LinkedIn is a great prospecting tool for B2B companies. In this article, learn more about finding leads on the platform. (If you’ve already established that you should develop a LinkedIn strategy, based on my article, “Is LinkedIn Right for Marketing my Small Business?“)
The key to finding leads is making connections, both by inviting many people to connect with you and by having memorable interactions with those people.
When you invite someone to connect with you, personalize the message beyond the default, “I’d like to add you to my professional network on LinkedIn.” My friend and business expert Steve Yastrow‘s biggest pet peeve is when people he barely knows send him the default connection invitation– he just ignores them. If you act like a robot, people will treat you like one.
How Do You Find People to Connect With on LinkedIn?
You know more people than you think you do! Most people can double their number of professional connections in just a few days.
Make connections with employees at your vendor and partner organizations– these contacts will be eager to connect with you and might have access to valuable leads.
Similarly, make an effort to connect with several people at your client organizations, not just your main contact. Developing more relationships will help broaden your involvement with your client.
Reflect on your past for opportunities to make connections. Consider high school classmates, church youth group friends or professors from college. Also, reach out to social contacts that might be professionally relevant, like parents from your kids’ playgroup.
If you’re fairly new in your career or business, consider connecting with friends of your parents who are more established professionally and will probably be glad to help your development.
These are just a few ideas to get you started expanding your LinkedIn network. Remember, “connecting” is not enough! Your lead generation will only be successful if you develop and maintain your relationships over time.