Send to Kindle
If you have followed this blog for some time, you’ll know I talk a lot about writing to your ideal reader, your ideal customer and the person you wish to do business with. Life’s too short to work with clients who don’t value you or respect your advice.
Let’s take that concept one step further – how to find your ideal customers using LinkedIn.
LinkedIn’s people search is one of the most important features of the site. You can use it to find new connections, search for jobs, get clients, or recruit employees. The search function puts this booming social media site’s 150 million plus users right at your fingertips, which is just where we want them 
Here’s how you can use the search function of LinkedIn to find exactly who you need.
Advanced Search
LinkedIn offers an ‘Advanced Search’ option. You’ll find the link right next to the regular search bar. You should always use advanced search because it lets you set the exact parameters you need. You don’t just have to enter a generic keyword or phrase and get a jumble of mixed results.
For example, if you’re searching for people who work for a certain company now, just searching the company’s name will turn up anyone who mentions the company anywhere in their profile. They could be a past employee or someone who uses the company’s product. Advanced search lets you find only those who work for the company currently.
Boolean Terms
The search function lets you use Boolean terms to refine your search. These include:
- AND – To include two or more terms and only those profiles that have them
- OR – For searches where there are multiple keywords used for the same thing
- NOT – To exclude profiles that contain a certain word
- Parenthesis – For an exact phrase rather than just words
Sorting Results
When you get your search results, there are a number of ways to sift through them. By default the site sorts everything by relevance. You can choose to sort results by relationship, recommendations, connections, or any combination of the above. This helps you filter your results so that you only find those that you want.
When looking at the results, there are also two different viewing options, one of which gives you more information at a glance. They also show you ‘In Common,’ which are connections or groups that you share with the person. This means you can get an introduction through your existing contact if you prefer to approach the potential customer warmly.
Other Search Features
LinkedIn’s search function lets you save searches so that you can refer back to them later. With a basic account you can save up to three searches. If you upgrade your membership, each level gives you more searches to use.
You can also choose to get reminders by email whenever a new profile matches your search. When someone signs up and their profile contains what you’re looking for, you’ll be notified. It will also let you know when someone changes their profile to match your needs.
The search function isn’t just for finding your ideal customer; you can also use it to look for companies, groups, answers, and jobs and of course, research the competition. All of these offer the same options for advanced searches.
How to Get the Best Results
The best way to get relevant, useful results quickly is to know exactly what you want beforehand. Picture your ideal prospect, employee, employer or client. Get an idea of what information from their profile will tell you that they’re the one you’re looking for. If you can refine your search with the perfect search terms, you’ll save yourself a lot of time.
When you find your ideal customer on LinkedIn, start to build a relationship – this is the start of a beautful relationship, not a one night stand. Start gently, and find out if they really have a need for your product or service, don’t assume they do or that they are interested – get to know them first.
Happy prospecting
Sarah Arrow
send to a friendOr subscribe to my newsletter for awesome blogging goodies
Great post Sarah. Linkedin is a brilliant tool for sourcing prospective clients / customers and one of my most relied-upon.
With regards to beginning a relationship with prospects found on there, do you find it most effective to then begin said relationship via Linkedin, or via other means, just using Linkedin as the tool to source people / companies?
Hi Georgina, my method is to connect and then strike up a conversation. I then decide whether I should invite them to a group and pursue the relationship virtually, or offline and pick up the phone. I am a bit of a fraidy cat when it comes to the phone, so I have to be really excited to make a call
.
Twitter: saraharrow
I just had someone connect with me on Linked In regarding a biz opportunity, and we are now conversing by email, and may meet in person. I think the way you proceed to converse and connect should usually depend on the individual preferences of the person you are targeting.
Hi Ragan, thanks for sharing your thoughts with us. Yes, you have to do what works well for you and your connection.
Twitter: saraharrow
Nice post, Sarah. I find it helpful to have met people in my niche (Pharma & Biotech) first, even if it’s just a brief meeting at a conference, because they tend to be a conservative lot and likely to mark your message as an unwanted intrusion. Too many of those and you get a smack from LI or privileges removed
Twitter: maverickny
I won’t deny LinkedIn is tough for some niches and easier than others. And I don’t spend anywhere near enough time there as I should, mainly because I like blogging to attract clients instead of reaching out via LinkedIn. I might start doing more than the 5 minutes a day I have been doing.
Twitter: saraharrow
Thanks Sarah, LinkedIn is down the list in my ever increasing SM habit — BUT, some of the strongest connections have been made there. Maybe need a revisit.:-) Dawn
Twitter: dawnbarclay
Hey Dawn, you need to get back over there! At once! if not sooner
Twitter: saraharrow