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How to Prospect on LinkedIn to Close More Deals

November 7, 2018
How to Prospect on LinkedIn to Close More Deals

Are you a sales profession looking to learn how to prospect on LinkedIn? Well, you’re in the right place!

LinkedIn is a treasure trove for opportunities. All you need to do is make sure you’re using the right strategies and looking in the right places.

Now, prospecting on LinkedIn doesn’t have to be a blind quest like following an actual treasure map. Instead, it should be an articulate and strategic process.

In this blog post, we are going to go through the different ways you can prospect on LinkedIn to close more deals.

How to Prospect on LinkedIn to Close More Deals

Start in your own network

You’d be surprised just how many opportunities live within your own network. You can decide for yourself whether it’s better to have a large network filled with people you may not know personally, but solely through LinkedIn.

Conversely, you may decide it’s more lucrative to have a smaller network dedicated to maintaining and nourishing connections with people you have met before.

Regardless of which type of network you have, start here when you’re prospecting on LinkedIn.

New Connections

At Criteria for Success, we recommend that you connect with people you meet by sending a personalized note. LinkedIn generates the standard message, but to really make an impact and successfully prospect, you should make it personal.

Existing Connections

Comb through your existing connections and choose some that seem like a good fit for your product or service. Reach out to them and strike a conversation. It’s important to remember that sending a cold message with a sales pitch may not be the best way to go about this.

If it makes it easier, use a template for reaching out to individuals. This way, you don’t need to reinvent the wheel each time you send a message.

Use alumni networks

Wouldn’t you be more willing to work with someone knowing they have something in common with you? Imagine if that something is the same school!

LinkedIn allows you to search via alumni networks. All you need to do is type https://www.linkedin.com/edu/alumni into your web browser. You’ll be able to see where other alumni are working, where they are located, and more.

It’s a great way to see the large picture of what people in your alumni network are doing.

Actively Post & Comment

One of the best ways to prospect on LinkedIn is to be active on it.

I’m not just talking about scrolling through your feed. Getting noticed requires posting useful and valuable content. It also requires you to interact with people in your network.

The content you post doesn’t need to be original. Instead, it can be articles you find on the internet and think your network would appreciate. This content can also be current events or innovations related to your industry.

Realistically, it can be anything related to what you do! Just use good judgement when posting to LinkedIn and remember that it is a professional platform, not a personal one.

That being said, make sure to use discretion when commenting on other peoples’ posts as well. It’s best to be supportive and leave the negative comments in your head. If it doesn’t help you or your business, don’t comment it.

A general rule of thumb is if you have to ask yourself if something is acceptable to post, it probably isn’t.

Reach Out When People Start New Positions

LinkedIn actually notifies you when people in your network start new positions. Strike up a conversation by sending a nice message congratulating them on the new role.

If there seems to be synergy, introduce what you do and see if there is a fit for business. If it’s not a right fit, you at least are better connected with this person.

Ask for Referrals

A great way to both stay connected with existing clients and get introduced to new ones is to ask for referrals.

We recommend combing through your referrer’s connections and giving them a list of potential people you would like an intro to. They may or may not know some people on the list, so be prepared to have back-ups.

At the end of the day, there are tons of ways to prospect on LinkedIn. While these will get you started, feel free to try new things as well!

If you come up with anything or have any new ideas, please let us know in the comments!

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