LinkedIn is the social network of the moment for those who want to build relationships. In addition to being the largest professional social network in the world, it plays a strategic role in companies and employees who work with sales.
In this network, it is possible to make connections, show your resume, skills and competencies, seek candidates for your vacancy and prospect clients. LinkedIn started as a simple job showcase and today it is an important tool for business.
You, seller, cannot miss the opportunity to generate leads on social networks. According to a survey by Opinion Box, 36% of respondents use LinkedIn once a day or more and 28% use it more than they did a year ago and 30% think they will use it more in the next year.
With this imminent growth it is important to ask yourself how to use LinkedIn to prospect clients? That’s what we’re going to answer in today’s blog. Keep reading and check out the tips!
The Evolution of LinkedIn
The site that started just for networking, today has more than 30 million Brazilians. Companies publish content and vacancies, recruiters select employees and salespeople prospect clients. The 4 current fronts of LinkedIn are:
- Recruit employees whether or not they are looking for a new job
- Help candidates actively find employment
- Finding potential customers for the sales team
- Share and consume content that interests you
Also according to the study carried out by Opinion Box, 65% of respondents consider that LinkedIn content is relevant to professional growth. Therefore, if your potential lead is on LinkedIn consuming information, you should also be there to show your company’s solutions.
In the following topic, we’ll show you how to use LinkedIn to prospect clients.
How to use LinkedIn to prospect clients
To sell better, you need to know the tools and features that the social network offers. What is the best sales strategy? We separate some tips on how to use LinkedIn to prospect clients.
1- Interact with the network
LinkedIn was made for networking. So like, share and comment on your connections posts. That way, in addition to generating engagement, you appear to your potential customers.
If the lead is engaged with your publication, get in touch by identifying yourself and showing the publication, along with other solutions. This type of active prospecting approach can result in a meeting or an appointment.
2- Use InMail
InMail is ideal for anyone who wants to connect with contacts that you don’t have a connection with yet. If he looks like a potential customer, you can interact with him through this tool.
It is effective because:
- Looks like a personal email
- It’s a simple and straightforward approach
- It is adaptable to different prospecting cases
- Awakens the interest of the person
3- Use the advanced search
LinkedIn’s advanced search has several filters that can be used when looking for potential clients. How to use LinkedIn to prospect clients? Filter people by information such as company, title, position, location, and more.
4- Post relevant content
Share material produced by you or your company, showing solutions to customer needs. That way, you can reach people who are looking for exactly what you offer and engage with likes, comments or shares.
When you detect them, start the conversation by offering rich material or more information.
5- Send a message thanking you for the connection
Added a prospect? Talk to him first, thanking him for having you in his network. In addition to education, it shows enthusiasm when selling in the future. It is essential to personalize the message, since LinkedIn is a social network that provides information about its users. Take the opportunity to use potential customer data to create personalized content and ensure qualified leads.
6- Join targeted groups
By joining groups, you can chat with prospects in the industry you’re interested in. Therefore, search for groups that are related to your client’s persona. Afterwards, evaluate the level of engagement: if you have comments and good frequency of posts, for example. Identify if there is sales potential and actively participate.
7- Respect privacy
As much as the seller’s goal is to do business, it is important to remember that it is a social network made of people and being invasive is not cool. Therefore, the orientation is to let the conversation flow, without any kind of pressure. Your brand could suffer if the seller offers solutions for new connections right away.
Count with ASB Marketing to increase your sales
If you want to implement demand generation strategies in your business, it is of paramount importance to start with planning.
In this scenario, understand your audience, online behavior, preferences and, especially, make an analysis of your competitors and current demands of the market.
Then understand how your sales process works and what characteristics need to be changed to meet your ideal customer profile.
In addition, it is essential to keep in mind that demand generation does not only occur by paid media, on the contrary, inbound marketing actions (attraction marketing) and demand generation generate very advantageous results for organizations when well employed.
Finally, you can count on an experienced marketing and sales company to support the implementation of these strategies, such as ASB Marketing.
With the best innovative methodologies and tools, ASB Marketing finds its ideal customer and qualifies them through fully automated and personalized email cadence.
When the lead arrives at the purchase decision phase, we only passed on to your commercial team to close the negotiation. With this, we guarantee increased sales, reduction of trade cycle, cost optimization and support in long -term business expansion.
Do you want to know more? Go now and see how ASB Marketing can help your business!