Updated: Mar 1
Compared to when LinkedIn was launched in 2003, there is so much activity happening on the site today. Marketing, brand building and promotion, talent scouting and hiring, job hunting, live webinars, and of course, building relevant connections. In fact, some people think some users are gradually using LinkedIn a lot more like Instagram and Facebook. And that sounds true, considering the number of non-work-related posts that now go on the platform.
However, I have also noticed that one thing remains unique with LinkedIn: it is the most vibrant and promising social networking site for B2B businesses looking for more customers. Yes, B2B prospecting on LinkedIn can fetch you really great leads, if you do it right — and armed with the right tools and best marketing strategies in your outreach, you can turn LinkedIn into a great marketing arena for your business. With its largest audience and users in the United States, India, and China, LinkedIn is a popular place for both big brands and highly-placed professionals.
If you're looking to get your brand, products, or services in front of the right people on LinkedIn, you definitely would want to up your LinkedIn prospecting game. Here, I have provided you with the best LinkedIn prospecting tips to help you make the most of the platform.
What is LinkedIn Automation?
LinkedIn automation is the use of special tools to perform activities that you would otherwise have performed manually on the platform. These tasks include posting, messaging, sending connection requests, scheduling posts, following up on new prospects with personalized messages, and much more. At the core of LinkedIn automation is the practice of using tools like grobot.
However, an ideal LinkedIn automation tool has a human-like algorithm built into it. This makes it possible for the tool to behave with human-like intelligence while automating your tasks. In fact, LinkedIn automation or prospecting tools can be used to dramatically improve sales and marketing. Check out these proven tips.
Add Qualified Connections
The better the quality of your targeting and prospecting on LinkedIn, the higher your chances of attracting and winning over ready-to-pay prospects. Lead generation on LinkedIn is as successful for you as the specificity of your targeting. This is why you want to focus on connecting with the right kind of audience for your business. Luckily, this isn't so hard to achieve.
You can start using LinkedIn's built-in prospecting tool, Sales Navigator to improve your lead generation. In addition to that, you should consider using the right automation tool for your campaign. You’ll find options that allow you to target people that are more likely to do business with you.
Optimize Your Company Profile
As you reach out to people, you can be sure that they'll check you out — and sometimes, before accepting your connection requests. In fact, many of them may innocently ignore you after looking at your profile. It's therefore in your best interest to make sure you have updated and compelling content up on your LinkedIn profile. That way, people can learn — without even reaching you — what your business is about, as well as other important information, such as your opening hours, location (if necessary), and contact details. The benefit of having a compelling LinkedIn profile cannot be overemphasized. It is probably your most influential touchpoint with any prospect.
Do Not Let Your Leads Go Cold
After sending out messages to prospects, sometimes you have to wait for them to engage before proceeding. Unfortunately, many people will never respond. Even when they do, some might still stop communicating at some point. But that doesn't mean you should give up. We have seen prospects who only become customers after some more follow-up messages.
Undoubtedly, you will not get the same results with everyone, but it's important not to let your leads become cold before sending them follow-up messages. In fact, the earlier your follow messages get to them, the better your chances of converting them into paying customers. Luckily, with the right LinkedIn automation tool, you can send out timely follow-up messages to everyone you have reached out to without even knowing.
When it comes to follow-up, the LinkedIn automation tool you're using should ideally engage each prospect based on their level of engagement with you. Responding to their messages late can make them feel ignored. No problem if you don't have the time, but make sure you program your prospecting tool to respond as soon as possible.
Use Personalized Messages
Did you know that 80% of customers are more likely to purchase from a brand that uses personalized experiences for marketing? And according to a 2019 white paper published by Smarter HQ, another 72% of consumers prefer to only engage with marketing messages customized to their specific interests. That's something to think about. LinkedIn is no different. At least each person out of the millions of people using LinkedIn gets one marketing message. In order words, at one point or another, someone has received a direct message from a marketer on LinkedIn.
The point here is that if your message will catch the attention of a prospect, it has to be outstanding. You must be speaking to their needs. That's what a LinkedIn automation tool can do for you. When used right, it can target the people whose needs along with the products and services you're offering. In the end, your campaigns will yield more people who are ready to buy than people still considering whether or not to buy, or worse, people who are not interested at all. A perfect example is grobot.
Grobot is the LinkedIn automation tool designed to help B2B marketers to supercharge their lead generation efforts on LinkedIn. You can learn more about grobot and even request a free demo to see how the tool simplifies your work and magnifies your results.