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Maximize Your Prospecting Potential on LinkedIn: Expert Tips for 2023

  • Article written by Daniel
  • 10/03/2023
  • - 9 minutes of reading
Prospection LinkedIN

Find your future clients with artificial intelligence

Introduction to Prospecting on LinkedIn

LinkedIn has become one of the most powerful prospecting tools for businesses to find new prospects and customers. It is a social network that connects professionals from all over the world and which, over the years, has become a prospecting platform of choice for B2B companies to improve commercial prospecting, find prospects , potential customers and to engage with them. LinkedIn prospecting is an effective way to find leads, build relationships, and ultimately grow your business.

In the digital age, it is essential for businesses to have a strong online presence. The manager must know how to choose his prospecting strategy well. In order to prospect effectively, he must know how to target his audience, properly prepare his arguments, have a prospecting plan, properly combine the means of prospecting with the aim of optimizing his actions. However, before embarking on direct prospecting, digital marketing teaches us that it is necessary from inbound marketing to work on its brand image, to set up the marketing identity of its company according to the values ​​on which the company wants to position itself. The customer most often needs to know the company, to become familiar with its products and services before making the purchase. Your website must therefore be visible and present the why and how you can help the prospect to satisfy his needs. There are several prospecting techniques, but this article will focus more on prospecting on LinkedIn.

Linkedin prospecting allows businesses to connect with potential customers , establish their credibility, and ultimately convert them into paying customers. The platform is a great place to find leads who are already interested in your products or services, making it easier to engage with them and convert them into customers. 

Why Prospecting on LinkedIn Matters

Linkedin prospecting is important for several reasons. First, it allows businesses to connect with potential customers who are already interested in their products or services. This makes it easier to engage with prospects and convert them into paying customers. Second, LinkedIn has over 700 million users and growing. You can expand your clientele, by making a new commercial conquest. There is a huge potential customer base on the platform just waiting to be tapped.

Third, linkedin is a professional network, which means that the people who are there are there for professional reasons. LinkedIn is mainly used by companies doing b2b prospecting, it facilitates the prospecting process. This makes it easier to connect with prospects who are interested in your products or services, and who are more likely to make a purchase. Prospecting time is optimized. Fourth, linkedin provides businesses with prospecting tools and multiple features to help them find prospects and connect with them. These include the Sales Navigator, groups, etc.

Understand your target audience for prospecting

Before you start prospecting on LinkedIn, it’s important to understand your target audience. You need to know who your ideal customer is, what their problems are, and how your products or services can help them. Are you addressing a b2b or b2c customer? The effectiveness of your contacts relies on the personalization of your message, which implies an in-depth knowledge of your target. This will help you find the right leads on LinkedIn and engage with them effectively. A good prospecting approach is based on good organization. The prospecting campaign must be results-oriented, set measurable and quantifiable performance indicators in order to closely monitor the progress and results of your prospecting activity. 

To understand your target audience, start by creating buyer personas. A buyer persona is a fictional representation of your ideal customer. It includes information such as age, gender, job title, industry, interests and problems encountered. Once you’ve created your buyer personas, use LinkedIn’s search filters to find prospects who match your ideal customer profile.

Create a LinkedIn profile optimized for prospecting

To maximize your prospecting potential on LinkedIn, you need to create a profile optimized for prospecting. This means that your profile should be professional, comprehensive and customer-focused. The personalization of your approach and your offer are crucial points in your approach. Here are some tips for optimizing your LinkedIn profile for prospecting:

  • Use a professional profile picture and cover photo
  • Write a compelling headline that describes what you do and who helps you.
  • Write a summary that highlights your experience and expertise
  • Include relevant keywords in your profile to make it easier for prospects to find you.
  • Add your contact details, including your email address and phone number.
  • Ask your customers to recommend you to establish your credibility.

Leverage LinkedIn features for prospecting – Groups, Sales Navigator, etc.

LinkedIn provides companies with a large number of features and tools to help them find and contact prospects. Here are some of the main tools and features you should use for prospecting:


LinkedIn groups are a great way to connect with prospects who share similar interests or work in the same industry. Join relevant groups and participate in discussions to establish yourself as an expert and build relationships with potential customers .

Sales Navigator

The LinkedIn Sales Navigator is a premium tool that offers companies advanced search filters, b2b or b2c lead recommendations and more. It allows you to find prospects and engage with them more effectively, making it a valuable tool for businesses looking to maximize their prospecting potential on linkedin.

advanced search

LinkedIn’s advanced search feature allows you to find potential clients by filtering your search results based on various criteria, such as job title, industry, location, keywords, and more. This makes it easier to find prospects who match the profile of your ideal client.

Prospecting best practices on LinkedIn

To start prospecting, here are some best practices for prospecting on LinkedIn:

  • Personalize your prospecting messages according to the sector of activity, the profile of your potential client to make them more effective.
  • Don’t be too salesy in your posts – focus on building relationships first.
  • Use a mix of relevant content (articles, videos, etc.) to engage and connect with prospects.
  • Follow up with prospects who don’t respond to your initial outreach messages.
  • Monitor your analytics data to know what works and what doesn’t.

Tools to improve your prospecting on LinkedIn

There are several tools that can help companies improve their prospecting on LinkedIn. Here are some of the best tools:


SoContact is a Chrome extension that helps companies automate their prospecting on LinkedIn. Automating your prospecting with SoContact allows you to find prospects, send personalized messages and track your results, all from LinkedIn. Identify your potential customer with the right tools. 

LinkedIn Sales Navigator

LinkedIn Sales Navigator is a premium tool that gives businesses advanced search filters, lead recommendations, and more. It allows you to find prospects and engage with them more effectively, making it a valuable tool for companies looking to maximize their prospecting potential on LinkedIn.


Crystal is a tool that analyzes the personality of your prospects and gives you indications on the best way to communicate with them. It uses AI to analyze your prospects’ LinkedIn profiles and provides you with a personality report including communication tips.

Expert advice for prospecting on LinkedIn in 2023

Apart from telephone prospecting, emailing, direct interactions on social networks, several are the prospecting methods to find new customers, prospecting on linkedin is one of the most popular at the moment. Whether for b2b or b2c prospecting, customer prospecting requires the identification of targets ,future customers to ensure the effectiveness and performance of our prospecting campaigns. Developing a portfolio requires constant prospecting efforts, whether on segmentation, establishing a prospect file, good training for sales teams to improve the sales force, it is necessary to know how to evaluate the most relevant actions, to carry out tests on new markets in order to find the most profitable axes. The objective is to always improve conversion rates and return on investment. For expert advice on prospecting on LinkedIn in 2023, we spoke to John Smith, LinkedIn expert and founder of LinkedIn Prospecting Academy. Here is what he had to say:

“Prospecting on LinkedIn will become more competitive in 2023, so companies need to focus on personalization and relationship building. Don’t just send out generic connection requests and messages – take the time to personalize your approach and build relationships with your prospects, plus use a mix of content (articles, videos, etc.) to engage your potential customers and provide them with value.

Case Studies of Successful Prospecting on LinkedIn

Here are some case studies of successful prospecting on LinkedIn:

Company A

Company A used LinkedIn’s Sales Navigator to find prospects in its target market and engage with them. By personalizing her outreach messages and providing value to her leads, she was able to convert multiple leads into paying customers.

Company B

Company B used LinkedIn groups to connect with prospects interested in its products. By participating in discussions and providing value to group members, she was able to establish herself as an expert in her sector and convert prospects into customers.

Finding new customers is good, but above all you have to satisfy the existing customer portfolio. Building customer loyalty and maintaining a relationship of trust with him is the priority. 


Prospecting on LinkedIn is an effective way to find new potential clients and grow your business. By understanding your target audience, creating an optimized LinkedIn profile, and taking advantage of LinkedIn’s features and tools, you can maximize your prospecting potential on the platform and find your ideal client. Use the best practices and relevant tools described in this article to improve your prospecting on LinkedIn and stay ahead of the competition. Acquiring new customers is not easy, you have to go find new customers where they are, prospecting efforts We must not forget that an effective prospecting campaign adopts a multi-channel approach: emailing, making appointments by telephone prospecting,

How to find prospects on LinkedIn?

You can find leads on LinkedIn by using advanced search features, viewing user lists you've already built, and networking with relevant secondary groups. You can also subscribe to relevant news feeds on LinkedIn and follow people in your industry. 

What are the best ways to prospect on LinkedIn?

The best ways to prospect on LinkedIn include advanced search, building targeted user lists, networking with relevant secondary groups, subscribing to relevant news feeds, and following people in your industry. 'activity. 

When is the best time to prospect on LinkedIn?

The best time to prospect on LinkedIn is Monday and Tuesday, when most professionals are online and active. You should also focus on the days of the week and times of day when your target audience is most active. 

How can I make sure my prospects see my content on LinkedIn?

You can ensure your prospects see your content on LinkedIn by creating relevant and engaging content, sharing your content on relevant secondary groups, engaging with your target audience, and posting regularly. 

What are the best tools for finding leads on LinkedIn?

The best tools for finding leads on LinkedIn include LinkedIn Sales Navigator, LinkedIn Recruiter, ZoomInfo, Skrapp, and the go-to tool SoContact. These tools allow you to perform advanced searches, target prospects, and find detailed information about your prospects.

Daniel est un rédacteur spécialisé sur le thème de l'utilisation des réseaux sociaux. Il rejoint l'équipe de rédaction de SoContact en Janvier 2023 afin de simplifier l'accès à l'information sur les réseaux sociaux en général.