8 avenues to explore to find qualified prospects on LinkedIn
Posted: Mon Jan 06, 2025 3:51 am
The first thing to do after creating and optimizing your LinkedIn account for business prospecting is to identify the most interesting prospects for your business and then be able to get in touch with them.
To find qualified prospects on LinkedIn, there is only one prerequisite: know your target like the back of your hand!
A common mistake I encounter in the field is that you know that LinkedIn is important for finding new customers, so you decide to integrate it into your sales prospecting strategy. That's great.
The problem is that, full of good will, you launch directly into the conquest of new prospects by adding dozens and dozens of contacts to your network.
Very often, my clients contact me to brag about having gained X hundreds of new contacts in a few days on LinkedIn. That's great, but are they really qualified and will they bring you business? Because ultimately that's the whole point!
To identify qualified prospects on LinkedIn, it is important to define very precisely what a peru email list qualified prospect is for your company: In which sector does he work? In what type of structure? What is his function? His expectations? The problems he encounters?
Before you start looking for prospects on LinkedIn, you need to know everything about your ideal prospect to 1) prospect without wasting time and 2) optimize your return on investment.
Track #1: interactions on your publications
To successfully prospect on LinkedIn and the internet in general, it is essential to create and share content with your network . If you share quality content on LinkedIn, you will naturally get a significant number of "likes", shares and comments on your publications.
These interactions are a significant source of leads. Indeed, the people who view and interact with your posts are clearly concerned by the issues you address. So regularly check the interactions of your LinkedIn posts and you will regularly find qualified leads.
cta training prospect on linkedin SLN Academy
Track #2: advanced search
If you have determined in detail the profile of your ideal prospect as we saw in the introduction, you will be able to fully exploit the full potential of advanced search on LinkedIn.
LinkedIn Advanced Search lets you search for new contacts using a variety of filters: keywords, job title, field of activity, company, location, and even interests.
Track #3: the “Other pages consulted” section
When you view a profile on LinkedIn, you have a section called “Other pages viewed” in the right side menu.
This is a selection of profiles similar to the one you are visiting. To find prospects on LinkedIn, go to the profiles of your existing customers and prospects and check this section.
how to find prospects on linkedin
Track #4: Your competitors’ relationships
Sometimes it's much easier to prospect a competitor's customer than it is to prospect someone who has no experience or knowledge of the solutions you offer.
With this in mind, don't hesitate to consult the LinkedIn profiles of your competitors and select the contacts who best match the profile of your ideal prospect.
Track #5: the “Skills and recommendations” section
If you do your job well, you should have a few recommendations from your clients on your LinkedIn profile. The same goes for your competitors!
To find prospects on LinkedIn, go to the skills and recommendations section of their profile and click on the skills presented. This will give you the complete list of people who have recommended this profile.
how to find prospects on linkedin
Track #6: changes of position
When someone takes on a new role, they usually have to start from scratch and are therefore more likely to look at new solutions that are less expensive or more efficient. Job changes are therefore a good source of qualified leads on LinkedIn.
Typically, you receive notification emails when people in your network change jobs. You may also have this information in your news feed. So remember to check this section regularly, congratulate your contacts and identify the most qualified prospects.
Track #7: Discussion groups
Discussion groups are, in my opinion, the best source of leads on LinkedIn. Your prospects are asking questions about the problems they encounter and the solutions that are available to them. They love to do this on the Internet and LinkedIn discussion groups are the perfect place to exchange ideas.
So identify the groups that are most relevant to your business and join them. This will give you access to the member list and allow you to find qualified prospects there.
Track #8: people who viewed your profile
Finally, to find prospects on LinkedIn, remember to regularly scan the “People who viewed your profile” section. If they arrived on your LinkedIn profile, it was probably not by chance and they were most likely looking for something.
So don't hesitate to contact them to ask if they found the information they were looking for and if you can help them.
To find qualified prospects on LinkedIn, there is only one prerequisite: know your target like the back of your hand!
A common mistake I encounter in the field is that you know that LinkedIn is important for finding new customers, so you decide to integrate it into your sales prospecting strategy. That's great.
The problem is that, full of good will, you launch directly into the conquest of new prospects by adding dozens and dozens of contacts to your network.
Very often, my clients contact me to brag about having gained X hundreds of new contacts in a few days on LinkedIn. That's great, but are they really qualified and will they bring you business? Because ultimately that's the whole point!
To identify qualified prospects on LinkedIn, it is important to define very precisely what a peru email list qualified prospect is for your company: In which sector does he work? In what type of structure? What is his function? His expectations? The problems he encounters?
Before you start looking for prospects on LinkedIn, you need to know everything about your ideal prospect to 1) prospect without wasting time and 2) optimize your return on investment.
Track #1: interactions on your publications
To successfully prospect on LinkedIn and the internet in general, it is essential to create and share content with your network . If you share quality content on LinkedIn, you will naturally get a significant number of "likes", shares and comments on your publications.
These interactions are a significant source of leads. Indeed, the people who view and interact with your posts are clearly concerned by the issues you address. So regularly check the interactions of your LinkedIn posts and you will regularly find qualified leads.
cta training prospect on linkedin SLN Academy
Track #2: advanced search
If you have determined in detail the profile of your ideal prospect as we saw in the introduction, you will be able to fully exploit the full potential of advanced search on LinkedIn.
LinkedIn Advanced Search lets you search for new contacts using a variety of filters: keywords, job title, field of activity, company, location, and even interests.
Track #3: the “Other pages consulted” section
When you view a profile on LinkedIn, you have a section called “Other pages viewed” in the right side menu.
This is a selection of profiles similar to the one you are visiting. To find prospects on LinkedIn, go to the profiles of your existing customers and prospects and check this section.
how to find prospects on linkedin
Track #4: Your competitors’ relationships
Sometimes it's much easier to prospect a competitor's customer than it is to prospect someone who has no experience or knowledge of the solutions you offer.
With this in mind, don't hesitate to consult the LinkedIn profiles of your competitors and select the contacts who best match the profile of your ideal prospect.
Track #5: the “Skills and recommendations” section
If you do your job well, you should have a few recommendations from your clients on your LinkedIn profile. The same goes for your competitors!
To find prospects on LinkedIn, go to the skills and recommendations section of their profile and click on the skills presented. This will give you the complete list of people who have recommended this profile.
how to find prospects on linkedin
Track #6: changes of position
When someone takes on a new role, they usually have to start from scratch and are therefore more likely to look at new solutions that are less expensive or more efficient. Job changes are therefore a good source of qualified leads on LinkedIn.
Typically, you receive notification emails when people in your network change jobs. You may also have this information in your news feed. So remember to check this section regularly, congratulate your contacts and identify the most qualified prospects.
Track #7: Discussion groups
Discussion groups are, in my opinion, the best source of leads on LinkedIn. Your prospects are asking questions about the problems they encounter and the solutions that are available to them. They love to do this on the Internet and LinkedIn discussion groups are the perfect place to exchange ideas.
So identify the groups that are most relevant to your business and join them. This will give you access to the member list and allow you to find qualified prospects there.
Track #8: people who viewed your profile
Finally, to find prospects on LinkedIn, remember to regularly scan the “People who viewed your profile” section. If they arrived on your LinkedIn profile, it was probably not by chance and they were most likely looking for something.
So don't hesitate to contact them to ask if they found the information they were looking for and if you can help them.