Here’s how to find 2,445 new prospects and their contact details in 90 seconds

New prospects can be hard to find

Finding a reliable source of list data can be very hard, not to mention expensive. Trawling through business directories is time consuming and rarely comes up with good results. Walking round industrial estates trying to win new business is a very costly way to find more customers.

There’s a much simpler solution!

LinkedIn gives you details for more prospects than you will ever need

Imagine having lots and lots of new prospects to contact…

Here’s a case study on how to find the right prospects for you on LinkedIn. In my example I have chosen to look for marketing managers. I entered the phrase marketing+manager into the LinkedIn search bar. I used the + sign to make sure that my search results returned just marketing managers, rather than people in marketing or managers as well. I pressed the people button and I applied the following filters:

  • Connections: 2nd and 3rd+ (I didn’t want 1st level connections as I know them already)
  • Locations: I chose Swindon as my nearest town. I could also filter by any town I choose or apply to any country

Note that all these filters are available on the free version of LinkedIn: there is no need to upgrade to premium for this exercise.

When I had finished adding the filters, LinkedIn gave me 2,445 people. 581 of these are second level connections. In other words, these people are connected to someone I am also connected to. That means I might be able to get an introduction from my connection. Or I can use their name as a reason to connect on LinkedIn.

So how do you contact these prospects?

The easiest way is to reach out on LinkedIn and connect. You may be surprised at how many accept and are prepared to talk to you. Alternatively, you can simply search for their company phone and ring them. It is also generally easy to work out the way the company sets out e-mail addresses and send them an e-mail.

You can even save the search criteria. LinkedIn will then update you on any new additions to the list.

It’s a lot easier than using many of the traditional prospecting methods.
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P.S. You can find out more ways to get the best out of your social media activity by downloading the free e-guide below.You’ll also be signed up to “Views from the buyer” where I share tips, stories and resources to do with selling print and social media.

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