How Powerful is LinkedIn for Outbound Prospecting?

There is no question that LinkedIn, like other social media channels, can serve as a great resource for outbound prospecting research and connection if used appropriately.

Yes, you can view company and contact profiles and learn about your clients and prospects. Yes, you can search for your ideal company and contacts using the advanced search capability. You can search by location,  industry, groups, relationship, function, company size, seniority level, and Fortune 1,000 companies, to name a few.

But the true power of LinkedIn lies in reaching out to people you have or want to develop a relationship with.

A Real Life Lead Generation Example Showing the Power of Connection

Here is a real world example. A friend was looking to connect with certain potential prospects. This friend viewed each personal contact for more connections, to see if someone this person already knew could help connect with the potential prospects that this individual wanted to reach out to.  Once this person identified if any contacts were connected to potential prospects, it was a matter of asking each existing contact for an introduction to the potential prospect or client.

Although it should be obvious. I will mention that the person asking certain existing contacts for an introduction to a potential prospect knew these personal contacts very well. This person had earned the right to ask for the introduction.  This is because the individual had either started with or developed a relationship with respect and depth, (not just a LinkedIn connection) with each contact.

LinkedIn can provide a powerful tool for outbound prospecting when used correctly. The true quality and value of the relationships you have with your contacts will provide a valuable resource during your outbound prospecting work.

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