Prospecting on LinkedIn
Why Prospect on LinkedIn?
If you’re searching for business-to-business (B2B) prospects, LinkedIn is the best place to keep an eye out for because it has the market cornered at the moment. No other social network has as many members and as much reach as LinkedIn does. Presently, LinkedIn has about 550 million users from 200 different countries! Two new members sign up every second!
Looking for prospects on LinkedIn has so much potential because it’s essentially a search engine for professionals. For all its users, LinkedIn has strategically categorized, analyzed and tagged every little bit of data. By leveraging all that data, LinkedIn can help you find your leads.
For example, you can easily find a list of CEOs in San Francisco who work in the real estate industry and have a company within five seconds!
If you do it right, LinkedIn can be the world’s biggest professional coffee shop for you. You can have personalized, real-time engagement with prospects via the LinkedIn message box, post status updates, or your articles. Professionals around the world check in every day! If you’re practical and pay attention well, you can really leverage LinkedIn for marketing.
How to Write a Client-Facing LinkedIn Profile
A lot of LinkedIn members still treat their profile like a résumé. They write in the third person about what they’ve accomplished, where they have worked, and what awards they’ve won. However, your target demographics and customers don’t care about you. They care about how you can solve their problems.
When writing a client-facing profile, you must think about what prospects will see and how they will react when you contact them. Focus on the client because, when you first contact a lead on LinkedIn, that person will be wondering who you are and look at your profile. Even if someone searches your name on Google, your LinkedIn profile is a lot of times one of the top results.
Let us say your ideal clients are social media marketing managers. If you highlight what you can help them with in the first line of your profile, leads will be excited and interested because you can solve something that they actually need help with. Your profile helps that person connect the dots.
With LinkedIn, the riches are in the niches. Identify two or three target audiences you really serve well. Identify them by job title and industry type. If you try to be everything to everybody, finding clients on LinkedIn won’t work. Likewise, if prospects don’t like your profile, they may never respond to your inquiry.
Everything you do on LinkedIn begins with your profile because people will check it. Everyone wants context for a conversation. If your personal invite piques someone’s curiosity enough to look at your profile, your profile needs to convey that you can help that person. Then they’ll accept your invitation so you have a way to start a dialog.
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