How to Find Clients on LinkedIn

LinkedIn is one of the most under-utilized of the major social networks. Many people have set up profiles and business pages, but few understand how powerful a prospecting tool LinkedIn can be. But before you can use LinkedIn to find new contacts and clients, you need to have your own profile complete.

What do you want to be known for? Fill out each section of your profile with as much specificity as you can, choosing your words carefully. The secret to getting found in LinkedIn search results is to use the correct “keywords” and then own them. Choose the word or phrase that best describes the occupation or skill you want to be known for, that your customers may use in search queries. “Account Executive” or “Solutions Provider” may not be descriptive enough.

Optimize your profile. Use your keyword phrase (e.g. Sports Marketing) throughout your profile, in the Headline, Tagline, Summary, Experience, and Skills & Expertise fields. This will enhance the Search Engine Optimization (SEO) effect of your LinkedIn profile, increase your likelihood of being found in search results.

Join groups and participate in discussionsJoin LinkedIn groups related to your industry, or better yet, related to your customers. Ask a question of the group or post an article you think others might find useful as the basis for a discussion thread.

Ask and answer questions. Next time your on your LinkedIn profile, look under the menu heading of “More” and go the “Answers” section. Search for topics in which you have some expertise. Find someone who’s posed a question that you can answer with authority. Offer a public answer, then also consider answering the questioner privately as a direct way to start a discussion that could lead to a sale.

For more complete explanations of LinkedIn optimization and prospecting techniques, check out books by Lewis Howes and Neal Shaffer, or tune in to one of their webinars. Then start using your LinkedIn profile to find and be found by your customers.

Virtual Real Estate Transaction Coordinator