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4 Tips for Better Prospecting on LinkedIn

4 Tips for Better Prospecting on LinkedIn

LinkedIn is one of the best social platforms for generating leads and building trust with your ideal prospects. Do you want to learn how to generate and connect with leads, as well as more effectively manage your LinkedIn prospects?

Below are four tips to help you get more out of your LinkedIn sales efforts.

#1: Consider Joining LinkedIn ProFinder

If you’re a freelancer or independent professional, consider becoming part of LinkedIn’s ProFinder network. This is a place where LinkedIn members can seek out experts for a service, such as designers, writers, editors, accountants, marketing consultants, web developers, and more. This is a great way to create partnerships to help grow your business.

To access ProFinderclick the Interests tab on the LinkedIn navigation bar and select ProFinder.

Want to know how ProFinder works? If businesses are looking for a provider, they answer a few questions about the services they’re seeking and specify a time frame and budget. LinkedIn then connects them to the best local professionals from their selected list. Businesses receive bids for their work delivered directly to their inbox. 

To apply to be a ProFinder providergo to the ProFinder signup pageAnswer the questions as prompted to clarify your areas of expertise and complete the signup process. 

Be sure you have current recommendations on your LinkedIn profile, because potential leads will see them in your ProFinder profile. Your Summary section is an important aspect that may help you get hired, so make sure these details are complete. It’s where you explain why someone should choose your service and what sets up apart from your competition. Be sure to share results and success you've achieved for others.  

#2: Manage Your Prospecting Efforts with Third-Party Tools

Below are two third-party apps that will assist you in CRM and follow-up. These tools will aid in sales, keep you organized, and save you time. Remember, however, that nothing replaces building real, long-term relationships with your prospects. 

Dux-Soup offers both free and paid versions. The app is ideal for taking notes on your contacts. The Dux-Soup for LinkedIn Chrome extension will keep track of every LinkedIn profile you visit and let you make notes directly on the profile page.

Nimble is a great social selling tool that integrates easily with LinkedIn. It’s designed for social listening and engagement. The browser extension is available for Chrome and Firefox. You can try it for free with a 14-day trial; the cost after that is $25 per month.

With Microsoft’s recent acquisition of LinkedIn, it’s worth paying attention to what happens with Microsoft’s Dynamics 365 CRM. Perhaps there will be an integration with LinkedIn in the future.

#3: Nurture Your Relationships

Staying connected and top of mind with your audience is critical for building awareness and developing trust. LinkedIn makes it easy to tap into what’s happening in your network.

Use Native Prompts to Start a Conversation

Take a look at the "Ways to Keep in Touch" box on your LinkedIn home page. These prompts are meant to encourage you to engage consistently and conveniently with the people in your network - reach out to targeted connections with a personal message on a daily basis.

Build Your Reputation as a Trusted Resource

It’s no secret that how we do business has changed. Today’s buyers have access to way more information online than ever before. They’ve most likely made a decision on what to buy; they just need to decide who to buy it from. Remember, people do business with and refer business to those they know, like, and trust. 

Learn to add value by solving your prospects' problems. Discover what your prospects’ needs are by becoming a problem-finder before becoming a problem-solver.

You will become a valued resource by sharing relevant articles such as LinkedIn status updates or direct messages that address your prospects' pain points. Focus on giving, not selling, by establishing yourself as an expert in your field as you build relationships.

In order to build lasting relationships with your ideal prospects, be consistent in delivering valuable content and having meaningful conversations. These points will help you win trust and earn the opportunity for a meeting or phone call.

#4: Download Your LinkedIn Connection Data for Facebook Targeting and CRM Import

You may or may not be aware that LinkedIn allows you to download connections, posts, messages and recommendations in your LinkedIn profile that you've spent valuable time creating. 

You can choose to use the Export LinkedIn Connections feature, or you can do a full download of your data to get more detailed information about the people in your network.

To download your data, first click your photo in the upper-right corner and then click Privacy & Settings in the drop-down menu. Find the Getting an Archive of Your Data option and click on Change. On the next page, click Request ArchiveIn a few minutes, you’ll receive an email message from LinkedIn that they’ve compiled the first installment of your archive. Click on Download It With This Link in the email. Finally, click the Download button and save the archive to your computer. Once you’ve downloaded your archive, you’ll have a series of CSV files.

In your Connections file, your contacts are listed by first name, last name, email address, company, and current position. You’ll also find any notes you’ve added to their profiles and the folders you may have tagged them in.

You can now use this data to leverage your connections for prospecting. One way to do this is to upload your ideal prospects to your CRM system. Follow, track, and connect with your prospects on a strategic level. Your goal is to stay top of mind and one way to do that is to comment on their status updates.

Also consider uploading your contact list to a Facebook custom audience and creating an advertising campaign. Targeting your connections with Facebook ads is more likely to deliver results because you already have a relationship. You can use this tactic to promote webinars, workshops, and more.

Don’t upload your LinkedIn contacts to your email list though. Remember, an email list is permission-based marketing. Adding people to your list who haven’t opted in is an easy way to lose trust with people you’ve worked hard to connect with.


Use these tips to help you get organized and focus on your ideal prospects on LinkedIn. Show up consistently online and offer value to those you serve, because ultimately that will be your competitive advantage.

Please click here to read the full article by JoAnne Funch. 


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