How to capture leads on LinkedIn? A complete walkthrough


LinkedIn is today the main corporate social network in the world with about 500 million registered users in the world and 30 million in Brazil alone.

This shows the enormous potential that social networking can offer, both to strengthen your network of contacts and to find potential customers for your company.

But do you know how to use LinkedIn to extract everything it can offer?

In this article, I’ll give you some tips on how you can make your profile more attractive and how to make the most of search filters to find your ideal leads!

Browse the content

  1. How to optimize your LinkedIn profile?
  2. How to have a relevant profile?
  3. How do I use LinkedIn to find the ideal leads?
  4. So how do you capture leads on LinkedIn?

How to optimize your LinkedIn profile?

Let’s start by talking about your profile.

LinkedIn is a social network and as such the main idea is that people establish relationships, exchange ideas, be relevant to each other.

Your profile must be able to reflect who you are, what your professional achievements are, the value you were able to generate for the companies you worked for and/or in the social projects you helped, and what your interests are.

The first information on your profile is your photo. Choosing a suitable photo is very important!

When I say adequate, I am referring to the quality of the image, which must be sharp enough, for example, so that the person who saw you at an event can recognize you.

It should be a photo that refers to your work environment, where you are alone and that highlights your face.

Another tip is to highlight in your profile what your areas of expertise and areas of interest are. This helps other people know, at the first glance, if it makes sense to connect with you.

Therefore, it is important to put as much relevant information about your career, your subjects of interest, about the places you studied, what courses you took, your skills and, of course, talk a little about yourself.

We have a video from Flipchart Friday that talks a little about how to optimize your LinkedIn profile and use it for prospecting. Just take a look:

How to have a relevant profile?

To be relevant you need to have an optimized profile. In this, the tips I’ve given you up there will help you.

You also need to have a wide and engaged network of contacts with your profile, that is, that you like your posts and shares and that you participate with comments.

But it’s no use going around adding anyone!

You need to focus on adding people that are related to your professional performance, that are co-workers, clients, potential clients and references in your areas of interest.

This will increase the likelihood that these people and their connections are interested in what you post and share, and feel invited to interact with you.

It is very important to publish quality content that is relevant and it is essential that this is done periodically because then your posts will appear frequently in the feed of your connections and their connections.

This way you will be building an image of authority in the field and more people interested in the topics you deal with will tend to connect with you.

Another very important tip is: build true relationships.

Although your interest is in doing business and selling your product, LinkedIn is a social network and people expect to exchange experiences, learning and useful information.

Seek to truly connect with people, start relevant conversations, generate value for your network.

Before long you will realize that these connections will be mutual and you will begin to feel the value generated by your network for you and your business.

How do I use LinkedIn to find the ideal leads?

Now that you have an optimized profile, built a relevant network and started moving your profile with posts and shares, it’s time to actively seek out your leads.

The first step is to define your ICP or Ideal Customer Profile. If you have questions about how to do this, we have an ICP Generator that can help you.

With the ICP defined, it’s time to learn about the filters that LinkedIn offers and how to use them.

A complete walkthrough

On the top bar of LinkedIn there is the Search field. By clicking on it, you should select People and then the All filters option.

With LinkedIn filters, you can segment your search by location, sector, connection level, current or previous company, profile language, among others.

Targeting possibilities on LinkedIn are more limited than those offered by LinkedIn Sales Navigator, but still allow you to do a well-targeted search.

In this Outbound Reviews video, you can compare the filters offered by LinkedIn Sales Navigator and assess whether it’s worth investing in a more robust platform at this time.

In addition to the standard LinkedIn filters, it is possible to use Boolean search operators in the search field.

The main advantage of this feature is to address people by position, filter by area and exclude from the results people who are, for example, looking for a job.

Check out an example below:

(director OR manager OR director) AND (information technology and services OR IT) NOT (replacement OR opportunity OR employment)

The idea of ​​using these Boolean operators is to specify as much as possible the particulars of the search.

Some operators are well known for programming logic, but I’ll explain to them for you to understand better if you’ve never seen them around.

OR: used to generate alternatives

In the example, I used some words that refer to a decisive role and basically ask LinkedIn to display people with a board OR management role.

He shows me in the results anyone whose job meets either of the two criteria.

AND: used to specify more

Used to combine various criteria that refer, for example, to the person’s area and the position, and further specify the results.

In the example, the area of ​​interest for my search is IT, so I used the information technology and services and IT variations.

In logic, joining the position and the area, LinkedIn returns results with people who are in a decision position AND who are from the IT area.

NOT: used to exclude criteria from results

Finally, to generate a more objective list, I want to bring only people who are currently employed. Therefore, I used the tag so that LinkedIn understands this particularity.

People in a decision-making position in IT who NOT are unemployed, looking for opportunities or outplacement.

In the example shown below, I used the Boolean operators specified above with Belo Horizonte location and regioninformation technology and services sector and all connections.

how to capture leads from linkedin results

Another limitation of LinkedIn is the number of profiles you can view daily. You will need to plan your prospecting volume well so that you have access to enough leads each day.

So how do you capture leads on LinkedIn?

As stated throughout the text, LinkedIn is the best corporate social network currently available and gives you access to millions of profiles with a huge amount of information.

This information is made available by the user, which makes the network a very rich data source.

To get the most out of this it is essential to have a complete profile, with lots of relevant and true information, as well as a good photo.

Boosting your profile by making posts that generate value for your connections is also a good way to attract your leads.

And of course, establish real relationships and make the most of the power of the millions of amazing people who are on LinkedIn every day.

What’s up? Did you learn how to optimize LinkedIn and use it to map and find your leads? The next step is to engage them, get their email and get in touch.