About 75% of B2B buyers use social media to make purchasing decisions, with 50% of them rating LinkedIn as a trusted source.
It is important to highlight that, for this decision-making, having a deeper relationship with your leads is essential. This happens because complex sales – as sales are called in the B2B market – require more steps in the decision-making process and no one wants to close a bad deal.
As we said before, creating a relationship of trust with your target audience is essential, because your customers begin to see your company as an ally , someone who has a genuine interest in helping them achieve success.
But these good relationships don’t just fall from the sky . Salespeople or sales leaders need to actively work on cultivating the right connections to develop closer ties with their prospects, and this is where LinkedIn emerges as an indispensable tool.
The information you find on LinkedIn about your client is probably the easiest to access. In addition to information such as job title, company size and market niche, you can also find topics of personal interest or hobbies of your lead.
8 Off-the-Beaten-Path (and Free) Ways to Prospect on LinkedIn
Tools like Sales Navigator and InMail phone number list are great for prospecting leads and, when applied properly, can have significant results when compared to other ways of prospecting.
However, as we said above, personalization is a factor that really makes all the difference in your approach. Consider that many of these leads do not know your company and, to win them over, you need to make the decision-making process more personal.
Check out 8 tips for prospecting on LinkedIn for free:
1. Navigate to the “More profiles for you” tab
Do you know that perfect client for your if a buyer has a problem business that you would like to find other leads similar to? Check out the profile recommendations!
First, identify some customers who are already doing business with your company and who you consider to be 100% in line with your ICP (Ideal Customer Profile) . Then, look for their LinkedIn profile and see what other recommendations they have from the network, in the right-hand corner of the screen:
Screenshot of a LinkedIn profile. On the right malaysia numbers list side, the social network itself recommends similar profiles for the user to connect with.
Tip: Try to find patterns in the profiles that are recommended, such as job title or area of expertise.
2. Keep an eye on your contacts who have recently changed jobs
When someone changes positions or companies, they’re more likely to be open to trying new products or services. So keep track of which of your contacts have recently changed positions.
To do this, click on the “ My Network ” button at the top of the screen and select “ Job Changes ”:
Tip: Leave a comment on your contact’s job update congratulating them on their new position. Engaging with your contacts’ posts is important so they’ll remember you in the future.
3. Expand your network of connections
To be able to connect with more profiles within your lead interest and prospect qualified leads within LinkedIn, simply access a client’s profile within your business’s ICP and check which contacts are in their network.
This will help you find people closer to your ideal lead, based on the profile of a customer who already does business with your company.
Access the profile of this current client and click on their “Connections” tab. There, you can check which other players in the market they interact with, increasing the chances of finding a qualified lead.
