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LinkedIn prospecting while using a LinkedIn prospecting tool is not something that can be improvised. Depending on your objectives, your hunger, and the nature of your business, there are a variety of techniques to attract new customers.
Best practices for LinkedIn prospecting
Publish Content Regularly
An optimized LinkedIn profile is a profile that is actively used. It is critical that you post on LinkedIn frequently if you want to establish yourself as an authority on your key themes. Inform others of new information, tips, advice, suggestions, or remarks. Curation is always a lot simpler than invention; thus, begin with that.
Specialize Your Network and Build Your Authority
It’s difficult to refer to your LinkedIn followers as a “network” when you don’t know half of the people who make up that network. Increasing the size of your network is a wonderful thing, but you must be selective. Only people whose content you enjoy and who are specialists in your sector should be added or followed; these are actual influencers. This is vitally crucial in the B2B environment.
It is best not to use a personalized message when sending contact requests to people you are unfamiliar with; this way, you can be sure you are not sending the wrong message. Many experts even believe that your conversion rates will be higher if you do not include a message. This is true if the message is sent in an impersonal manner.
It is highly important to have second-degree connections on LinkedIn because when two people have a shared relationship with each other, they are much more likely to accept a connection request from the other.
Define Your Persona
Regarding direct marketing, the strength of LinkedIn resides in its capacity to deliver qualified leads through the important information that everyone on the professional network shares.
Before you begin prospecting for prospects, you should first create a buyer persona for them. An illustration of your ideal consumer, based on biographical or demographic data, is shown here.
You can create material for your LinkedIn profile, as well as messages for business development, based on the information in this perfect profile.
Two Opposing Prospecting Methods: Quality vs. Quantity
The Advantages of the Qualitative Approach
Your potential customer’s curiosity is piqued when you exhibit interest in them. Everyone enjoys the process of generating interest. The greater the degree to which you customize your message, the more engaging the outcomes will be.
Disadvantages of the Qualitative Approach
It takes significantly more time to use this method: although your response rates are higher, you must engage and maintain a discussion with each of your prospects to convert them into qualified prospects, understand their needs, and advise the offer that is most appropriate for them.
The Advantages of the Quantitive Approach
This strategy has a tendency to be more “spammy.” Use of it in your notes has a significant advantage: it will not be accepted by prospects who are not qualified or interested. To your contact, it’s a kind of “unsubscribe” button that prevents them from wasting time conversing with your prospects. Then, you save a significant amount of time by sending your prospects right to your website, which handles the rest of the conversion process for you. It is useful for locating customers.
Disadvantages of the Quantitative Approach
Quality is sacrificed in the name of quantity. The danger of using this prospecting method is that you will lose prospects who will not respond to you since your approach is too direct and your purpose of selling them something is evident to them when you employ this approach.
When to Use This Method?
Actually, you should think about this in terms of return on investment (ROI). If you are selling a high-priced product or service, it is preferable to use the first approach.
Although your conversion process will most likely be lengthier and the amount of time spent on each lead will be more significant, you should take the time to convert each lead, even if this means reducing your prospecting volume to a smaller number.
If you are wondering about this LinkedIn question, you should, however, utilize the second way if your product or service is sold at a lesser price and if the number of potential customers is large. For example, if your product or service costs 2€ per month, you cannot spend many hours conversing with each of your customers.
To Send or Not to Send an Invitation Note When Prospecting on LinkedIn?
This continues to be a significant issue. In our first instinct, we would answer that it is contingent upon the persons and profile with which you are prospecting. Presented below is a very complete case study that will help you assess which note transforms the best and whether or not you need an invitation note.
And what about you? What are your thoughts on these two prospecting methods? Many people nowadays are placing their bets on the concept of customization. And, did we answer your most common LinkedIn question?