Prospecting for new business contacts is a key part of any B2B sales process, and research is essential to finding the right people to reach out to.
LinkedIn is one of the top destinations for sales people when it comes to prospect research. From sorting out matching profiles on Sales Navigator to looking up their contact details and background information, it has everything you need to build a top quality lead list. If you intend to engage the prospects with cold outreach, the most valuable data point in this case would be an email address.
There are a few different ways to find LinkedIn emails. One way is to use an email finder tool, like Reply.io. You can use it to research the prospects one by one or in bulk. Once you’ve built the list based on the keywords related to your industry, you can run it to find valid email address for each prospect based on their LinkedIn profile.
You can also look through each social media account to see if they have any hints at how you can reach them – be it a P.S. stating “contact me at …” in their bio or direct email address in contact info.
Sometimes, you can even find the email address in the comments or posts, for example, if a prospect has been looking to hire a new teammate and asked for recommendations from their network. In this case, they often provide the email address to make it easier for potential candidates to reach out.
Another way is to do some basic research on the company that the person works for. Most companies have an “About” page on their website that includes a list of employees (usually with their email addresses). You can then use this information to prospect for contacts at those companies.
Finally, you can also reach out to the person directly on LinkedIn and ask them for their email address. This option usually works best if you already connected with the prospect or have some connections in common.
Once you have a list of targeted prospects’ emails, the next step is to do some research on each one. See what companies they work for, what sorts of things they’re interested in, and most importantly, what their pain points are. Having this valuable information will help you craft the perfect sales pitch that will resonate with your prospect and make them want to learn more about what you have to offer.
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