With over 150 million users worldwide, LinkedIn undoubtedly ranks amongst the most powerful prospecting resources of our era. It connects us to a vast network of potential buyers, while allowing us to view professional portfolios, research companies, and identify key decision-makers at the organisations we target. Yet those who fail to do their online prospecting in a thoughtful, methodological manner all-too-often squander the immense potential of this network.


To get results, you must first have a plan. So effective LinkedIn prospecting requires the following.

4. using LinkedIn to land more leads and referrals



For sales professionals, social media is an unprecedented resource. It provides a global network of massive proportions, allows us to target specific prospects, facilitates connection across what formerly would have been unbridgeable divides, and serves as a phenomenal way for us to learn about potential customers we hope to forge relationships with. In the diverse landscape of social media, LinkedIn is a particularly potent sales tool. But even the most powerful tools are of little use to those who haven’t learned to wield them. So to help you make the most of LinkedIn’s vast potential, here’s how to land more leads and referrals on the world’s top online professional network: