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Focusing on the right people and companies will make the difference in prospecting smarter, not harder. LinkedIn is an influential platform with senior-level influencers and top company decision-makers. If you use it well, you can grow your list of prospects.

1. Create a Strong Brand

When you build a strong brand, it shows that you are an authority in your industry, and you gain the trust of prospects. A strong brand means you are active online, and you can respond to queries. You can't afford to leave your brand unattended online. Sales prospects prequalify sales reps and vendors before deciding to buy. 

Optimize your LinkedIn profile and increase your chances of prospects finding you online. For example, when you have a professional photo on your LinkedIn profile, you are more likely to get views and messages from prospective buyers.

2. Connect Always

Expand your network and keep connecting and engaging with the right people. The easiest way to gain trust and to be liked is by connecting and staying engaged online. People are more likely to buy from you if they like and trust you. For example, a mutual connection is likely to vouch for you.

3. Use LinkedIn Tools

LinkedIn has sales prospecting features that make it much easier to connect and follow prospects. For example, features like InMail will allow you to connect directly to decision-makers. Other great tools like TeamLink makes it easy for you to network with employers.

4. Join and Participate in LinkedIn Groups

LinkedIn groups will allow you to connect with new prospects and gain valuable insights into your prospect's company events. Actively participate in the groups and share helpful and relevant information. If people remember you for your value, you become the go-to person when someone wants to buy a product. Joining relevant LinkedIn groups positions you for success. For example, if you sell logistic software, your prospecting target will be logistics managers. For this reason, you will join groups related to logistics.

5. Use LinkedIn Search Filters

A tremendous opportunity exists for you to create a list of relevant prospective professionals using LinkedIn's advanced search feature. For example, if you are looking for logistic managers, you can type "logistic managers" and filter your target prospects by location, country, or company, depending on what you need. When you get your search results, you can build your database of buyers.

LinkedIn provides an opportunity to meet and interact with relevant prospects while providing useful insights and building trust that lead to sales. Contact us for more tips like these.