If you ever tried Find new customers with LinkedIn, you must have realized how complicated it is. No matter how well you write your sales messages as well as possible, very few people reply to you…
And to be honest, it’s not very surprising. Most professionals use LinkedIn to prospect directly. Result: almost all private messages we receive are commercial messages.
LinkedIn is a great lever to find new customers. Only if you use it badly you will never get the results you hope for.
Maybe it’s time to relearn Use LinkedIn ?
Why does prospecting on LinkedIn yield such poor results?
For starters, I don’t recommend using LinkedIn’s private messaging system to connect with your prospects. The same goes for InMails, which are sorely lacking in subtlety.
As a reminder, a In the mailAt LinkedInit is a sponsored message that you can send to people outside of your network as needed different Targeting Criteria.
If your prospect receives an InMail, they will find your application in their private mailbox, marked with the label “Sponsored”. In short, there’s no better way to tell your prospect, even before they open your message: “It’s an ad. »
LinkedIn is already awash with prospecting
As I was Business DevelopersI’ve tried all sorts of techniques to do this connect with my potential clients. I’m being formal on one point: Going through LinkedIn’s private messaging system unfortunately yields poor results. In my opinion, that should be your last resort.
On LinkedIn, the people you contact rarely feel compelled to respond. Additionally, there’s a good chance you’ve been approached yourself, and I’m sure you rarely respond to any inquiries you receive.
In fact, the lack of commitment tends to increase, and I explain it with a very simple fact. At LinkedIn, most of the messages we receive are advertising or prospect solicitations, so we don’t pay much attention to them.
The successful strategy for finding new customers with LinkedIn
The best way to use LinkedIn find new customersis to limit you to its most powerful feature: his directory.
Fifty years ago, if you wanted to contact all the advertising agencies in a region to sell them your services, the phone book was your best friend.
Today that directory is LinkedIn. And your strategy is Application by email.
If your target customer is at least digitized, the chances that he has a profile on this social network are quite high.
It’s perfect because for Prospects with LinkedIn, that’s all you need. It doesn’t even require the user to be regularly active. It is enough that his profile is more or less up to date.
The idea for prospect effectivelyis to gather information on LinkedIn to then form a relationship via email.
Step 1: Identify your prospects
Imagine you are looking Marketing Manager French companies specialized in the cosmetics sector. LinkedIn’s search capabilities make it easy to filter searches based on dozens of criteria effectively target your potential customers.
At this point you get a very interesting list of possible customers.
And to be honest, there is only LinkedIn that offers information of such good quality. Today, the majority of professionals have a profile on this platform, making it a gold mine for identifying your potential clients.
Step 2: Get contact information
I then identify three main ways to do this connect with your prospects :
- private messages from LinkedIn;
- The telephone ;
- The e-mail.
The problem with the Private LinkedIn Messages, is that, as we have seen, it gives poor results. Between users who are not active, users who do not read their messages, and users who do not respond to them, the likelihood of receiving qualifying appointments is quite small.
Start by phone could be an interesting solution. But there’s one major hurdle: it’s difficult to get your prospect’s business number. Most people do not provide this information on their profile.
So the e-mail remains. Admittedly, this method also has some disadvantages, such as the risk of getting spammed or going unnoticed. (Pros get dozens of emails every day.) But to be honest, these difficulties remain much easier to overcome than the previous ones.
And besides, the results speak for themselves. In the case of an equivalent message, experience has shown me that the response rate via email is significantly higher than via LinkedIn messaging.
There are two ways to do this.
At the beginning you can Add your potential customers to your network.
Once he has accepted you, you will have access to his contact details. Often his E-mail Is there.
But be careful: e.g Contact a professional via email, you need to contact him through his work email address. Generally, with the exception of freelancers and a few freelancers who work with a Gmail, Outlook, or Orange address, professionals have an email of type: [email protected]
If this information is not provided LinkedInyou need to know that your prospect is no longer active or that he has not yet included you in his contacts Find your business email address.
And often it’s very simple.
If you already have Email-address of a man in society, observe his structure and repeat it. In 99% of cases the structure is the same.
Some examples :
To check the existence of an email, you can also use MailTester.
Otherwise use Hunter.io or VoilaNorbert. All you have to do is enter your prospect’s first and last name, as well as their company’s website.
These methods do not work 100%. But if you combine them, you should be able to Find the email addresses of most of your potential customers. (I’ve lost count of how many professionals I’ve come into contact with using these tools!).
Step 3: Get in touch via email
You have your prospect’s email address. All that remains is to write and send a (personalized) message.
Some people sometimes wonder if the GDPR still allow cold email (That means Cold calling, via email.)
The answer is yes.
On the other hand, it is only necessary that the subject of the request is related to the position of the data subject. Logical: It prevents misuse.
Furthermore, cold emailthat consists of wooing someone who doesn’t know you is a practice reserved exclusively for professionals.
You therefore do not have the right to contact a person their personal email address. The latter must have given you their consent beforehand, for example by subscribing to your newsletter. (Imagine how much spam you would otherwise receive!)
LinkedIn is a directory
In short, the best way Find clients with LinkedIn, is to use only its main function, ie his directory when carrying out customer advertising by e-mail.
I know this may sound counterintuitive, especially since LinkedIn develops all sorts of additional functionalities.
You may also want to develop your profile, post regularly to increase your visibility, and connect with other professionals to expand your network.
But tell yourself that networking and find new customersIt’s not the same.
It’s not incompatible. On the other hand, these are two different goals that do not bring the same results. And that’s important to know.
Talking to professionals is one thing. Connecting with professionals who are likely to be attracted to your products or services is another.
And that’s why advertise remains a safe bet if you want find new customers.