It is crucial for people who offer products and services to other businesses in the B2B market to be aware of how and where potential consumers might be found.
Because of this, we would like to spend some time today explaining social media prospecting, especially how to prospect consumers using Linkedin.
Linkedin has considerable commercial potential, but first and foremost, it is a social network, and as such, it has a very personal feel to it. A message sent in the wrong direction or too intrusive might ruin the reputation you have spent months cultivating with potential consumers.
The capacity of Linkedin to make you an authority in your field and gain you social prospecting is quite huge.
Here are some steps to follow in order to prospect clients.
Table of Contents
Create an Attractive Profile
Your profile on Linkedin needs to be able to capture the interest of prospective clients so that they, at least in some cases, be the ones to initiate communication with you in order to acquire additional information regarding your goods or services.
Consider applying the following advice:
- Include a picture in your profile that demonstrates your sense of professionalism.
- Include your professional title in the sentence (position in your company).
- Use the extract of your profile to your advantage by summarizing what you can offer your customers, along with a clear call to action such as your contact information.
- Digital portfolios are always welcomed.
Use your Profile to Promote your Products and Services
Linkedin is not a social network that allows users to share content the same way that users share content on Facebook. In this setting, everything you share is intended for professional consumption.
In any event, we hope that individuals who connect with us through the publications of our profile will become acquainted with our company and the products and services we provide.
Therefore, it is very beneficial to have a content marketing plan that can direct the actions that are to be taken within this social network.
Start a Conversation that Brings Value to your Contacts
Even though Linkedin offers a feature called InMail to users who have upgraded to a paid account, we are only going to discuss the option that is available to users with a free account for the time being.
When a connection has been made, users of the most fundamental tier can begin a conversation with the other party by exchanging private messages once the reference has been made.
You should make an effort to initiate a conversation with your contacts that will benefit them and encourage them to check out your website.
Start Connecting with your Clients
Before moving to the next step, you must understand the kind of client you want to attract the most.
If you sell security products to companies, for instance, the general managers of those companies or owners might be your ideal customer.
When a new profile is created on Linkedin, the first contacts that are suggested by the network are people with whom the user already has some sort of connection, such as family members, friends, former classmates, or current or former coworkers.
When you make a new connection, your first-level contacts open the door to various new relationships at the second and third levels. This is a positive aspect of making new connections.
After that, it’s time to connect with the second and third contacts. Review their profile before extending an invitation to connect with them. When you do this, Linkedin will alert the person that you viewed their profile, and when you send them an invitation to connect with you, you won’t be quite as much of a mystery to them.
Other options to consider when searching and connecting with clients.
Upload a Database to your Computer
Suppose you have databases with emails you have collected from your customers or at networking events. In that case, Linkedin enables you to upload them so that you can see which of those contacts are already part of the network and invite them to connect with you.
Look for Businesses in your Area
If you have a list of target companies that you would like to do business with, you can use the search engine on Linkedin to find more information about those companies. When you access Linkedin, you will immediately be presented with a list of people along with their respective positions within the company.
Make use of the recommendations that are contained within the publications by your contacts and the pages that you follow
If a publication that one of your contacts or a company that you follow has received comments or recommendations, Linkedin makes it possible for us to view them. However, we also have the option to click on the person who provided the recommendation and send an invitation to connect with them.