Did you know that, according to Oberlo, the number of users LinkedIn has is greater than 740 million? After its official launch in 2003, this company gained 1.6 million members in only two years.
Considering how popular LinkedIn is, you may be thinking about creating a B2B prospect list so you can generate leads on Linkedin.
However, if you aren’t sure about how to get started with creating a B2B prospect list, this can be stressful. How can you start building a list that will make your lead generation strategy stronger than ever?
No need to worry. In this article, we’ll show you how to create a B2B prospect list for lead generation on LinkedIn.
Finally, you can build a prospect list and build up your leads on LinkedIn, making your business more successful than ever. Read on to learn more.
Narrow Down Your Target Audience
One of the most important things to do when you put together your lead generation plan is to narrow down your target audience. To do this, you have to create a buyer persona for the B2B leads you want to target. Think about attributes such as:
- Job role
- Company size
Then, when you’re doing a search on LinkedIn as part of your list building efforts, you can be sure that you only use the segmentation criteria that matches the attributes you’ve come up with. This way, you can connect with the right people.
To connect with leads in this way to build up your prospect list for B2B lead generation, you can use LinkedIn’s general search.
However, you can also use these attributes when you’re adding to your list using LinkedIn Sales Navigator, which we’ll cover now.
Utilise LinkedIn Sales Navigator
Another way companies can add prospects to their LinkedIn lists is by using LinkedIn Sales Navigator. When utilising LinkedIn Sales Navigator, you should employ the following best practices.
Utilise Premium Search Filters
When you’re using LinkedIn Sales Navigator, it’s important that you utilise premium search filters. This way, you can build your target prospect list by basing it on organisational or personal parameters. There are different factors you can filter for, such as the following:
- Company size
It’s also smart to scope each opportunity’s size by using company revenue as a filter. Additionally, search for names where you already have a 1st degree or 2nd-degree connection. This will make it easier for you to make a warm introduction.
Use Lead Builder
Once you’ve used the premium search filters, load your list into Lead Builder. Then, filter even further, doing this by filtering titles. This way, you can identify the decision-makers that are right for you.
In their profile, utilise the In Common panel. You can identify what you and this LinkedIn member might have in common.
There are additional ways you can learn about leads. Look at sections such as Volunteer Experience & Causes, Groups, and Following. You can also check out the “Endorsements” that appear in the section labelled Skills & Expertise.
You can utilise this information you’ve gathered in your introductions.
Utilise Lead Recommendations
You should also utilise Lead Recommendations. With it, you can receive leads that are based on saved searches and presets. This will make it possible to see influencers and decision-makers at other companies who are similar.
You’ll also be able to have new leads flow to your email automatically and identify new leads.
Additionally, you’ll be able to discover the influencers and decision-makers that Navigator sends to you. These influencers and decision-makers will be within your business’s target accounts.
All you have to do is click on the lead’s name to open up their profile—or you can save the lead within Contacts to follow up later.
Save TeamLink Searches
To stay updated on what’s going on in the professional lives of your targeted leads, you should save the TeamLink Searches you’ve done. All you have to do is put a notification into place so that you can find out when prospects have moved to other companies.
Utilise Out-of-Network Profile Unlocks
Sales Navigator also has Out-of-Network Profile Unlocks. With this, you can get help uncovering hidden leads.
How does this work? Profile Unlocks gives you access to all the member profiles on LinkedIn. Users of it can unlock profiles that appear in search results.
As a result, they can gain visibility when it comes to sales prospects that are beyond connections of the third-degree type.
Sync With Your Customer Relationship Management System
It can also help to sync LinkedIn Sales Navigator with your customer relationship management system, or CRM. This way you, can more easily keep track of the conversations you’ve been having with all your prospects.
This means that you won’t have to be constantly jumping from one site to another and back. You’ll also be able to have insights that are powerful in your reporting.
Create a Prospect List That’s Targeted
There are steps you can take to create a prospect list that’s targeted. These include looking for related companies and articles, taking a look at engagement related to these articles, and noting down the right details of these companies and people.
Step 1: Looking for Related Companies and Articles
In this first step, you should do a search for companies and articles that are related to your business’s service or product. If you aren’t sure where to get started, you can use hashtags that are related to the industry your business is in.
Step 2: Taking a Look at Engagement Related to These Articles
Once you’ve identified the articles in the prior step, you should take a look at the engagement related to these articles.
Who has liked the articles or shared them? Who wrote the articles? Who left comments or asked questions?
Step 3: Noting Down the Right Details of These Companies and People
Once you’ve identified the people and companies who have created and engaged with these articles, you should write down the details. These details include their LinkedIn URL, title, and name. Then you’re ready to use InMails or invites to target them.
Use Twitter to Find Influencers
You may know that Twitter is useful for digital marketing, but what you may not know is that you can use Twitter to find influencers and build up your prospect list. There’s an advanced search feature available on Twitter that you can use to find these influencers.
Additionally, you can identify which tags are associated with the industry your business is in.
By doing all this, you can find influencers and micro-influencers related to your industry. Search for them on the LinkedIn platform, and you can connect with them there by sending an InMail or Invite.
Note that it’s also possible to engage with these influencers and micro-influencers directly on Twitter. You can DM them, and you can even ask them about becoming a representative for your service or product.
Track Pages on Facebook That Are Relevant
Another way to add to your prospect list for lead generation on LinkedIn is by tracking pages on Facebook that are relevant. This is a strategy where knowing who your ideal customer is can help. This is because you’ll be able to target Facebook pages they spend a lot of time on.
When you visit these pages, you can write down details of people who have commented and liked the posts that appear on these pages.
These people are your business’s target prospects. Then, search for them on LinkedIn. On the platform, you can then connect with them by sending an InMail or Invite.
Note that it’s possible to engage with these prospects on Facebook. You can add them or send them an invitation to like your business’s Facebook page.
Need More Information?
Now that you’ve learned how to create a B2B prospect list for lead generation on LinkedIn, you might need more information. Maybe you want help figuring out how to create a campaign to reach out or you want to learn more about how to craft a compelling InMail message.
Whatever information you need, we can help. At Salesflow, we’re experts when it comes to LinkedIn prospect list building and lead generation.
We also offer a solution that makes building sales through LinkedIn easier than ever. To learn more about our product, contact us now.