LinkedIn is the main B2B social selling platform used by salespeople to organize, prepare and carry out their commercial prospecting actions via social networks. But in 2023, is LinkedIn prospecting still a good option?
Since its creation in 2002, LinkedIn continues to bring together new people looking for new professional opportunities. Among its users, we find those who are looking for jobs and those who seek talents. In 2022, the turnover generated by this network exceeded $8.05 billion. In France alone, the network counted 11.5 million active members per month. Towards the end of the year, the number of users reached a total of 850 million users in more than 200 countries around the world. These few figures demonstrate the immeasurable success of the network in the professional world. With this strong growth, only users capable of handling this network intelligently will be able to benefit from all its capabilities. It is in this context that we will show you how to prospect effectively on LinkedIn in 2023.
Why prospect on LinkedIn in 2023?
Whether you are a company, an individual or a freelancer, LinkedIn is the social network of choice. This network brings together professionals from around the world, all looking for collaboration opportunities. This is the ideal terrain for B2B prospecting . Which means that it is through the content that you distribute that you will be able to highlight your expertise and your brand image . In just a few clicks, visitors to your personal profile or your business page will be able to discover your business and contact you.
LinkedIn is therefore an ideal platform for targeting and converting new customers . You can easily collect information about your prospects: professional background, position held, size and location of the company, etc. The data collected can then be used as bait to integrate into your sales pitches . If you are looking to promote a service , the best way would be to target decision makers who share the same interest as you.
In this case, prospecting on LinkedIn allows you to target the right people with the right means , attract more potential customers, collect data on your prospects, improve your conversion rate and boost your sales . When it comes to generating qualified leads , LinkedIn is 277% more effective than Facebook and Twitter. This is why in 2023, you absolutely have to be there!
How to do LinkedIn prospecting in 2023?
It's true that LinkedIn is full of many business opportunities , however, you have to be able to use it intelligently to be successful. Before you start, you need to complete the most important points:
- Have a well-optimized profile: your profile must reflect your personal and professional values, as well as your expertise. You must highlight your expertise and offer your added value. You must also put a good quality profile photo and a banner representing your company.
- Be active (every day): If you want to market your business on this network, you need to be very active. LinkedIn's algorithm favors the most active users. This will allow you to appear more often in search results.
- Publish regularly: publish content with high added value and relevant to your audience. Do A/B Testing to determine when your network would be most likely to respond to your post. According to data analytics, the best days to post on LinkedIn are Tuesday and Thursday.
- Develop your network: To generate more qualified leads, you need to expand your network. You need to search for new contacts, add them to your network and start the discussion. To do this, you can join discussion groups, attend online events, or use LinkedIn Sales Navigator to find your prospects.
- Create engagement: On LinkedIn, you need to communicate with your network, but you also need to engage them. One of the best ways to do this is to create surveys. But you can also use attractive visual content to get more reactions, interactions and comments. Without forgetting the use of a CTA !
If you're considering starting prospecting on LinkedIn , these are the key points to remember. else users of the LinkedIn platform
The 3 LinkedIn prospecting criteria in 2023
Like the world of the web, the field of prospecting is constantly evolving. It is those who manage to adapt who benefit from the best opportunities . On LinkedIn, it's the same thing! trends may no longer be relevant for this new year.
Here are three crucial elements to consider for effective prospecting on LinkedIn in 2023:
1 – Favor the video format
In 2023, to maximize your prospecting results on LinkedIn, it is essential to favor the video format . Indeed, videos have demonstrated their ability to engage users and generate more views and comments than any other content format. Using videos to present your company, your offer or your services will better capture the attention of your audience and convey messages in a more clear and concise way. Additionally, thanks to the “LinkedIn Live” , you can now host live webinars to interact with your audience and start a dialogue in real time. In short, video has become an essential tool for effective prospecting on LinkedIn in 2023.
2 – Use automation tools
The use of automation for prospecting on LinkedIn in 2023 will become more and more widespread. Automation tools can be used to simplify and speed up many prospecting tasks, such as sending messages, managing prospect lists, and tracking leads. This allows businesses to save time and focus their efforts on more strategic tasks .
Additionally, automation can help personalize the prospecting experience , using data such as prospect interests and to determine which messages to send. However, it is important to note that automation must be used ethically and responsibly. Abuse must be avoided so that messages do not end up as spam. Companies will therefore need to ensure they choose the right tools and use them appropriately to maximize their effectiveness. However, you must always respect the rules of LinkedIn.
3 – Personalize your approaches
Personalizing your prospecting approach is essential for success on LinkedIn in 2023. advanced targeting tools help you refine your target audience using criteria such as location, industry, size of the company and the job title. This allows you to better understand their needs and interests . You can then personalize your messages accordingly.
Personalized messages are more likely to capture the attention and interest of your prospects. This can lead to a higher conversion rate It's important to note that personalization isn't limited to messages. It also includes how you present your brand and products or services on LinkedIn. Businesses need to ensure they develop a brand strategy that is consistent and relevant to their target audience . To this end, it would be wise to use the advanced targeting tools offered by the platform to reach the right people at the right time.
In summary
LinkedIn was created in 2002 to help professionals around the world connect , grow , and find career opportunities . Since then, this platform has grown exponentially , attracting millions of users from all over the world. LinkedIn has quickly become a go-to place for professionals around the world, especially for people looking to grow their network and career opportunities
However, over the years, many prospecting strategies have been developed to take advantage of LinkedIn's reach and find quality prospects. With the continued growth and prospecting strategies evolving, it's natural to wonder if LinkedIn prospecting is still effective in 2023.
The short answer is yes, LinkedIn prospecting still works in 2023 . Although the platform has evolved over the years, the fundamentals of prospecting remain the same: make a connection, build a relationship, provide value and then move on to selling.
