In today's digital age, LinkedIn has become an indispensable tool for B2B sales professionals. Social selling on LinkedIn has evolved beyond just networking and connecting with existing contacts.
Salespeople are continually looking for new and creative ways to find potential prospects and expand their client base. While traditional LinkedIn prospecting techniques are still valuable, they may not always yield the desired results.
B2B sales professionals must continually adapt and innovate to discover new prospects effectively. The good news is you can broaden your prospecting horizons and uncover fresh opportunities.
Here are 17 innovative strategies to discover new prospects on LinkedIn when conventional prospecting methods fall short.
17 Innovative Ways to Utilize B2B LinkedIn Prospecting
1. Leverage LinkedIn Groups
LinkedIn Groups are a goldmine for B2B sales professionals. Join relevant groups in your industry or niche or region and actively participate in discussions. Engaging with group members can lead to valuable connections and potential prospects. Pay attention to the problems and challenges discussed in these groups; offering solutions can position you as an expert and attract potential leads.
2. Utilize Advanced Search Filters
While most salespeople are proficient at basic LinkedIn searches, many overlook the power of advanced search filters. You can filter results by industry, company size, location, and other specifications to identify highly targeted prospects. By narrowing your search criteria, you'll uncover prospects more likely to be interested in your offerings.
3. Analyze Company Followers
Companies often have a substantial following on LinkedIn. Investigate the list of people following a company page related to your industry. These followers are potential prospects who have already shown interest in the company's updates. Engage with them by commenting on or sharing the company's posts to initiate conversations and build connections.
4. Monitor Hashtags
LinkedIn allows users to follow hashtags related to specific topics or industries. By tracking relevant hashtags, you can identify prospects who are interested in discussions and trends relevant to your offerings. Engage with users using these hashtags to start meaningful conversations and establish rapport.
5. Alumni Connections
Leverage your educational background by exploring your alma mater's LinkedIn page. You can filter alumni by industry, location, and job role to identify potential prospects who share your educational background. A shared alma mater can be an excellent conversation starter and a way to build a connection.
6. Employee Advocacy Programs
Many companies encourage their employees to share company content on their LinkedIn profiles. These employees are often open to networking and may be receptive to your outreach. Look for companies in your target industry that have active employee advocacy programs, and connect with their employees who are active on LinkedIn.
7. Participate in Virtual Events
LinkedIn frequently hosts virtual events, webinars, and conferences. Attend these events, engage with speakers and attendees, and use the opportunity to expand your network. Virtual events provide a platform for direct interaction with potential prospects interested in industry-specific topics.
8. Create Engaging Content
Sharing valuable content on LinkedIn can attract prospects to your profile. Write informative articles, create eye-catching visuals, and share relevant industry insights. When prospects visit your profile and see your thought leadership, they may be more inclined to connect with you.
9. Collaborate with Influencers
Identify influencers and thought leaders in your industry on LinkedIn. Engage with their content, comment thoughtfully, and build a relationship. Collaborating with influencers can help you gain exposure to their audience and connect with potential prospects who value their recommendations.
10. Utilize Sales Navigator
LinkedIn's Sales Navigator is a premium tool specifically designed for sales professionals. It offers advanced search capabilities, lead recommendations, and real-time insights into your target accounts. Sales Navigator can be a game-changer when it comes to discovering and engaging with potential prospects. It also provides you with the ability to save leads and accounts for ongoing tracking.
11. Monitor Company Updates
Stay updated with what's happening in your target companies. When a company announces new projects, acquisitions, or expansions, it often signifies a need for your products or services. Engage with their updates by commenting thoughtfully and reaching out with personalized messages to demonstrate your expertise and offer assistance.
12. Analyze Your Competitors' Connections
Your competitors may already have connections with potential prospects you are targeting. By analyzing your competitors' connections, you can identify individuals who might be interested in your offerings as well. Connect with them and provide a compelling reason to explore your products or services.
13. Engage in Personalized Outreach
While automation tools can be useful for managing connections and sending messages, personalized outreach remains critical. Craft tailored messages that address the prospect's specific pain points and needs. Mention common connections, shared interests, or recent interactions to make your outreach more personalized and engaging.
14. Host Webinars and Workshops
Consider hosting webinars or workshops on LinkedIn. These events can showcase your expertise and attract prospects interested in the topics you cover. Collect registrations and follow up with attendees after the event to nurture potential leads and establish meaningful connections.
15. Collaborate with Sales and Marketing
Effective prospecting on LinkedIn requires collaboration between sales and marketing teams. Marketing can provide valuable content and insights to share on your LinkedIn profile, while sales can use these resources to engage with potential prospects. Align your efforts to create a cohesive strategy that targets and nurtures leads effectively.
16. Monitor and Adapt
LinkedIn's algorithms and features are continually evolving. What works today may not work tomorrow. Regularly monitor your prospecting efforts, track your success metrics, and be prepared to adapt your strategy accordingly. Stay informed about LinkedIn updates and incorporate new features into your prospecting efforts.
17. Invest in LinkedIn Advertising
LinkedIn offers advertising solutions that allow you to target specific demographics, industries, and job titles. Running targeted ads can help you reach prospects who may not have come across your profile through organic means. Combine advertising with personalized outreach to maximize your impact.
Finding new prospects on LinkedIn requires a combination of traditional techniques and innovative strategies. By actively participating in groups, leveraging advanced search filters, monitoring company updates, and utilizing premium tools like Sales Navigator, you can expand your network and discover fresh opportunities.
Remember that successful B2B LinkedIn prospecting involves ongoing effort, adaptability, and a commitment to providing value to your prospects. With the right approach, LinkedIn can be a powerful platform for B2B companies to connect with potential clients and drive business growth.
Need help with your B2B LinkedIn prospecting? Let’s talk.