5 Ways to find hot prospects on LinkedIn

With over a billion users, LinkedIn is full of potential clients for your business. There are millions of profiles but the challenge looms large: how do you pinpoint those who are not just browsing but are steps away from making a purchase? Consider this - at any given moment, a mere 3% of your ideal clients are in active search mode, wallets at the ready. The vast majority are not ready to buy, they need long term nurturing. The question then becomes, how do you not only identify the hot prospects but also engage them effectively?

It’s a fine balance between finding those who are primed for your solutions and nurturing them to the point of conversion. They might not be ready to outright declare, “Take my money!” but with the right approach, you can discover a wealth of prospects who are more than just curious—they’re on the cusp of taking action. In the following guide, I’ll unveil five ways to sift through the LinkedIn crowd to find those golden opportunities. These aren’t just cold leads; they’re potential connections that need a little nurturing, individuals who are already leaning into the conversation about your topic or solution.

So let’s take a look:

LinkedIn Events

LinkedIn Events are a hidden gem for those looking to connect with potential clients. They offer a unique opportunity to engage with individuals who are not just interested in your industry but are actively seeking to expand their knowledge and connections within it. By participating in these events, you can tap into a community of engaged professionals who are already showing a level of commitment and interest that’s a step above the casual browser. It’s about positioning yourself where your expertise can shine and naturally attract those looking for it.

Inside the Social Selling Accelerator (ask me about this) I show people how to setup their own event, attracts hundreds of attendees, build their email list and win clients. But if you're not ready to do that right now, using other peoples events to find interested prospective clients - it's a simple way to start.

Action Plan: Use the search bar to find events that align with your expertise. Register for these events, and connect with other attendees that fit your Ideal Client Profile. This proactive approach can pave the way for meaningful connections.

LinkedIn Groups

LinkedIn Groups serve as a focal point for professionals seeking to exchange ideas, solve problems, and share insights on a myriad of topics. These forums are not just about networking; they're about building a community around shared interests and challenges. Engaging here allows you to showcase your expertise and insights, providing value before ever making a sales pitch. Search through the members, find more ICPS, engage with them if they are posting, but importantly connect with them. This method builds credibility and trust, drawing potential clients to you in a more organic and meaningful way.

Action Plan: Seek out and join groups relevant to your field. Actively participate by sharing knowledge, asking questions, and engaging with other members’ posts. Let your expertise do the talking and connect. Never spam post or comments.

>> Transform your LinkedIn activities into consistent leads with ContentLab 2.0 – Sign up now

Influencers Comments

Influencers in your industry have already done the hard work of gathering your ideal clients in one place. Engaging with their content offers you a direct line to demonstrate your value to this curated audience. Thoughtful comments on an influencer’s post can spotlight your expertise and initiate conversations, not just with the influencer but with their audience too. It’s a strategic way to increase your visibility and establish your authority in a space filled with potential clients.

When people do this on my posts, I really don’t mind and neither do other influencers. It’s a win-win. People who comment increase the visibility of the post. So, you get more visibility and network, which benefits you and me.

I had a lively discussions in my comments every day, everyone wins. I gain increased reach and commenters network with my audience marketers and business owners in my comments. It really is a win-win.

Action Plan: Select influencers with an audience that matches your target demographic. Engage with their posts by adding insightful comments that contribute to the conversation. Aim to be informative and engaging to draw attention to your profile. Never spam comment.

LinkedIn Polls

Polls are an underrated tool on LinkedIn for sparking engagement and gathering insights directly from your target audience. They offer a straightforward way to interact with your network and encourage participation through quick, opinion-based questions. This interaction not only boosts your visibility but also provides valuable data on the preferences and interests of your potential clients. Using polls strategically can lead to more personalised and productive conversations.

Action Plan: Create polls that are relevant to your audience’s interests and challenges. Analyse the responses to gain insights into your network’s preferences, and follow up with personalised outreach based on their answers.

>> Transform your LinkedIn activities into consistent leads with ContentLab 2.0 – Sign up now

Recommended Leads

LinkedIn’s Sales Navigator is a powerful tool designed to refine your prospecting efforts. By setting up detailed buyer personas, you tap into LinkedIn’s algorithm to get a weekly list of individuals who are most likely to be interested in what you offer. This isn’t just cold calling; it’s informed, strategic outreach to people pre-identified as good matches based on mutual interests and activities. It’s about making smart connections, not more connections.

Action Plan: Utilise Sales Navigator to set up your buyer personas and engage with the recommended leads. Tailor your outreach to reflect their interests and activities on LinkedIn for a more personalised approach. Embarking on the journey to find and connect with potential clients on LinkedIn doesn't have to feel like searching for a needle in a haystack.

By leveraging the power of LinkedIn Events, engaging within Groups, participating in conversations with influencers, creating strategic polls, and utilising the precision of Sales Navigator, you're not just reaching out—you're connecting with purpose. Each of these strategies opens up a path to genuine engagement, setting the stage for relationships built on mutual interest and value.

Remember, the goal is not just to increase your list of contacts, but to nurture those people so you’re trusted as the go-to expert they want to work with.

>> Transform your LinkedIn activities into consistent leads with ContentLab 2.0 – Sign up now