How to Increase Your Prospecting Capacity on LinkedIn?

In 2024, mastering prospecting on LinkedIn requires finesse and expertise, combining cutting-edge technologies with interpersonal skills. This article aims to reveal key strategies for transforming your LinkedIn profile into an effective prospecting tool. You will learn how to optimize your profile, leverage advanced search tools to target accurately in your sector, initiate fruitful exchanges, subtly use automation offered by our tool Kanbox, and finally, how to overcome LinkedIn limitations with MirrorProfiles.

Prospecting on LinkedIn goes beyond automated messages or occasional use of LinkedIn Navigator. This approach requires a deep understanding of available prospecting resources, creating captivating content, and personalization in approaching each prospect. We will explore how to navigate efficiently on LinkedIn, methods to establish impactful initial contact, as well as judicious use of automation to boost your business activity, while remaining authentic and respectful of LinkedIn's privacy policy. In short, we have our work cut out for us! So let's get started:

1. Prospecting on LinkedIn: How and Why

Becoming crucial for any B2B business strategy, prospecting on LinkedIn leverages a network of over 800 million users. This platform allows you to target professionals with great precision, based on various criteria such as industry, position, or location. More than just a numbers game, it's the quality of interactions that prevails on this professional network. However, thanks to automation and the numerous customization features offered by Kanbox, quantity can be just as qualitative as manual prospecting.

Favoring a personalized and direct method, this approach diverges from traditional techniques. It is conducive to building strong professional connections. Furthermore, the analytical tools provided by LinkedIn simplify the evaluation of prospecting campaigns, enabling refinement of adopted strategies. Understanding the operation and interest of prospecting on LinkedIn is therefore essential for any company seeking to enrich its client portfolio.

With the advent of 2024, prospecting methods go hand in hand with automation and sophisticated content strategies. However, the foundation still rests on establishing trusting relationships by offering value well before any transaction. This customer-focused philosophy transforms LinkedIn prospecting into an effective growth strategy.

Prospecting on LinkedIn, an indisputable acquisition channel

As a flagship platform for professionals, LinkedIn stands out as a preferred prospecting tool. Through advanced features, it is possible to filter and directly target decision-makers, increasing the chances of success.

Groups and publications provide an ideal framework to position oneself as an authority in one's field. By regularly sharing relevant content and engaging in discussions, visibility and credibility are enhanced. These are fundamental aspects for successful prospecting. This is where the most strategy based on Social Selling is found.

It is important to note that success on LinkedIn goes beyond sending connection requests. The process includes targeted prospect research, engaging interaction through content, and regular follow-up. Thus, a well-elaborated strategy can lead to a constant flow of qualified leads.

How to Design an Attractive Profile?

A well-designed LinkedIn profile is crucial for effective prospecting. It should illustrate your professionalism and expertise.

• Profile Picture: Opt for a clear and professional photo that effectively identifies you in your field.
• Professional Headline: Your headline should be precise, reflecting your current position or the one you aspire to hold.
• Summary: Share your professional journey, highlighting your skills and major experiences.
• Experience: List your previous roles and successes, selecting relevant keywords in your field.
• Skills: Highlight the most sought-after skills in your field.
• Recommendations: Testimonials from colleagues or superiors can greatly enhance your profile.

Your professional headline and summary should clearly showcase your essential skills and what you offer. The insertion of strategic keywords improves your visibility to those seeking your solutions.

Keeping your profile up-to-date with your latest achievements strengthens trust and stimulates engagement. Recommendations and skill endorsements act as social proof of your expertise. Take the example of a website where the blog has not been updated for several months... The first impression is not good and raises questions about the company's overall dynamism. It's the same with your LinkedIn profile.

LinkedIn Limitations with its Quotas

LinkedIn imposes quotas to preserve quality interactions. But as we've seen, automation allows for both quantity and quality. For example, one LinkedIn profile allows you to send between 100 and 150 connection requests per week. This is very little when you rely on LinkedIn to generate enough appointments for your sales team.

Knowing and respecting these quotas is vital to avoid limitations on your account.

2. Mastering Research and Filtering Tools on LinkedIn

Advanced search on LinkedIn is essential for prospecting experts. It transforms a vast amount of data into databases of qualified prospects thanks to its precision. Fully exploiting these capabilities allows you to refine your searches to target ideal prospects.

LinkedIn's advanced filters facilitate segmenting prospects using various criteria. You can segment by industry, company size, function, location, and much more. This approach creates tailor-made prospect lists and increases conversion chances.

Moreover, accessing prospects at the 2nd and 3rd degrees expands your network and sales opportunities. By combining specific criteria, you refine your prospect segments. This makes your approaches more personalized and effective.

Using Advanced Search to Target Prospects

Advanced search plays a crucial role in identifying suitable prospects. It allows filtering by job title, geographic area, specific skills, and connections. This refines your search, enhancing the effectiveness of your prospecting.

If your target is, for example, marketing directors in Île-de-France, use advanced search to adjust function and location filters. This precise approach focuses your efforts on a distinct group of prospects.

The use of Boolean operators, "AND," "OR," and "NOT," further enriches this search. They allow combining keywords, refining the precision of your searches.

Knowing how to conduct effective LinkedIn searches is the basis of any automation to be able to customize the message sequences that will follow. This is why we have written a complete tutorial on using Linkedin SalesNavigator.

The Importance of Keywords in Prospecting

Keywords are crucial in prospecting on LinkedIn. They connect user searches to your content. Strategically using relevant keywords improves your visibility and attracts qualified prospects.

Conducting effective keyword research allows you to grasp the language of your target audience. Integrating these terms into your content creates a stronger connection with your audience and optimizes your LinkedIn SEO.

It is vital to choose keywords that align with the needs of your target market. Understanding your sector and anticipating prospect searches significantly improves your relevance.

How to Filter Effectively for Optimal Results?

Precise filtering is essential to optimize your time and resources on LinkedIn. Ensuring the consistency and accuracy of your data improves the reliability of your filtering results.

LinkedIn's numerical filters allow for customized criteria on numerical fields, such as company size or years of experience. This simplifies analysis and targets the most suitable prospects.

Combining these filters with advanced search techniques is advisable to obtain highly targeted prospect segments. Simultaneously using various filters refines

your results, pinpointing those that best fit your ideal customer.

3. Techniques for Approaching and Engaging Prospects

Prospecting on LinkedIn goes beyond simply accumulating contacts. It requires a rigorous method for building effective relationships with prospects. The keys to success lie in personalized messaging and precise timing for follow-ups. These elements play a crucial role in converting interactions into strong business partnerships.

The classic steps of an effective LinkedIn prospecting sequence:

• Captivate attention with a profile optimized to maximize your connection request acceptance rate.
• Automatically follow up with prospects tactically without encroaching on their space.
• Publish interesting content in parallel to gain credibility and professionalism.

Mastering these strategies will significantly increase your responses and forge a network of motivated prospects ready to move forward in the sales funnel.

Writing Personalized Messages

To establish a trusting relationship, a personalized message is essential. It should demonstrate your understanding of the prospect's specific needs. Start with a greeting that acknowledges them personally, noting something from their profile or recent contribution to establish a connection from the outset.

The body of the message should be relevant and enriching. Present ideas or solutions tailored to the challenges faced by your prospect. The authenticity of your approach, far from prefabricated messages, illustrates your desire to build a lasting partnership.

Conclude with a specific call to action: propose a call, a webinar, or interesting content. Ensure that this invitation is clear and directly related to their interests.

Here are the basic rules to follow for LinkedIn copywriting. It can be used for lead generation but also for recruiting candidates:

1. Develop message sequences, between 4 and 6, spacing them out by a minimum of 3 business days.
2. Avoid overly commercial language and prioritize a simple and natural tone, similar to a conversation.
3. Keep your messages brief: limit yourself to a maximum of 500 characters. It's faster than you think.
4. Ensure your messages seem spontaneous, reminding that LinkedIn is above all a social network. So, avoid signing your messages or using closing formulas like "Have a nice day" or "Best regards," which could suggest that the exchange is closed.
5. Your first follow-up message should be concise and may include a brief but relevant argument. Example: "{{firstName}}, have you had a chance to see my previous message?"
6. Although it may seem surprising, it is often more appropriate to use informal language on this social network, a nuance that non-French speakers do not have to consider!
7. Express yourself positively. Instead of saying "I may be catching you at a bad time, you must be busy," prefer "At your next availability."
8. Avoid bulleted lists on LinkedIn, as they are not suitable for the site's format and lengthen your messages. Favor concise sentences.
9. Ensure to include a clear and direct call to action. Leave aside question formulations like "Are you interested?"
10. Lastly, the crucial point: before sending your message, ask yourself if you would respond to it if you were the recipient.

Using InMails: Tips and Best Practices

LinkedIn InMails are a powerful lever for reaching prospects outside your direct circle. However, keep in mind that it breaks LinkedIn's own principle; your prospect will not be required to enter your 1st-degree network, so they will not see your content or anything in priority. Maybe an email would be more appropriate, but for those who want to use them, here are our tips.

To make the most of them, your messages should be brief and to the point. Keep them succinct to encourage quick reading and spontaneous response.

Choose message subjects that pique interest. Play on the professional or personal string depending on the context. Personalize your InMail by relying on specific elements from the recipient's profile, thereby demonstrating your research rigor.

Choose opportune moments to send your InMails, preferably at the beginning of the day or week, thus increasing the chances of a response. In the absence of a reaction, don't hesitate to follow up by email or phone call.

When and How to Follow Up with a Prospect Without Being Intrusive?

Follow-up requires a subtle and varied approach. If a first email remains unanswered, change tactics by opting for a call or contact via a social network like LinkedIn.

Give a personal touch to your follow-ups by recalling previous interactions or mentioning relevant news. This demonstrates your attention and commitment to the relationship.

As for timing, avoid haste. After initial contact, wait a week before following up, then adjust the frequency based on feedback and signals from the prospect, always ensuring to respect their space.

4. Automating Your Sales Prospecting with Kanbox

Automating sales prospecting is becoming an essential lever. For those looking to optimize their presence on LinkedIn, our tool Kanbox proves to be an innovative and comprehensive solution. It offers an arsenal of features designed to increase productivity and improve prospecting campaign performance.

Here, we will explore the essentials of Kanbox.io, highlighting both the advantages and challenges of automation in sales prospecting. We will also show you how the combination of Kanbox with MirrorProfiles can revolutionize your approach on LinkedIn.

These tools promise to expand your contact network while refining your prospecting strategy. The goal? Target high-caliber prospects that are both qualified and in line with your expectations.

What is Kanbox.io?

Kanbox.io is a platform dedicated to B2B prospecting on LinkedIn, designed to expand your network, boost your sales, and optimize your prospecting time. It automates prospect interaction management, thus facilitating the creation of strong connections and the development of your business.

With our tool, devote more time to what matters: building lasting professional relationships and growing your business. It is a comprehensive solution that includes prospecting, sending personalized messages, and tracking engagements.

Opting for Kanbox.io in your LinkedIn approach means adopting a more organized and automated strategy. As a result: reach a wider range of qualified prospects with less effort but increased precision.

The Advantages and Disadvantages of Automation

Automating your sales prospecting has significant advantages: boosted productivity, reduced errors, as well as time and money savings. It frees up time to focus on higher-value tasks while effectively managing a large volume of interactions.

However, there are drawbacks. It can lead to an increasing dependence on technology and consequently a need for more technical profiles, which is where Growth hackers can be found, for example. Excessive automation can also harm the personal aspect, crucial for building strong business relationships. It is essential to follow our advice given earlier in the article to avoid the pitfalls of automation.

Balancing the use of automated tools and maintaining human and personalized contact in prospecting is therefore essential.

Coupling Kanbox with MirrorProfiles to Increase Prospecting Capacity on LinkedIn

By integrating Kanbox automation and the potential expansion with MirrorProfiles, you have the ability to contact as many new prospects per week as you wish. This represents a large-scale prospecting opportunity, without sacrificing the quality of interactions. For example, with 10 MirrorProfiles LinkedIn accounts equipped with Kanbox and managed by one of your employees, you can contact between

1000 and 1500 people per week. With average LinkedIn KPIs of 30% acceptance rate and 20% response rate, this represents lead generation of over 60 per week. Enough to feed your sales team well.

This combination of Kanbox and MirrorProfiles creates a robust prospecting system. It allows you to optimize your impact on LinkedIn while reducing the time and effort required.

Moreover, by avoiding the use of personal LinkedIn accounts by your employees and yourself, you address two major challenges at the same time:

• Securing their personal LinkedIn account: No use = No risk
• Securing your sales pipeline or your candidate pool. LinkedIn accounts belonging to the company, you eliminate the risk of seeing one of your employees leave your company while taking their entire LinkedIn network with them, which could be full of opportunities for you.

Conclusion

The art of prospecting on LinkedIn has taken on a more strategic dimension. This article has revealed indispensable tips to excel in this exercise. These include:

• Optimizing your LinkedIn profile,
• Mastering advanced search tools,
• Sending personalized messages,
• Making judicious use of automation.
• The 2024 trick to combine quantity and quality with MirrorProfiles

The time has come to take action. By integrating these techniques, you will transform your LinkedIn network into a powerful lever for business growth. Don't delay. Start putting them into practice now to expand your network, and most importantly, to attract quality leads. Come enjoy your free Kanbox trial and start your sales prospecting!