9 Little-Known Ways to Find New Prospects on LinkedIn

When starting LinkedIn prospecting, the idea of easily connecting with potential clients seemed simple. However, it quickly became clear that relying on LinkedIn’s basic search functions wasn’t enough. To see real results, experimenting with different strategies was key.

Here are some lesser-known tips to help find new prospects on LinkedIn, whether you’re new to LinkedIn or a seasoned user. These methods can reveal fresh opportunities when traditional tactics aren’t working.

How to Use LinkedIn for Sales Prospecting

1. Look at the “More Profiles to Browse” Sidebar

Wish you could find more prospects like your best customers? LinkedIn’s “More Profiles to Browse” feature helps with that.

How it works:

• Visit the profile of a strong prospect.
• On the right, you’ll find a list of similar profiles.
• Use this to expand your network and find additional prospects.

Pro tip: Look for patterns in industry or location to tailor your outreach, making it more relevant.

2. Reach Out to Prospects in New Roles

Job changes are a great opportunity to connect, as new roles often come with a need for new tools or services.

How to find them:

• Go to the “My Network” tab.
• Check the “Catch up” section for recent job changes in your network.

Pro tip: Set a weekly reminder to check for job updates to act quickly and connect when it’s most relevant.

3. Leverage Shared Connections to Find New Prospects

Shared connections offer a warm introduction to new leads, making it easier to connect.

How to do it:

• Visit the profile of a 1st-degree connection.
• Explore their “Connections” section to find relevant prospects.

Pro tip: If the shared connection is a competitor, research the prospects to craft personalized outreach without involving the competitor directly.

4. Scroll Through Skill Endorsements

People often endorse others with similar skills, and this can help identify additional prospects.

How to do it:

• Visit a top prospect’s LinkedIn profile.
• Browse the “Skills & Endorsements” section to find professionals with similar skill sets.

Pro tip: Focus on professionals with niche skills that align with your product or service, which makes starting a conversation easier.

5. Use LinkedIn’s School Pages to Find Alumni

Reaching out to alumni from your school can be a powerful way to expand your network. Shared educational experiences can build trust, making it easier to connect with potential prospects.

How to do it:

• Go to LinkedIn’s page for your alma mater or any school you’re connected with.
• Click on the “Alumni” tab to view alumni.
• Filter results by location, industry, or company to find prospects. Look for people who might be open to a connection.

Pro tip: Personalize your message by mentioning shared experiences, such as professors or programs, to build rapport.

6. See Who’s Commented on Your Prospects’ Posts

Engaging with people who comment on your prospects’ posts is an effective way to find new prospects. These individuals are already interested in topics relevant to your work.

How to do it:

• Visit a prospect’s recent post.
• Check the comments to see who is engaging.
• Review profiles of those who contribute to the conversation.

Pro tip: Mentioning someone’s insightful comment in your outreach can create a strong start to a conversation. You can offer a relevant perspective or share related content.

7. Browse Users Who Have Interacted with Your Posts

People who like, comment on, or share your posts are already engaging with your content, making them potential prospects.

How to do it:

• Go to your LinkedIn profile and click on “Posts & Activity.”
• Check who interacted with your content and review their profiles.
• Explore new followers in the “Followers” section.

Pro tip: Keep your outreach light and friendly. For example, mention that you noticed their interest in your post and ask for their thoughts on the topic.

8. Create a Job Search Alert

Timing can be crucial when prospecting. LinkedIn’s job alert feature helps you stay updated on job openings at companies you’re targeting.

How to do it:

• Visit the Jobs page on LinkedIn and search for a company.
• Use filters to narrow down results by job title, experience level, and location.
• Set an alert to receive notifications about new job postings.

Pro tip: Once you spot a new hire from a job alert, engage with their posts before reaching out, making the connection feel more natural.

9. Use Boolean Google Search:

Sometimes, LinkedIn’s search doesn’t provide all the results we need, but Google can help find LinkedIn profiles we might have missed. Boolean search operators make our searches more specific and effective.
How to do it:

• Go to Google and type site: linkedin.com/in followed by your search terms. For example, site:linkedin.com/in marketing manager AND San Francisco.
• Use Boolean operators like:
  • Quotation marks (“ ”) to search for exact phrases.
  • AND to include multiple terms.
  • OR to search for either term A or term B.
  • NOT to exclude specific terms.

Don’t Forget Your LinkedIn Profile

Before using these strategies, it’s important to make sure your LinkedIn profile is up to date. When reaching out to new people, they’ll check your profile first. Take time to perfect your profile so that it builds trust and makes a strong first impression. Use LinkedIn profile guides to help create a standout profile.

What We’ve Learned About LinkedIn Prospecting

As we explored LinkedIn for sales prospecting, we discovered many hidden features we had overlooked. We initially thought we knew all the tricks, but tools like the “More profiles to browse” sidebar and reviewing comments on our prospects’ posts opened up new opportunities.

We’ve learned that LinkedIn prospecting isn’t just about using the search bar; it’s about exploring the platform’s features and being strategic with each step. Tools like job alerts and Boolean searches outside of LinkedIn have made a big difference in expanding our network.

By using these tools, we can approach prospects more personally, improving our outreach success. Applying these strategies has helped us make the most of LinkedIn, and we encourage you to try them for better results in building connections and finding new leads.