What is a Prospect?

By: Viveka Wednesday March 4, 2015 comments Tags: Viveka von Rosen, LinkedIn, LinkedIn Prospecting

Prospecting a LinkedIn Prospect!

A LinkedIn Prospect is;

"Someone in a company, business, industry or organization who you find (or attract) that has a perceived need for your product or service, is aware of that need, and has the desire and ability to purchase your product or service"

So anyone that you need to connect with in order to do business, whatever the business may be. They must have some reason to work with you and the must have the ability to work with you.

Prospects often include:

  • Donors for a nonprofit
  • Someone who owns a business
  • Potential employee for an employer
  • Potential employer for an employee

Bottom line: Quality prospects who have an invested interest in your goals will make the difference.

For more information on how to use LinkedIn for prospecting, check out www.B2BLinkedInTraining.com

LinkedIn is about building relationships, and one of the best ways of building relationships is to show your top prospects that you were listening to them when they spoke or wrote about their interests and issues.

These five steps might mean better, stronger relationships with both new prospects and existing clients:

  1. Research your prospect or client (or better yet, have a conversation with them – maybe at a conference or trade show?)
  2. Make your notes about the person on their LinkedIn profile. (Click on the star icon to “unfold” LinkedIn’s CRM feature.)
  3. Set a reminder to follow up with your prospect.
  4. Find an article of your own or search Pulse to find content you think they might be interested in.
  5. You can also tag your prospects, segmenting your network in a way that makes sense to you, and that will allow you to follow up with them in smaller groups. 

Bob Burg says, “All things being equal, people will do business with, refer business to, and allow themselves to be influenced by those people they know like and trust.”

Use LinkedIn's Contacts CRM to become that person they know, like and trust using the above 5 steps!





About the Author: Viveka

Viveka is author of LinkedIn Marketing: An Hour a Day and is known internationally as the “LinkedIn Expert”.
CEO of Linked Into Business, she also hosts the biggest LinkedIn chat on Twitter.  Forbes has listed her as a top social media influencer for three years running, and she has been cited in Ragan, CNN, Forbes, Mashable, Simple Living, Bloomberg, LinkedIn's Small Business Site and "The Sophisticated Marketer's Guide to LinkedIn, The Miami Herald, Social Media Today and The Social Media Examiner!

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