might play a role as an advocate (what some sales professionals call a “coach”). They will give you information about corporate structure and recommend you deeper into the company.
Do the networking from the outside to the inside. The warmer the relationship you can strike up with each person, the more likely you’ll get information or a recommendation closer to the decision- makers.
8) Reach Out To The Decision-Makers
Now, here is how you go about it.
Look at the LinkedIn Company Page and see which of the company’s employees you have as first-degree connections.
If you find friendly people in the target company who are willing to help you, strike a positive conversation. Demonstrating how you’ll help their company (and serve their interests) could lead to introductions to “who matters where” in the particular company.
Even if you get the phone numbers directly from the last person you talked to, you can use LinkedIn to look each person up and get to know a bit about them before calling. You could even get a formal LinkedIn introduction, and then call the next day.
Now, the hardest thing about running a business is finding the people who might be interested in your product. While you might have superior offers in relation to the competitor, it’s how you look for prospects (who turn out to buyers) that will determine whether your business will prosper or not.
Nowadays, the social media is proving to be a good hunting ground for prospects. And, LinkedIn in particular can be used to find that specific prospect that might be interested in your product.
Thus, using the methods discussed above, you can land more prospects for your Business by just utilizing LinkedIn to the fullest. These prospects if nurtured well can go on to become your valued customers!!