Nowadays, prospecting and LinkedIn are 2 inseparable terms in B2B.
Unsurprisingly, LinkedIn is much more than a professional social network where you share your news or that of your company. It is a real communication and business channel.
Why prospect on LinkedIn
LinkedIn is the world's most comprehensive and up-to-date database of professional contacts.
In 2021, LinkedIn had over 774 million members worldwide, with 116 million active monthly.
774 million people and over 840,000 companies 💥 that's one new member... every 7 seconds.
LinkedIn allows many people to display their resume to the world, an overview of the career that each person updates in near real-time.
LinkedIn is, therefore, the ideal playground for any B2B Sales and Marketing teams that want to develop their sales, their reputation...
How to optimize your prospecting on LinkedIn
Target your leads on LinkedIn
Attention, this may be a scoop but... Addressing prospects en masse is not the right solution!
Prospecting, especially on LinkedIn, must first and foremost start by defining your ICP.
The ICP or Ideal Customer Profile describes your ideal customer: the customer who will get the most value from your product and the one who will bring the most value to your company.
The ICP is the identity card of a target customer.
You can start by answering questions like "Who will my product bring the most value to?" or "What type of customer will bring the most value to me?"
From this, you can define common characteristics such as
- Company size (Start-up, VSE, SME, large groups...)
- Target position
- Sector of activity
- Stage of development of the company (early-stage, fundraising, unicorn...)
🪄 LinkedIn makes it easy to find people who fit all of these criteria.
Hyper-personalize your prospecting on LinkedIn
Once you have defined your ICP and segments on LinkedIn, the next step is to contact your future customers.
To create super-powerful filters and become a LinkedIn search ace, everything is here.
Be careful though, before launching your prospecting messages on LinkedIn, a few rules and a bit of common sense are required ;)
- Hyper-personalize each message: what's worse than receiving a message that seems to have been sent by a robot?
- Work on your message to differentiate yourself from others.
- Iterate, test, repeat
Each target is unique, so forget templates or other pre-formatted objects... Find THE message that will speak to your target.
It is very important, don't hesitate to get some help to write good content
Activate your Inbound Marketing on LinkedIn
LinkedIn is not a one-way platform.
Beyond going to target, search, and address your target, don't forget that your target can come to you.
To do this, post regularly, respond to private messages and comments....
The key is to automate the manual tasks of searching, adding, enriching, and focusing on your real value: your content, your writing.
Prospecting on LinkedIn does not stop at this website. You need the right tools and .... some clicks :)
Surfe x Dropcontact: The winning duo of effective LinkedIn prospecting
Centralize your LinkedIn prospecting in your CRM with Surfe (ex-Leadjet)
Surfe is a Google Chrome extension that makes it easy to connect your LinkedIn account and your team's account to your Hubspot, Pipedrive, and Salesforce CRM, or even Copper.
Surfe syncs LinkedIn contact information and conversations directly into your CRM in just one click.
It is effortless to use and saves several hours for Sales and Marketing teams.
- Install the Chrome Surfe extension
To easily export LinkedIn or LinkedIn Sales Navigator profiles directly into your CRM, the first step is to install the Surfe extension. It is free 🎁
- Connect your CRM to LinkedIn for effective prospecting
Surfe is integrated with Pipedrive, Salesforce, Hubspot, and Cooper.
To connect the two tools, you just have to choose your CRM and accept the conditions.
During this step, the mapping of fields between Surfe and your CRM is essential 😉
If you didn't create the fields when you installed Surfe, you could return to it later, directly in your Dashboard > Fields mapping.
How to find email addresses from LinkedIn with Dropcontact
To enrich your prospects from LinkedIn and find their nominative professional email address with Dropcontact, you have two possibilities:
🥇Connect Dropcontact directly to your CRM: the complete solution
Thanks to Dropcontact's integration in your CRM, each time a new contact is added from LinkedIn (but not only) Dropcontact:
- Adds the verified and qualified professional email address
- Normalizes and standardizes the First Name-Last Name of the contact: removal of emojis, harmonization of capitalization…
- Adds the job title (in French or English depending on your language)
- Standardizes the function/job of each of your contacts
- Adds all the legal information of the organization: SIREN/SIRET code, NAF code, last published turnover, workforce…
- And above all, it automatically detects and merges all duplicate contacts and companies.
Dropcontact also allows you to retrieve the signatures of your mailbox and that of all team members: Adding the phone number, email address of new contacts...
The integration of Dropcontact in your CRM is done in less than 3 minutes and requires no technical installation 💥
Dropcontact thus allows you to have an always up-to-date CRM!
🥈 Connect Dropcontact to Surfe
Using Dropcontact directly in Surfe allows you to instantly find a prospect's verified business email and business phone number while staying on their LinkedIn profile.
🎁 The first 100 Dropcontact enrichments are offered with the professional plan and the first 1,000 with the corporate plan.
By importing your prospect from LinkedIn into your CRM, the email and phone number are obviously added ;)
Connecting Dropcontact to Surfe is simply done by copying the Dropcontact API key available here, in your Surfe dashboard > Tools & Apps
That's all 😇
Everything is installed. Now, it's up to you!
You can now track the progress of your prospects and especially exploit the power of multi-channel: LinkedIn, Cold Email, or even Cold Call.
You now have all the cards in hand to multiply your points of contact with your ICP, in order to reach them with the right message at the right time.
All you have to do is focus on the copywriting of your messages ✍🏼
To go even further with your prospecting on LinkedIn..
🎁 Bonus: Linkedin hacks to prospect even more efficiently
1️⃣ In an ABM (Account Based Marketing) logic, you can easily import your company lists directly into Sales Navigator 🔥
Mastering LinkedIn Sales Navigator is about doing acquisition and prospecting miracles!
How to import your company lists on LinkedIn
2️⃣ Multi-channel allows you to multiply the points of contact and above all to increase your chances of proposing your right message at the right time on the right channel.
There is a foolproof technique that allows you to explore your LinkedIn invitation acceptance rate and get in touch with your prospect, future client 😍
Radically change your sales methods on LinkedIn
3️⃣ Finding new prospects is great, but why often neglect your existing network?
Your thousands of existing LinkedIn connections are just waiting to be addressed.
Prospecting on LinkedIn: The technique for leveraging your connections