Fundamentals of LinkedIn Sales Prospecting: Here Are Some Tips And Techniques

LinkedIn, like some other social networks, has this unique feature that is valuable for sales and marketing teams: a user can select the audience to target.

But how to connect and engage with the right audience?

Connecting with the prospects on LinkedIn is like a cocktail party — you can’t just say ‘Hi’ to someone and start a conversation with a sales pitch. You need to keep things slow, smooth and build trust before you can talk about your product or services.

However, prospecting on LinkedIn is not as easy as it seems. It’s because there are more than 690 million active users and finding the right ones is challenging. You just can’t spend hundreds of hours finding the right prospects.
Before we dig out how to find the best prospects, it’s important to understand what sales prospecting is.

What is sales prospecting?

Sales prospecting is searching through a mountain of millions of profiles to sift out the right prospects who are more likely to convert into customers. Like mining the gold, it might take a lot of time to find the right prospects. Some people spend a lot of time finding the prospects manually and many B2B marketers, sales professionals, and other businesses are also using LinkedIn automation to speed up their prospecting efforts.

In the past, marketers relied on cold calling for sales prospecting. However, those days are over now.

In the modern digital landscape, where B2B buyers have thousands of options to buy from, the rules of sales prospecting have changed.

Why?

“The modern sales process has changed as The Age of the Seller has Changed into The Age of the Seller.” -Forbes

Sales Prospects Tips & Techniques

Here is the list of the proven sales prospecting techniques and approaches:

1. Build a Solid Profile

Building a strong personal brand means giving your brand an identity that people start trusting you right away. When you have built a strong profile, it will lead to more queries as well as responses from prospects.

In an age where your customers can find about your products or services, you just can’t afford to get disqualified or rejected by the prospects just because your profile wasn’t strong enough to attract them.

If you don’t have relevant information or content on your profile, and your prospects see nothing of the relevance, your connection is wasted.

2. Connect and engage meaningfully

Networking is fundamental to sale prospecting. In today’s marketing landscape, networking is essential to finding the right prospects and adding more value to the buying process.

Remember: People like to buy from people who they know, like, and trust. And there is no easier way to get liked, trusted, or build a relationship than having a mutual connection with the right prospects.

You can easily find and connect with the right prospects using safe automation tools such as LinkedCamp. If you want to expand your network, engage or connect with the key connection, such tools can warm up the path for you.

3. Don’t forget personalization

Today, prospects expect a highly personalized treatment from the sales reps. As there are a lot of sellers who might be sending the same templated messages with sales pitches, you can stand out by giving them a personalized experience.

The best way to capture the attention of the prospects is by sending them messages or post content that they really want to read.

Don’t just throw sales-y pitches in every prospect’s inbox. Give your prospects a clear compelling reason to connect and build relationships with you. You have got only one chance to make an impression so do your homework first.

Research and collect useful insights about the prospects. One easy way to do that is by using the best LinkedIn automation tools. These tools will collect all the useful information related to the niche-specific prospects.

4. Use cloud-based LinkedIn automation

As we have mentioned earlier that many businesses are using advanced LinkedIn automation tools to speed up their sales prospecting efforts. These tools help you to find, engage, connect, send personalized messages on auto-pilot, saving you a lot of time and energy.

If you’re thinking to automate your LinkedIn, know that there are many unsafe bots, chrome extensions, and browser tools that can get your account blocked.

The best way to do safe prospecting without getting your account blocked is by using cloud based LinkedIn automation tools. These tools run from the web, not from the browsers, provide IP addresses that are difficult to get detected by LinkedIn.

Conclusion

There you go, just four simple practices to do successful prospecting.

Once you have mastered these practices, you can easily establish a strategic foundation for future outbound sales. With this strategy, you will be able to target only the right prospects and shorten your time on all the sales prospecting and lead generation efforts.