LinkedIn is the network for finding BtoB clients. While some like the direct approach with a “pitch” to sell their products or services, others prefer a”softer” approach.
While the two are not mutually exclusive, here are 5 tips to get you seen from your prospects on LinkedIn. Without trying to sell your product at all costs.
Post on Linkedin
Publishing on LinkedIn is the best way to make yourself known to a targeted audience, on a large scale. The algorithm is lenient, so the potential to reach large volumes of an audience (we are talking about tens of thousands of views for free) is very high.
You can share your news (do not abuse it, it is not super well seen) but especially content on your domain of expertise, the problems that your service/product solve, market trends, big news from the sector…
A boon because the time investment/efficiency is very interesting. (See “How to make 75k views per week in 30 minutes per day“).
Visit and follow profiles
It seems useless, and yet! When you visit profiles on LinkedIn or use the “follow” function, a significant part of the users is notified. The follow function gives a higher notification rate than the visit function, but the daily maximum recommended volume is slightly lower.
When the prospect is notified that he has been visited or followed, his curiosity may be aroused. He will, therefore, go to your profile. If it is well optimized you have a unique opportunity to convert him.
On “follow” campaigns, I get between 5% and 10% of returned connection requests (people I have followed ask me for a connection on LinkedIn).
Obviously, you can do this manually (very time-consuming) or define your prospect lists via LinkedIn searches and use a tool like ProspectIn to automate this process.
If your prospect communicates regularly on LinkedIn, interacting with him via relevant comments on his LinkedIn posts is a unique opportunity to arouse his interest. Be careful, avoid the “Super post” comments which do not really put you in the fore (so also avoid automating this task). Likewise, “likes” do not make you visible.
Bonus: identify the person by responding to their comment with “@nameoftheprospect” to notify them that you have replied to one of their posts.
Send high value content
A really effective way to prospect in a “light” way. Get in touch with your prospects without sending an invitation note. This already attracts attention and often leads to a profile visit. Once they have accepted you, share with them 2 or 3 articles on one of your areas of expertise that should echo them.
Please note: choose items with real added value. Otherwise, you will just look like someone who wants to distribute his articles
If you know of other methods to attract the attention of your prospects, contact me on LinkedIn to give me suggestions. I thought about the recommendation of skills but it is too “SPAM” in my eyes so I did not use it.