Ultimate guide to B2B prospecting with LinkedInNot so long ago, prospecting meant cold calls, sales letters and drop-ins. There was a lot of pavement to be pounded. Later on, it meant mass emails and telemarketing.

Today, selling — no matter what your product or service — is even more competitive than ever.

With thousands of new businesses cropping up every day, and just as many new ways to market and promote those businesses both offline and online, prospecting takes more than a lunch date and a sales pitch. 

Today, you need to laser in. Really get focused. Be clear on who it is you’re targeting, why you’re targeting them, when you’re targeting them.

On top of that, you have to be super clear on what you’re offering and how it will solve their problem or fill their void. 

But all of this doesn’t mean you have to work harder. You just have to work smarter.

Once you know who your audience is, and where they are, you can hone in and deliver the right message at the right time to the right person. If you’re selling in the B2B space, LinkedIn just might be the best place to begin.

Gain instant access to my complete list of LinkedIn message templates now!

2019 Collection of LinkedIn Message Templates

B2B Prospecting with LinkedIn

Of all the social media channels, LinkedIn is by far the king of B2B. It’s not a platform where you post selfies from last night’s girl’s night out. And it’s not where you show off video of your new muscle car. 

LinkedIn is where professionals come together to network and expand business connections. And it can be a real goldmine of opportunity if you know how to leverage some key strategies. 

So let’s talk about one way that we use LinkedIn to connect with potential customers on a regular basis. 

LinkedIn Filters + Dux-Soup.

STEP 1: Setup Filter Search

Click in the search bar, then click “People”

LinkedIn prospecting screenshot

Choose 2nd connections

Choose your location – start with US, then UK, then Australia, then Canada

LinkedIn Prospecting screenshot location

 

Choose the industry – start typing it into the box then select it when it pops up

LinkedIn Prospecting 2

Choose your language – always English

LinkedIn prospecting - language

Choose the title of the person you want to find – the decision maker

LinkedIn prospecting - title

Click Apply in the upper right corner

LinkedIn prospecting apply

Now you have some results

LinkedIn prospecting results

 

STEP 2: Setting up Dux-Soup

Make sure your Dux-Soup plugin is installed and working in Chrome – click the icon

LinkedIn prospecting Dux-Soup

Then click options

LinkedIn prospecting Dux Soup settings

 

When you have the pro version, you can set a customized message when requesting to connect with people – turn on the toggle button

Dux soup prospecting

Write your message and include the customizable markers:

Dux Soup messaging

 

TEMPLATE: This is the message I use to send out a generic prospecting message to people I want to connect with:

Hi _FN_,

Quick note to introduce you to MediaWiseMarketing.com, a digital service that pairs brands with SEO copywriters to help them increase revenue by producing top-ranking content that converts. I’d love to connect & see if one of our  niche-specific writers is a fit.

– Aimee

It comes in at 280 characters, which leaves room for the plugin to auto-populate the first name.

NOTE:

I add some “Skipping” filters – you can, too, but it’s not mandatory …

Dux Soup skipping options

 

These are my throttling speeds (I haven’t had any “issues” as of yet with these settings)

Dux Soup throttling options

My Planner never stops

Dux Soup Planner

Those are all the settings I focus on.

Step 3: Requesting Connection

Now you’re ready to run Dux-Soup

Running Dux Soup

 

You’ll know it’s working when you see these

Dux Soup working

 

Dux-Soup will pause randomly to make LinkedIn think it’s a real person doing the work, not a bot.

Sometimes you’ll see these types of screens, which also tells you it’s working:

Dux Soup working 2

 

STEP 4: Start Conversation

Over time, you’ll see your Connections number grow

LinkedIn connections growth

 

Click on My Network to view your connections – Sort by “Recently added”

LinkedIn connections

 

Now a little manual work is required, but it shouldn’t take you more than a few minutes (15 – 30 at most)

You’re going to engage your new connections by thanking them for accepting your invitation and saying hello. NO SALES PITCH – just a friendly, casual message.

Click on the first “Message” button

LinkedIn messaging

 

There you’ll see the automatic message the Dux-Soup sent out earlier.

Since this person has accepted your request to connect, you can now start a conversation.

TEMPLATE: Here’s the message I use – feel free to use your own variation:

Hey John,

Thanks so much for connecting. Let me know if there is anything I can help you with. 

Enjoy the rest of your week!

– Aimee

Direct and to the point. No sales.

Now you’ll start to see that people are engaging back … and inquiring about your original reason for connecting.

Here are some examples:

LinkedIn prospecting messages

And sometimes you’ll get a thanks but no thanks message, to which I reply:

LinkedIn prospecting message replies

Gain instant access to my complete list of LinkedIn message templates now!

2019 Collection of LinkedIn Message Templates

Step 5: Rinse, Repeat

This process has shown fabulous results time and time again. It’s our go-to strategy when we want to open up the faucet of hot leads. Best of all, it’s highly (not entirely) automated, yet it maintains that level of personalization that’s sure to yield results.

Not all prospecting is created equal. Finding the method that works best for your business is key. We’re not suggesting that this particular method will work for everyone. There’s no one-size-fits-all marketing plan here. 

That said, if you’re looking for effective ways to connect with decision-makers who are interested in your products or services …. and if you’re not ready, willing or able to pay for advertising … then LinkedIn prospecting may be that perfect blend of marketing automation, customized messaging and positive ROI.