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How to prospect on LinkedIn and find qualified clients?

  • Article written by Pauline
  • 31/03/2023
  • - 6 minutes of reading
Prospecter sur LinkedIn : comment comprendre votre public cible ?

Find your future clients with artificial intelligence

LinkedIn is a powerful platform for businesses and professionals to connect, network and find new opportunities. With more than 700 million users, it is a gold mine for prospecting and finding new qualified customers. However, with so many users, it can be difficult to know where to start your sales prospecting. In this article, we’ll cover how to prospect on LinkedIn and find new clients for your business.

Introduction to Prospecting on LinkedIn

Prospecting on LinkedIn involves identifying potential customers who match your target audience and sending them personalized messages. Unlike traditional prospecting methods such as cold canvassing or emailing, LinkedIn allows you to connect with prospects and build trust before trying to sell them your products or services.

Prospecting on linkedIn is particularly useful for B2B companies. It is a platform where professionals come to network and share information on their sector of activity. It’s an excellent way to find decision-makers within companies and to have direct contact with them.

Prospecting on LinkedIn: how to understand your target audience?

Before you start prospecting on LinkedIn , it is essential to understand your different targets. Who are your ideal customers? What industries do they work in? What are their problems and challenges? How to create customer contact sheets  ?

By understanding your target audience, you can tailor your messages and outreach to resonate with them. You can also use LinkedIn’s targeting options to find people who match your ideal client profile.

One way to understand your target audience is to create buyer profiles. These are fictional representations of your ideal customers, based on research and data. They help you identify the needs, motivations, and behaviors of your target audience and guide your prospecting efforts.

Build a solid LinkedIn profile

Your LinkedIn profile is the first impression you give to your potential customers. It is essential to have a complete and professional profile that highlights your skills, experience and expertise.

Make sure your profile picture is high quality and professional, and your title accurately reflects your current role and industry. Use the “summary” section to highlight your unique value proposition, and what sets you apart from the competition.

Mention your work experience, education, and certifications, and use keywords in your profile to help you appear in search results. Finally, ask for recommendations from clients or colleagues to establish social proof and credibility.

Use LinkedIn’s research tools for prospecting

LinkedIn has several research tools that can help you find potential clients. The easiest is the search bar at the top of the page, where you can enter keywords, job titles, or company names to find people and companies that match your criteria.

You can also use LinkedIn’s Sales Navigator, a paid tool that offers advanced search options, lead recommendations, and actionable insights on LinkedIn. Sales Navigator lets you save leads and accounts, create lead lists, and set up alerts when leads engage with your content.

Advanced research techniques to find qualified customers

To prospect better on LinkedIn , you must use advanced research techniques. One way to do this is to use Boolean search operators, which allow you to combine search terms to narrow your results.

For example, if you are looking for CEOs in the healthcare industry, you can use the search string “CEO AND Healthcare” to find people who meet both criteria. You can also use modifiers such as “NOT” to exclude certain keywords or “OR” to include multiple keywords.

Another advanced search technique is to use LinkedIn’s filters to narrow down your results. You can filter by location, industry, job title, company size, and more. This allows you to find prospects who match your ideal customer profile, and who are more likely to be interested in your products or services.

Use LinkedIn groups for prospecting

LinkedIn groups are communities of professionals who share common interests or goals. They are a great way to connect with potential customers and position yourself as a thought leader in your industry.

Joining relevant LinkedIn groups can help you find prospects interested in your products or services. You can engage with them by commenting on their posts, sharing helpful content, and answering their questions.

You can also create your own LinkedIn group and invite potential customers to join. This allows you to build a community around your brand and establish yourself as an authority in your industry.

Contact potential clients on LinkedIn

Once you’ve identified potential clients on LinkedIn, it’s time to contact them. However, it is essential to do so in a personalized and non-commercial way.

Start by sending a connection request with a personalized message that explains why you’re interested in connecting. Avoid sending generic messages that don’t add value or show that you’ve done your research.

Once the person accepts your connection request, you can start building a relationship by engaging with their content, sending them personalized messages, and providing value with your content and expertise.

Cultivate your connections on LinkedIn

Nurturing your connections on LinkedIn is just as important as developing them. You need to stay at the top of your connection list and continue to offer value and information.

One way to do this is to share valuable content relevant to your connections. This can be your own content or curated content from other sources or prospecting tools. You can also participate in your contacts’ content by commenting, liking and sharing.

Finally, do not hesitate to contact your contacts when you have something valuable to offer them. It could be a new product or service, a special promotion or an event that they might be interested in.

Measure the success of your prospecting efforts on LinkedIn

To measure the success of your LinkedIn prospecting efforts, you need to track your metrics and KPIs. This can include the number of new connections, engagement on your content, number of leads generated, and revenue generated by LinkedIn.

Use LinkedIn advertising analytics tools to track your metrics and identify what’s working and what’s not. This allows you to refine your strategy and focus on the tactics that generate the most results.

Take Prospecting to the Next Level with LinkedIn

LinkedIn is a powerful platform for prospecting and finding qualified customers. By understanding your target audience, creating a strong LinkedIn profile, using LinkedIn research tools, and leveraging LinkedIn groups, you can find the right clients for your company.

Remember to personalize your prospecting actions, nurture your relationships, and measure your success to refine your strategy over time. With these tips, you can take your prospecting campaign to the next level and grow your business on LinkedIn.


LinkedIn is a powerful tool for prospecting and finding qualified customers. By following the steps outlined in this article, you can maximize your results and take your prospecting method or sales approach to the next level using prospecting charts . Remember to focus on building relationships, delivering value, and measuring your success to refine your strategy over time. With these tips, you’ll be well on your way to prospecting new markets and finding the right clients for your business on LinkedIn.

Why use LinkedIn for sales prospecting?

LinkedIn is a professional social network with over 700 million users worldwide. It is therefore an ideal platform for finding qualified prospects, establishing professional relationships and developing your network.

How to optimize your LinkedIn profile for commercial prospecting?

To optimize your LinkedIn profile for commercial prospecting, it is important to highlight your skills, achievements and professional goals. You also need to have a professional profile picture and description relevant to your profile visitors.

How to find prospects on LinkedIn?

To find prospects on LinkedIn, it is possible to use the advanced search function to target profiles according to specific criteria such as sector of activity, position held, location, etc. It is also possible to join groups related to your field of activity to expand your network.

How do I connect with prospects on LinkedIn?

To connect with prospects on LinkedIn, it's important to personalize connection requests by clearly explaining the purpose of the request. It is also possible to send direct messages to propose appointments or exchanges.

How to use LinkedIn Sales Navigator for sales prospecting?

LinkedIn Sales Navigator is a paid solution for finding qualified leads, tracking interactions with them, and managing sales relationships. It also offers advanced features such as the ability to filter search results and receive alerts.

How to measure the effectiveness of your prospecting on LinkedIn?

To measure the effectiveness of its prospecting on LinkedIn, it is possible to follow the number of connections, meeting requests or positive responses. It is also important to follow the statistics of its profile to see if the visitors are qualified and interested in your activity.


Pauline est une rédactrice spécialisée sur le thème du marketing en ligne. Elle rejoint l'équipe de rédaction de SoContact en Janvier 2023 afin de simplifier l'accès à l'information sur le marketing en général.