With the advent and expansion of social media – marketing didn’t just get easier, it got more competitive as well. How, you ask? Well… now your competitors share the same opportunities when advertising to prospects on social media.
Of all the networks, LinkedIn is a compelling platform to give you a competitive edge. This business-focused network contains the perfect audience to showcase your business offerings.
Over the course of this piece, we will go over how you can extract the best response from your LinkedIn profile. Let’s get started.
LinkedIn Prospecting: The Right Ways
1. Complete the Profile
When you can’t find proper information on a profile, it gets irritating, doesn’t it? While you might like to keep your Facebook account very info-light, LinkedIn is a different scenario. Here, the more information you provide to complete your profile, the more exposure you get.
What’s more, LinkedIn guides you step by step to add information. Once you do, you don’t only get more views – LinkedIn prioritizes your profile in other aspects too. To top things off, the completeness offers good impression to whoever visits you.
2. Be Active
‘Consistency is the key to success’ – while it may sound cliché, that doesn’t make it any less true. The same applies when managing a LinkedIn profile. You must be regular to understand the nuances of LinkedIn marketing.
And, as you get more consistent, your content quality will improve as well. You will start understanding what attracts who, thus, be able to target your prospects better.
3. Add Your Experiences And Achievements
When someone visits your profile – he/she wants to know learn about you before approaching, without interacting. And when there’s zero information on your achievements and experiences, the person doesn’t proceed with a message, as it shows you’re not someone with a track record.
Even if you’re building a company profile – showcase the milestones the company went through. Keep the special events visible and accessible. When somebody wants to know how skilled or experienced you are, openness is the way to go.
4. Use Keywords But Avoid Buzz Words
Using the right keywords on all your posts is essential. You must show LinkedIn and the prospects relevancy on your craft. People don’t opt for generalists on LinkedIn, so niche down with specific keywords and you’ll be one step ahead.
Also, avoid using cliché buzz words as people don’t tend to search them. So focus on the niche keywords (long-tail ones preferably) and you will start seeing traction.
5. Fish Your Competitor’s Comments
Sounds evil? It is. Illegal? Not at all. Keep an eye out on your competitor’s profiles. At times, dissatisfied people comment setbacks, but still stick to them due to no better alternative.
Here, you come forward and tell them what you can provide. Since there’s a genuine need for your services, it won’t be difficult to convince them.
6. Join Relevant Groups
LinkedIn groups are the best place to find prospects. You will find the members discussing similar topics, and can jump in as well to become an active member. Or, if you want, you can simply observe how they think and approach things to understand the nuances better. You can get ideas on what they want from a product or service relating to your area.
You can target prospects in the group too. Hang around, and people will post needs that you can meet. So, as you can see, to get the most value out of LinkedIn, being in relevant groups is inevitable.
7. Get Your Own URL
When you are using LinkedIn to find prospects – you want the profile as flawless and professional as possible. You also want people to find the profile easily. And getting a personal URL is a big step towards that.
When you add your name in the URL, people can directly land on your profile using the address. You might have to modify your name somewhat as someone out there might be using the same URL, which you’ll find out once you insert the name and LinkedIn will notify you itself.
8. Check the “People Also Viewed” Sidebar
You want similar business people as clients, and LinkedIn makes it a breeze to find them. Visit the customer’s profile and you’ll find a list of similar business profiles in the sidebar.
Go through their profiles and see if they make for good prospects. If they are a good fit, proceed with cold calls / emails, or whichever strategy you prefer.
9. Use The Skill Endorsement Section
Your prospects have a skill endorsement section, and people with similar skills in the group tend to have similar needs. So check out your customer’s skill endorsements to find such requirements
Here, you will find people with similar skills who might need your service. Since they aren’t reaching out, you should. Connect with them to inform them about you – your profile should do the talking, and if they don’t come asking for a collaboration, make the move yourself.
10. Use The Boolean Method To Search
Are you searching for specific sentences or words in your prospect’s profiles – or, using terms and sentences to find your prospects? Whichever the case, now you can do both thanks to LinkedIn. I find this method very interesting as it gives me a detective feel.
First, select the sentence you want to find people talking about. Add quotations and search for it. LinkedIn will provide you results for that exact sentence – wherever it was mentioned.
You can also search for two sentences to speed up the process. The ‘OR’ option lets you find prospects that used any one of the two terms. Also, the ‘AND’ option lets you find places where both the terms are used. Finally, the ‘NOT’ option lets you know where the first term was used without the second.
This can prove pretty useful and interesting. Because you won’t only find prospects, but their conversations as well.
11. Include Recommendations
Whether you’re a business or a person seeking job – you want your prospects to trust your words. And what’s the best way to do garner trust? The answer? Showcasing others’ affirmations.
That’s where LinkedIn comes in with the recommendations. You can ask your customers or former employer – or whoever you find suitable to write you a recommendation, and you can even display the ones you love. Someone else’s endorsements goes a long way to build trust, and if the vote is from someone authoritative, even better.
12. Workplace Information
Social media is crammed with tons of unauthentic accounts, so you can’t always trust other people’s words completely. Adding workplace information does a great job of stomping suspicion to dust.
A specific workplace gives a better impression – you’re giving official information – and if they want, they can contact you as well.
Finding prospects and holding onto them is not easy. When social media is used, it gets even harder because multiple companies are leveraging the same resources to gain the same. In this case, the only way to get the most impact is by improving your LinkedIn prospecting game altogether.
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