Our Top 4 LinkedIn Prospecting Tips

LinkedIn is such a powerful prospecting tool if used correctly.  LinkedIn is always adding features as well as providing more rich data which you can leverage to find better outreach opportunities to your prospects and secure more meetings.  Here are my top tips on how to leverage LinkedIn to secure more meetings.

Ok, let’s start with the low-hanging fruit…

Engage with people who follow your company:

To get here, there is a “Lead Filters” button next to the search bar in LinkedIn Navigator.  You will need to press the “Lead Filters” button and the below screen will pull up.  Make sure you have the “Following Your Company” toggle turned on (see below).  This will show you some folks within the organization you are prospecting into who follow your company on LinkedIn, which is a telltale sign that they know what your organization does and can probably help out.  

Movers & Shakers:

A second area with very low-hanging fruit is someone who used to work for a company that uses your solution.  If a Marketing leader worked at ABC company and used your solution, and now works at XYZ company (who is a prospect), that person is very aware of what your solution does and how it can help their company.  This takes a little bit of manual work, but if you type in some of your organization’s biggest and best customers, a lot of times there will be a few people to reach out to. 

Connect with Your Executives and Board Members:  This one is so easy, and most sales and business development team members don’t do this.  Your Executives and Board Members have a large network of people they know, and if you are connected to them, you can tap into their LinkedIn network.  One of the most powerful ways to secure meetings is through Executive Connections.  The process is as simple as this:

1.  Connect with your Executives & Leadership via LinkedIn

2. Look under the “Lead” Tab > “Best Path In” Section > Then 2nd Degree Connections or Executive Connections (See Example Below)

3.  Last, is to simply ask if your leadership would be willing to introduce you.  Most leaders will lean in, especially if they know the other Executive well.  It’s the easiest meeting you will get because their executives will align the right people from their end, to a conversation with you.  

Engage With Your Prospects Content & Posts:

You need to leverage the power of LinkedIn Sales Navigator, and this tip is such a powerful hack to get meetings.  The first step is to build out your lead list within Sales Navigator.  Next, you will turn the toggles pictured below to “on”.  

You then start seeing where your prospects are posting and active on LinkedIn, that you can engage with.  You will also start to paint a picture of the things they care about.  What industry articles are they engaging with?  What articles have they been featured in, and what did they speak about?  This is the exact data you can use to form a compelling discussion.  “Hey Laura, I saw you were recently featured in XYZ article, I resonated with the portion about cutting costs.  I have an idea I would like to run past you.”  Try this for yourself..you will be shocked at who will respond to you.  

Try these out…I guarantee you will get more traction than your current strategy.