LinkedIn has become an invaluable resource for finding and connecting with potential B2B clients. With over 722 million users worldwide, LinkedIn is the largest professional networking platform and a prime place to generate leads. But with so many profiles and companies to sift through, it can be overwhelming to know where to start. Follow this guide to learn proven tips and strategies for finding your ideal B2B clients on LinkedIn.
Step 1: Optimize Your Personal Profile
Before searching for prospects, ensure your own LinkedIn profile is optimized to attract potential clients. A complete, professional profile establishes credibility and gives prospects confidence in connecting with you.
Here are key areas to focus on in your profile:
- Professional headshot photo
- Headline and tagline that describes what you do
- Summary section highlighting your experience, skills, and values
- Work history showcasing relevant positions and achievements
- Skills and endorsements that reinforce your expertise
- Education background
- Links to website, portfolio, etc.
- Recommendations from past clients and colleagues
Set your profile to “public” so it can be easily found and viewed. The more complete your profile, the better chance of connecting with qualified leads.
Step 2: Define Your Ideal Client
Rather thanaimlessly searching LinkedIn for anypotential client, first define your ideal target audience. Outline the specifics of clients you serve best and want to attract more of, such as:
- Industry/vertical
- Company size
- Location
- Business model (B2B, B2C, etc)
- Revenue size
- Employees count
- Pain points
- Goals
Defining your ideal client allows you to hone in on the types of profiles, groups, content, and keywords to focus on in your search.
Step 3: Leverage LinkedIn’s Search Features
Once you know who you’re looking for, utilize LinkedIn’s robust search functionality to find relevant prospects. Here are the most effective ways to search:
Basic People Search
The basic people search allows you to search by name, location, company, job title, school, skills, and more. Get started by entering keywords related to your ideal client criteria, such as their industry, job role, skills, employer name or location. Then sift through results and connect with relevant prospects.
Advanced People Search
For more filters, use the advanced people search. You can narrow your search criteria by relationship, geography, profile language, company size, when they joined LinkedIn, and more.
Company Search
Search for companies that match your ideal client profile using filters like industry, size, location and more. Once you identify relevant companies, go to their LinkedIn page to see current employees and their roles. You can then connect with key decision-makers.
Group Search
Join LinkedIn groups related to your industry or ideal client vertical. Engage regularly by commenting on discussions and establishing yourself as an expert. Many groups let you filter members by criteria like location and role to find prospects.
Boolean Search
When using keywords in searches, add boolean operators like AND, OR, and NOT to filter even further. For example, you could search “Accountant AND New York NOT CPA” to find only non-certified accountants located in New York.
Step 4: Connect Strategically
Once you’ve identified prospects, it’s time to connect. But avoid sending generic connection requests. Instead, personalize each invite to improve your response rate. Here are some tips:
- Mention how you found them or what you have in common
- Reference their company, background, or interests
- Share why you’d like to connect with them specifically
- Include a call-to-action, such as scheduling a call
Also consider asking for introductions from any shared connections you may have with a prospect. A warm introduction goes a long way in establishing trust.
Step 5: Provide Value
After connecting, your next goal is to provide value to the prospect before ever making an ask or pitch. Consider these ways to offer value:
- Share relevant industry articles, tips, and insights
- Comment thoughtful remarks on their posts
- Congratulate them on work milestones and achievements
- Offer advice and feedback related to their role
- Make warm introductions to others who can help them
This establishes you as a trusted resource vs. just another salesperson. When you do have a relevant solution for them down the road, they’ll be more open to learning about it.
Step 6: Leverage LinkedIn Ads
In addition to organic search, leverage LinkedIn’s self-service advertising platform to get your offers in front of the right people actively searching for solutions. Here are some key benefits of LinkedIn ads:
- Target prospects by job role, industry, skills, and more
- Reach users based on their activity on LinkedIn
- Display ads on desktop + mobile
- Pair ads with your InMail campaigns
- Retarget people who have already visited your website
- Detailed campaign insights and reporting
Take time to optimize your ads with testing different audiences, creatives, offers, and more.
Conclusion
LinkedIn is home to countless prospects for B2B businesses. But a targeted approach is required to surface and connect with those most likely to become clients. By optimizing your profile, clearly defining your ideal client, leveraging LinkedIn’s extensive search capabilities, connecting strategically, providing value, and utilizing their advertising platform – you can generate more qualified B2B leads than ever before.