How To (Quickly) Find Quality B2B Sales Leads With LinkedIn
“If you build it, they will come.”
That quote is, in fact, a famous misquote from the film Field of Dreams – it’s actually: “If you build it, he will come.”
Regardless of the pedantry, it’s a nice, optimistic strategy. Unfortunately it’s a million miles from the realities of business though. If you’re selling a product or service that uses new technology, it needs to be explained to potential buyers before any fanfare can develop. It’s not enough to simply build your product and expect your customers to come to you. You have to go out and find them.
So rather than basing a business strategy on a film where a man builds a baseball pitch in his garden for ghosts, here’s my favourite method for finding new B2B sales leads on LinkedIn…quickly.
Once you have defined the prospects you want to target, you can begin to use several easy strategies to find them.
Use the “advanced search” option. This lets you narrow your search with filters such as job title, location and industry. Once you find someone you’d like to connect with, see if you share any mutual contacts.
LinkedIn offers several ways to find specific types of people, such as an IT director, CEO or CFO.
It’s useful for finding new customers, suppliers, partners, experts, and others that would be valuable to add to your network. Before you can use it successfully, it is vital to first define what types of people you are targeting – this Strategic Customer Acquisition guide provides insights and practical steps for what type of prospects to prioritise in your market.
Ask that contact if he or she can make an introduction to the new person. It is important to remember not to oversell yourself at this stage. Keep in mind that you’re trying to build mutually beneficial business relationships for the future.
Stay notified about new prospects. Save your searches and create an email alert to be updated when it finds someone new.
By doing this step, you’ll receive an email every week with, what are effectively, new prospects.
So if you define and refine your audience, search on LinkedIn, and set an email alert, then your new sales leads will come to you…by email.
For more lead generation advice, download Pitching, Prospecting and Promoting on LinkedIn: A Guide To Doing All Three In Tech