Going multichannel to reach out to your prospects is a game-changer. With this tactic, you can connect with your target audience on their favourite channel which boosts your chances for more replies.
And when it comes to favourite channels, LinkedIn is the place to be for most professionals, including your prospects.
But with 810M+ users, how do you find your target audience? 🤯
Finding your exact target persona can be a pain. LinkedIn offers so many filters to choose from, limits to overcome, and a lack of export possibilities...
Luckily, in the past four years, we’ve tested tons of ways to find our ICP on LinkedIn. In this article, you’ll learn how to find and connect with yours (without wasting hours of research)!
Let's imagine you're a Web3 consultant looking for partners interested in crypto.
To access different search categories:
You’ll land on the search results page and notice these new filters aka main search categories:
If you want to narrow your search results to only people related to your keyword, choose the “People” filter.
You may end up with a huge results list, but the key is in quality, not quantity.
Let's imagine your buyer persona is located in USA, Switzerland or Dubai and has a profile in English or French. They work in a Financial Services company for 3-5 years, in a Director seniority role.
To narrow your free search:
To find your targeted audience, you'll use “Locations”, “Profile language”, and “Industry” filters.
If you have a Sales Navigator subscription, you can access additional filters on the "Lead" dashboard, e.g. “Seniority level” and “Years in current company”.
To make your filtering process effortless, I suggest you put all your audience knowledge into practice. And if you still don’t have your target audience defined, we’ve prepared this free, step-by-step guide that will help you:
✓ define the companies you want to target (your Ideal Customer Profile)
✓ define the people you want to get in touch with (your buyer persona)
✓ segment buyer personas into tiers for best outreach results
BONUS: get access to the buyer persona template that got us 20k+ customers!
Let's imagine you're a founder who met Mary at the conference a few months ago. The only information you remember about her is her name, that she’s a founder as well, and her company is based in San Francisco.
So, how are you going to find her?
There are two case scenarios in the name search.
Therefore, you can search for Mary in the "name + title + location" format.
The other way to search for people by name is:
If you’re searching from Sales Navigator, you can use “Geography”, “Job title”, and “First Name” filters as shown below.
There are many ways to extract email from LinkedIn, but how do you find someone's profile by knowing only their email?
The only thing you’ll need is to have both Microsoft Outlook and LinkedIn accounts:
4. On the new dashboard, choose the “LinkedIn” tab and follow the instructions to link your accounts.
5. Go back to your Outlook where you should be able to see their LinkedIn profile.
Let's imagine you're promoting a new B2B advertising app and looking for prospects from the IT industry.
Therefore, searching for connections of someone working in IT might bring you a new list of similar members.
The simplest way to search someone’s connections is to:
From there, you can access the list of members’ connections with additional “People” filtering options.
The other way is to:
You can apply the filter “Connections of” your connection working in a software development company.
In Sales Navigator, you'll find the “Connections of” filter in the “Personal” filtering section as shown below.
Found inspirational people to follow?
-> Create a list and share it with your whole team.
Bumped into someone with impressive experience?
-> Check out their training and courses.
Discovered a cool industry expert?
-> Explore their posts to see how they work on personal branding.
Once you find targeted companies, you can easily find new prospects by looking up the employees.
Let's imagine you're a Growth Marketing Manager looking for law practice companies located in EMEA, with 1-10 employees, and 5-10M Annual Revenue.
To find targeted businesses:
By choosing “Industry”, “Locations” and “Company size” filters in your basic account, you can access more than 20k matching companies.
Sales Navigator account will allow you to narrow your search even further by using “Annual revenue” in the “Account” dashboard.
You can use Company search to:
-> check out what companies similar to you are doing,
-> stay in the loop with the industry happenings,
-> set job posting alerts from your dream companies.
Let's imagine you're a Head of Sales who’s trying to pitch a new product to retail managers.
You can use LinkedIn groups not only as an insightful hub of knowledge, but also to connect with like-minded users.
If you don’t know the name of the group you want to join:
Once you join the group, you’ll have an option to search for specific content within the group. Simply navigate to the search box at the top left corner of the group.
The cool thing about joining a LinkedIn group is that you can see all the members and, maybe, potential prospects.
If you’re subscribed to Sales Navigator, you'll have an option to see the members of a certain group without joining. To do that, use the "Group membership" filter in the "Lead search dashboard.
Use Group search to:
-> ask questions to help you understand your audience's needs,
-> start discussions with key people from the group,
-> promote your work in an educational and inspiring way.
Let's imagine you’re launching your social media management business and want to connect with other experts from the industry.
You might ask yourself "Why to search for posts on LinkedIn?". Well, the answer is simple. Through posts related to your product/service, you can find new audiences and vice-versa!
Here's how to do it:
Start using the Posts filter to:
-> get inspiration for your new posts,
-> see best performing content practices,
-> stay up-to-date with B2B social media trends.
The main advantage of the LinkedIn hashtag is increasing the visibility of its users. It makes posts accessible to everyone who searches or follows the specific hashtag.
Let's imagine you're a freelance copywriter, offering blogging services to SaaS companies.
One of the ways to look for your prospects is to search for hashtags they might use. Simply enter your hashtag, e.g. #SaaS, in the search bar to access content on the same topic.
From there, you can filter posts containing your hashtag even further with the filters mentioned in the section above.
To stay in the loop with interesting posts, you can follow all your favourite hashtags.
You can use the hashtag search to find:
-> companies to work with,
-> tips to follow,
-> people to network with.
If you wanna minimize the additional tweaking of your results, try using the Boolean search.
Here are a few options to construct your search:
Pro tip -> Keep in mind this prioritization order:
1. Quotes [""]
2. Parentheses [()]
If you use Sales Navigator, you can use Boolean searches in the "Company" and "Title" fields as well.
No matter who you search and in which way, they won’t receive a notification.
On the other hand, if you decide to click on their profile, LinkedIn will notify them saying “someone viewed your profile”.
You can choose in your profile settings, whether they can or can’t see your information.
Searching LinkedIn privately can be useful for checking out what your competitors or potential clients are doing.
To search LinkedIn in private mode:
Keep in mind that selecting a private mode on the basic account will disable the “who viewed your profile” feature for you as well.
Only if the members set their profile sections as public, you can see them without login.
To check out your setting:
Just as limiting invitations, LinkedIn has a monthly limit for people searches. It will send you a warning when you get close to the 1000 results limit on a free account and 2500 using Sales Navigator.
To minimize the number of your searches:
Among many useful LinkedIn tools, Phanthom Buster is a go-to solution for search export.
In just a few easy steps you can scrape and export the results of a search into a spreadsheet.
Wondering how? You can check it out in this video.
Once you have your search list, you can:
-> use it to identify your key decision-makers,
-> create ICP,
-> start testing out your cold outreach.
Imagine sharing a screen during your LinkedIn search and all your past searches are exposed...
To avoid that, here are two ways to delete your search history:
Through search bar:
Through privacy settings:
If you’re still debating whether you should upgrade your free search to Sales Navigator, here’s the full list of additional premium account filters.
And to show you how it all looks in practice, Briana will guide you through her Sales Navigator advanced search in this video
Understanding how to find the info you want on LinkedIn can bring you new customers, hence new revenue. It’s important to know how to connect with the right people. Otherwise, you risk spending too much time chasing the wrong audience.
Once you find your target audience, you can prepare for your next step - reaching out to them. A good outreach will help you build relationships, generate new leads, and ultimately make more sales.
But, before jumping into their DM, you better plan your strategy. To help you out, I've prepared a few resources and tips:
Happy searching! 🚀