Prospecting on LinkedIn is about acquiring and contacting new prospects.
Whether it is via Linkedin/ InMail messaging, automated invitation and message sending solutions, scraping and cold email tools; the approach is always to acquire new contacts and prospects.
Yet, there is one resource that is consistently underutilized: your thousands of LinkedIn connections 🧐
Among your LinkedIn connections, there are prospects/leads that exactly match your ICP (Ideal Customer Profile).
These are potential customers you are forgetting.
But that's not all!
There are also all the LinkedIn connections of your management, your Market/Sales team, your employees...
That's tens, hundreds of thousands of free leads that are unprocessed 😵
Here's how to leverage these leads in an automated and hyper-personalized way 💥
Why always look for new leads?
💡 If you add up the LinkedIn connections of all your employees, you will already have a very large lead base.
Most of the time, you have only contacted your LinkedIn connections once.
But there is onlya tiny chance that you did it at the exact moment they needed your solution, your product 👎 (The MOMENTUM)
Almost everyone lets this capital of contacts lie dormant and does not deal with it on a continuous basis.
The following approach will allow you to improve your lead acquisition ROI while automating your follow-ups in a hyper-personalized way 🔥
Exporting LinkedIn connections for prospecting
The connection export feature is free and is currently still available on your LinkedIn account.
It allows you to export all your LinkedIn connections to a CSV file.
Several useful information to prospect them on LinkedIn:
- First name
- Date of connection
- Position of the person
To get it, from your LinkedIn account, go to Preferences and Privacy.
In the "Get a copy of your data" section, select ✅ Connections and Request Archives :
After a few minutes, you will receive the CSV file via the email address you entered in Identification and Security.
Using personalised email to prospect on LinkedIn
A simple drag & drop of the file on Dropcontact.io:
And there you have it!
Using first name, last name and company name, Dropcontact will enrich your LinkedIn contact list with verified business email addresses for approximately 50-80% of your file.
🎯 You not only get verified business email addresses, but also valuable information that will allow you to personalize your message:
- Business telephone number (GDPR compliant)
- Company's sector of activity
- Last published turnover
- Salary band
💡 Adding the website to your file will allow a better rate of email address enrichment by Dropcontact robots. To maximize your chances of contacting your prospects, retrieve the website of your contacts' companies with a LinkedIn scraping tool.
So far so easy... Now it's up to you to identify the potential leads you'll be prospecting on LinkedIn.
In this base of LinkedIn connections, there are prospects but also partners, friends, schoolmates...
A little sorting is needed to define the target group potentially interested in your product/service.
💡 Always define your target, spend time on copywriting and personalisation before moving to automation on larger volumes.
👉 Play with the variants: according to the sector of activity, the amount of the last published turnover, the function of the person...
Thanks to the professional information contained in the file, segments will emerge on which you will be able to send your personalised prospecting campaigns.
Prospecting on LinkedIn with a multi-channel campaign
As a bonus we show you the trick that will boost your conversion rates!
Multi-channel is really what works to create the so-called MOMENTUM, the right time and place to get in touch with your lead.
With the right use of multi-channel techniques, you will work miracles 🙌
The principle is to create (at least) two points of contact with your prospect to offer him several ways of getting in touch with you.
We will use cold email prospecting, and sending a LinkedIn inMail.
Sending a Cold Email is sending a prospect via his or her professional email address, without there having been an initial contact.
This practice is reserved for B2B because opt-in is not legally required as it is for personal email addresses.
The main multi-channel solutions that will allow you to set up the following prospecting workflow:
So here is the technique that boosted our response rates 🔥
First, you send your cold email and when the person opens it, they see your proposal.
⚡️ Then, using open tracking, you automate the sending of a LinkedIn message within 30 minutes of the email being opened.
A summary of the workflow 👇
Your contact then takes place in a context, when the person still has you in their memory 💥
Replying to an email can seem commercially engaging to a prospect;
Whereas a LinkedIn message is more informal, less engaging... Easier to ask questions 😉
Email allows you to present your product/service, and LinkedIn chat allows you to make direct contact 💬
💡 To go further, we detail this whole multi-channel approach to prospecting on LinkedIn in this article.
You can now schedule a follow-up in a few months for prospects who have not followed up.
These untapped leads are already in your acquisition process, so again, don't forget them and make the most of them 😇
More resources and tips for effective prospecting on LinkedIn: