How to Prospect Using LinkedIn
If you are new to the world of using LinkedIn then you should know it is a great platform for prospecting new leads. Using LinkedIn to attract new customers and grow your business is not difficult. If you are not sure where to start, you can begin by following these simple tips.
Be Subtle in Your Selling Tactics
Of course, you want to grow your business and you need to be aggressive to do so. But, many people are put off by a hard approach. Save your aggressive tactics for other aspects of your business and use a softer approach when you prospect on LinkedIn. Spend some time building a relationship with the connections you make on LinkedIn. Find a few commonalities and build on them. When you initially make a connection, do not go right into a sales pitch. Instead, ask for a meeting or phone call. Once you establish a strong working relationship with a connection, the sell will come across more smoothly and it will be easier to close the deal.
Use Your Employees’ Profiles to Your Advantage
These days, more people than not have LinkedIn profile pages. So, you should not be alarmed if your employees do. It does not mean they are out there hunting for a new job. In fact, you can use their profiles to help promote your company and bring in new prospects. If your employees have good profiles, it will reflect well on the company. It will also provide more opportunities for your business to be found online.
Use Your Existing Contacts to get new Ones
If you want to attract a new contact, check to see if he or she is already connected with someone you know on LinkedIn. It is easier to develop a rapport with someone if you have a common ally. Reach out to your current connection and ask for an introduction to the prospect you want to attract. When you make the connection, do not start out with a sales pitch. Instead, take some time to get to know the person and seek out mutual interests.
Beef up Your Company Page
Do not think of your company page as only a recruiting tool. Instead, use the page to post interesting information about your company and provide regular updates about what your company is doing. Do not forget to post helpful information so people who visit your company page will recognize you as an industry expert.
Regularly Update Your Profile
One of the biggest mistakes people make when using LinkedIn is not regularly updating their profile page. Keep it up-to-date and relevant. When you fail to keep your profile page current, people will lose interest in your page and will no longer visit it. So, any prospects you may be been attracting will simply dry up and you will be back to square one.
Seek Recommendations and Endorsements
Ask for recommendations and endorsements from your managers, co-workers, colleagues and clients. When you rack up recommendations and endorsements to people who visit your page that you are not only competent at your job but that you truly excel in your field. It shows that you are an authority in your industry, which will attract new prospects to you.
Use LinkedIn Every Day
Make using LinkedIn an everyday habit. Dedicating 15 minutes a day to LinkedIn can bring untold success to your business. In that short amount of time, here are some helpful tasks you can accomplish that will help you in your prospecting efforts:
- Respond to triggers quickly
- Let someone know you are sending a connection
- Connect with people you met a trade show
- Ask for recommendations.
Groups are a helpful aspect of LinkedIn. Joining at least one group will help to ensure you can connect with other like-minded people. Although you can only join a maximum of 50 groups, that should be plenty to pick up some new prospects. When choosing the best groups to join, keep these tips in mind:
- Think about industry groups, title/role groups and special interest groups
- You can send messages to group members even if you are not connected to them
- As a general rule, listen before you comment and comment before you post
- Refrain from spamming or doing anything that may be perceived as self-promoting.
LinkedIn is a great tool for prospecting if you use it smartly. Following the guidelines above will help get you started down the path the success and growth.
If you need help developing a plan, LinkedIn Lead Ninja has a solution for you. Don’t keep wasting your time with marketing efforts that don’t work. Contact us today for a 15-minute discovery call and start making your LinkedIn marketing strategies work for you.