Just being on LinkedIn isn’t enough for your sales team to start making real connections and driving sales. To get the most out of the platform, you need smart, effective outreach strategies. Here, we’ll walk you through eight practical tips on how to use LinkedIn for sales prospecting that can help your team see real results.
How to Make LinkedIn Work for Sales Prospecting: 8 Tips
1. Make the Most of LinkedIn Sales Navigator
LinkedIn Sales Navigator is a premium tool built to enhance your prospecting efforts. It helps you find and connect with top-quality leads that match your ideal customer profiles (ICPs) and buyer personas on a large scale.
Key features include:
- Advanced Search: A range of filters to help you zero in on your target audience, making it easier to find the right people.
- Lead Recommendations: Suggestions based on your previous searches and activity, helping you discover new prospects without the extra legwork.
- InMail Messaging: Send messages directly to people outside your network, broadening your reach.
- TeamLink: Use your team’s combined network to open up new opportunities.
- CRM Integration: Syncs with CRMs like Salesforce and Microsoft Dynamics, making it easier to manage prospect data and follow up.
- Sales Insights & Alerts: Get real-time updates on your prospects’ activities, from job changes to content engagement.
- Notes and Tags: Keep track of your interactions and important details to personalise future conversations.
If LinkedIn plays a big role in your sales strategy, Sales Navigator is definitely worth considering.
2. Start with a Simple Profile View
One easy way to get on someone’s radar is by viewing their profile. When you do this, LinkedIn sends them a notification, letting them know you’ve taken an interest. It might not lead to instant engagement, but it does help to start building some awareness and set the stage for future outreach.
3. Get Specific with Boolean Search
LinkedIn’s Boolean search lets you use keywords with AND, OR, and NOT to refine your search and find exactly who you’re looking for. For example:
- NOT: Exclude certain results (e.g., “sales” NOT “marketing”)
- OR: Broaden your search (e.g., “sales” OR “advertising”)
- AND: Narrow it down to match multiple criteria (e.g., “software” AND “marketing”)
It’s a time-saver for sales reps doing research, allowing them to focus on prospects that fit the bill. This feature is only available with Sales Navigator, but it’s a handy tool to have if you’re serious about LinkedIn prospecting.
4. Use LinkedIn’s Suggested Connections
LinkedIn has built-in features like “People You May Know” and “People Also Viewed” that suggest potential connections based on your network and activity. Regularly browsing these lists can uncover potential leads who already have something in common with your existing connections, making it easier to reach out.
5. Share Engaging, High-Quality Content
Content is king, and that’s as true on LinkedIn as anywhere else. Today’s buyers do their research online, often turning to content to learn about brands and products. By sharing relevant, engaging posts, you can start building trust with potential clients.
Remember, 81% of B2B buyers say they need to trust a brand before they’ll consider making a purchase. Regularly posting content that resonates with your audience can help you build that trust, making your future outreach efforts more effective.
6. Explore Competitors’ Networks
Take a look at your competitors’ LinkedIn networks to find potential leads. You don’t need to poach their clients, but by engaging with prospects in their network through content or events, you can introduce them to your brand. Once they’re familiar with your name, you can reach out and see if they’re open to a conversation.
7. Set Up Alerts to Stay Updated
To succeed on LinkedIn, you need to keep track of what’s happening in your network. Use LinkedIn’s alert features to stay in the loop on job changes, company news, and other updates. You can set alerts for new job openings at companies you’re targeting, or for specific people you’d like to connect with. Automating this part of your strategy can make it easier to reach out at the right time.
8. Don’t Forget About Your Followers
Finally, keep an eye on the people already following you and your company. It’s easy to overlook, but these are warm leads who have shown an interest in your brand. Take the time to send them a quick, friendly message to introduce yourself. It’s a simple way to make a positive first impression and set the stage for further engagement.
The Bottom Line
By using LinkedIn effectively, your sales team can reach out to prospects where they are and connect with people who are genuinely interested in what you have to offer. Simple tactics like exploring suggested connections and engaging with competitors’ networks can help build warm leads, while tools like Sales Navigator and Boolean search make your efforts more focused and efficient.
Together, these strategies can help you make LinkedIn a key part of your sales process, driving better results and growth for your business.
Summit Prospecting: Helping You Make the Most of LinkedIn
LinkedIn can be a powerful tool for reaching new clients, but to really get results, you need a comprehensive strategy. That’s where Summit Prospecting comes in. We specialise in LinkedIn outreach services, helping B2B companies connect with the right prospects and grow their business. Whether you need a targeted campaign or a broader sales strategy, our team can tailor a solution that works for you.
Ready to take your LinkedIn game to the next level? Get in touch with us today to find out how our services can help you reach more clients and drive business growth.