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LinkedIn Prospecting: 3 Tips for Identifying the Right Buyers

Sales prospecting on LinkedIn is simple once you establish your target. Find out how to use search and content to improve your sales prospecting.

B2B sales professionals are missing out if they’re not using social media, and especially, in their LinkedIn prospecting efforts. If your sales reps don’t know how to use LinkedIn for prospecting, we have some sales prospecting tips for you, and also you can check other sales prospecting tools that can help you grow your sales pipeline.

Modern B2B buyers are now harder to reach through traditional channels than before. Therefore, modern sellers need the skills to find, engage and connect with prospects digitally.

If your sellers are targeting accounts on LinkedIn (or plan to) they can turn their LinkedIn profile into attractive channels that encourage people to engage with them. You can learn more about it in our LinkedIn Training Program!

Read on to learn three LinkedIn tips for salespeople that you can teach your team today regarding how to find prospects on LinkedIn.

1. Using the Search Feature to Find Prospects

Here are two ways your team can find potential customers using LinkedIn for prospecting, specifically the Search feature on the free version of LinkedIn®:

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.

Read more about LinkedIn Boolean Search thanks to the LinkedIn Expert, Viveka von Rosen, you will learn more about and a step-by-step guide on how to use it!

Advanced Filters in LinkedIn Search

To access this feature, just click on the search box and hit enter. Then click ‘All Filters’ on the top right corner.

There you can look for prospects, filtering your search results by:

  • Location
  • Current Company
  • Past Companies
  • Industries
  • Profile Languages
  • Schools
  • Interests
  • Services

Once sellers establish a target account and their attributes,  they can use these two options to improve the results of their sales prospecting on the top social media platform for B2B.

2. LinkedIn Prospecting Includes Sharing Valuable Content to Attract Prospects

If a sales rep is getting lots of Profile Views, that’s great. But the magic happens when the conversations begin.

Transforming their LinkedIn profiles into an inbound channel for people to engage with them is a lot easier with relevant content. If they’re not sharing anything or only posting once a month, they’re not giving their network the opportunity to learn from them or to interact with their content.

Sales professionals must share relevant content with their own meaningful insights and not forget to use LinkedIn hashtags! Adding a question to the end of posts is an effective tactic to inspire more responses.

The more they share, the better, as long as it’s content their target audience finds useful. They shouldn’t post just for the sake of posting.

Sharing content allows people the chance to learn about their expertise. Including photos or videos can also help to communicate value in their content.

Watch the video below to learn from Viveka von Rosen the multiple benefits of sharing content on LinkedIn®, such as the opportunity to turn a connection into a conversation.

3. Asking for Referrals and Introductions

Sales referrals are a great way for reps to find prospects. Their current connections on LinkedIn, can introduce them to prospective buyers who may be second or third-degree connections.

In the following video, Viveka explains a two-step digital referral process that includes looking at the mutual connections between the target potential client and the seller and then asking at least three mutual connections to make the introduction.

The social selling tips above are easy to implement and your reps only need a basic LinkedIn account. If your sales team has a Sales Navigator license, however, there more great features you can use in your prospecting strategy. Check out our guide on prospecting with LinkedIn Sales Navigator for more tips.

Increase Your Team’s Pipeline with these LinkedIn Prospecting Tips from the Pros

From multiple decision-makers to limited access to the buying committee and increased competition, there are plenty of prospecting challenges sales leaders face.

In a recent webinar, Ray Makela, CEO of the Sales Readiness Group, and Mario Martinez Jr., CEO of Vengreso, discussed three proven prospecting strategies for sales leaders to guide their team to increase the rate of contact to engagement, resulting in more sales pipeline within key accounts.

Click on the image below to listen to the free recording of the webinar and get more sales prospecting tips and don’t forget to check out sales messaging playbook! And don’t forget to read our article with the best LinkedIn message templates for sellers.

By Mario Martinez Jr.

Mario is the CEO and Founder of Vengreso. He spent 85 consecutive quarters in B2B Sales and Leadership. He is one of 20 sales influencers invited to appear in the documentary film “The Story of Sales” launched in 2018.  He was also named 2019’s Top 10 Sales Influencers by The Modern Sales Magazine, 2018’s Top 25 Most Influential Inside Sales Professional and Selling Power Magazine’s 2018 Top Sales Training and Coaching Consultant.  Mario is the host of the popular The Modern Selling Podcast.

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