For years now, LinkedIn has been referred to as a powerhouse of a platform when it comes to B2B sales prospecting. At one point or another, everyone engages on LinkedIn, and this is backed by a number of impressive statistics as well. Some of which state that over 80% of B2B leads generated through social media comes from LinkedIn. Also, from all the traffic generated to B2B websites & blogs, LinkedIn plays a part in more than 50% of it. And on a personal level, it is a proven statistic that 78% of salespeople engaged in social selling are outselling their peers who are not implementing this social selling mechanism. Speaking on that, LinkedIn is also the preferred choice of platform for many when it comes to either sales navigating or social selling. Sales navigator helps in aiding sales team to build and nurture customer relationships on the network. And as for social selling, this comes in handy when you’re targeting social buyers, who use online connections to support their purchase decisions. This is where your connections on the platform come into play big time.
Outside of that, LinkedIn can work wonders for you if you’re able to work your way around efficiently. Many people underestimate searching and groups, which can do a lot for someone looking to expand their horizons on the platform.
Using advanced search allows you to go out and find your prospects. They might not come find you, but you can go find them. LinkedIn’s advanced search grants you an incredible way of identifying the exact type of people you are prospecting. Outside of that, when you go through the work of creating a highly specific and targeted search, you will want to save it. Saved searches will help in creating a way to stay active in your prospecting. You know that getting B2B leads is almost never a one and done activity. You have to maintain consistency in order to gain a steady pipeline of sales.
Searching for people can quickly turn into an agitating approach to looking for leads. It is not a bad approach, but there’s another one called groups. A great way to find blocks of leads is by searching for groups, join these groups, maintain some level of activity in these groups, and start nurturing leads that way. Starting groups can offer a lot of great networking opportunities. One of the ways to get even more from the power of groups is to be creating your own. As you join groups and interact with groups, you may spot an opportunity for another group to be created. When you become the owner and moderator of your group, you will possess leadership and recognition in the industry.
And finally, this can also turn into the opportunity to get a glimpse into the genius thoughts of leaders out there and hopefully empower you to uncover powerful marketing insights!