A super effective LinkedIn prospecting strategy in 4 steps

Do you have a large number of contacts on your LinkedIn account, but you can’t reach your business development goals? It’s probably because you’re doing it wrong. The advent of the Internet and social networks has revolutionized business development strategy. LinkedIn prospecting is everywhere and you should definitely join the movement.


LinkedIn stands out for its performance in this field, as long as you know how to do it. LinkedIn prospecting is not only about creating an account and adding contacts to the chain. Here are the 4 steps to follow if you want to prospect effectively on LinkedIn.

  • Refine your LinkedIn profile to make it suitable for business prospecting
  • Prioritize quality over quantity when it comes to prospects
  • Interact with your prospects
  • Integrate your prospect into your overall communication strategy

Step 1: fine-tune your LinkedIn profile to be suitable for sales prospecting

Your profile should give your targets the impression that you are the ultimate person to help them achieve their goals. So make sure your profile is visually presentable. Take the trouble to choose your profile photo and cover photo carefully.

To stand out, remember to demonstrate your expertise and added value by providing as much information about yourself as possible. You should also position yourself as an expert in your field of activity. Be active! Publish quality content related to your customers’ interests and concerns.

LinkedIn prospecting


Step 2: Choose quality over quantity in terms of leads

Having a maximum number of contacts will be useless if your prospects are not qualified. A prospect is said to be “qualified” when he has shown enough signs of interest in your brand, making him likely to become a potential customer. If the qualification is successful, this lead will turn into a final customer.

A lead is a contact that the salesperson wants to turn into an opportunity. It is not essential to have thousands of contacts if the majority of them have little or no probability of taking action. It is better to focus on customers with a real potential to subscribe to the service or purchase your products.

To simplify the task of finding such profiles, you can use lead generation solutions such as Kaspr, which is a must-have tool for this purpose. This platform collects customer data directly from their LinkedIn profile and automatically exports it to the CRM. Kaspr then takes care of selecting a list of contacts on LinkedIn, enriching them, exporting them or sending them an invitation.


Step 3: Interact with your prospects

Most salespeople make the mistake of only sending invitations to identified qualified prospects. You need to interact with them, build a relationship between you and them.

Don’t know how to do that? It’s not that difficult! All you have to do is comment and share their posts. At the same time, you should also send them :

  • a message thanking them for accepting your invitation ;
  • a message to share quality content with them;
  • a message presenting the essence of the company.

Space out these messages from 3 to 5 days depending on the client’s feedback.


Step 4: Make your prospect part of your overall LinkedIn communication strategy

Feedback from your prospects allows you to determine their level of maturity and commitment. It is at this stage that you will know the right moment to propose a meeting or wait a little longer.

It is therefore essential to maintain their interest by regularly sharing quality content. You can also invite them to subscribe to your newsletter.

Know that LinkedIn also has some limitations to respect carefully in order to better reach your goal. In one day, only 100 requests and 150 emails can be sent. So be careful on these points, act tactfully, because the non-respect of these limits could handicap your global communication strategy.



LinkedIn is undoubtedly a powerful lever for commercial prospecting. To get the most out of it, you need to optimize your LinkedIn profile first, then identify qualified prospects. Actively interact with these registered leads and integrate them into your overall communication strategy. You can read our article on how to generate more leads via LinkedIn to get significant results in business prospecting.

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