The secrets of LinkedIn prospecting

Recruitment firms have a multitude of tools to find, sort the best profiles and put them in touch with the most relevant job offers.

Beyond the use of search engines and jobboards which give them a whole range of information, they have every interest in completing this data with what they can find on social networks.

LinkedIn is the professional market leader in the market. Each user can search for companies, contact recruiters and apply directly for an offer. It is a gold mine of information, which is constantly evolving.

The speed of development of LinkedIn and the number of key data online can however be a real headache for recruiters. Prospecting on LinkedIn cannot be invented. Thus, tools exist to optimize it and thus obtain better results. We explain to you!

Why do prospecting on LinkedIn? 

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What is prospecting on LinkedIn?

Linkedin allows everyone to offer their job offer directly online . A whole range of social network users can thus consult the offer, and directly and easily contact it that has posted it.

Prospecting on LinkedIn of customers or new recruits is often part of a broader prospecting and soliciting multiple tools. Among these, the social network offers unparalleled proximity to prospects.

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Interests of prospecting on LinkedIn

Linkedin more easily allows prospects to qualify . Indeed, the people who consult the post put on the social network probably already know the company. Perhaps they are already interested in these activities? Perhaps they consult the job offers regularly?

This proximity to prospects allows the recruitment firm to ensure a good return on investment for any contact that would be made on the network.

In addition, the company can easily find the key interlocutor of a company and/or the ideal candidate for a position.

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How to make an effective LinkedIn prospecting?

Use the data provided by Linkedin

On the social network, more than 875 million people provide a multitude of information about them, their skills, their qualifications, their desires, their locations, etc.

Each recruiter must know how to use this data to prospect new talents . The elements collected must be sorted, exploited, analyzed. It is a vast project that can be very time -consuming.

Fortunately, software exists, and in particular Marvin Recruit which allows you to automatically vacuum LinkedIn profiles with all the data selected by the user in the ATS of the same name. Recruitment firms and HR teams centralize all the elements they need within the ATS.

Thus, the extension proposed by Marvin allows you to miss any profile and ensure a much more certain candidates/offers.

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Rely on the advantages of LinkedIn

Linkedin allows you to address people directly , even without having their contact email. Rather than sending a general e-mail to a broadcast list you have created, LinkedIn allows recruitment firms, RPO, consulting firms and HR teams to focus on their targets.

On Linkedin the profiles are public. Thanks to the information, we can target more precisely , and thus contact the people who are most likely to respond. The reading rate of messages on LinkedIn is much higher than emails sent to a whole broadcast list.

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The stages of prospecting on LinkedIn

Target prospects on LinkedIn

First of all, and as in all prospecting, it is essential to define the target well. Several questions must be asked:

• How old is my target?
• What is his profession?
• What are his passions?
• Etc. 

The more precise the target, the more effective the prospecting. It is better to be too restrictive at the start, then extend the search circle.

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Sort prospects on LinkedIn

Are you looking for new businesses, new candidates? Help recruitment software!  

The ATS Marvin Recruité software allows for example to help all the head hunters save time on a daily basis . After providing centralization of LinkedIn profiles in the same file, the ATS also ensures the sorting of prospects thanks to advanced search filters.

Customers and candidates are centralized on the same software and the data is filtered according to specific and adaptable criteria . The software also allows you to make smart matching directly. To find out more, do not hesitate to ask for a demonstration of the ATS Marvin Recruit .

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Advice for successful LinkedIn prospecting for sure

Although this is counter-intuitive, avoid using the keywords during your research on LinkedIn. Indeed, a keyword research can often lead you to results quite distant from your expectations. The tool can for example note keywords in past experiences, which are no longer topical.

In addition, the number of results requested must be limited to 2,500 (which is also LinkedIn's display limit). If the number of results is too large, it is impossible to filter and sort, and the results will be only worse.

During a search, it is sometimes very profitable to use the quotes which allow you to find exactly the terms informed , and thus the profiles corresponding to the search.

If you want to look for two information at the same time, but which is independent, just register "or" between the two terms.

Finally, LinkedIn is full of social groups that often bring together very close people professionally and can therefore lead you to many prospects at once.

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Profile and approach: how to convince prospects

Perfect your profile

Contacted people must clearly know who you are, and what you want to offer them. Users very often click on the profile of their interlocutor.

Thus, your LinkedIn profile must be exhaustive and precise . He must make him want to those who consult him to learn more. According to the target audience, it is sometimes essential to predict a rigorous translation in English.

Among the elements that any LinkedIn profile must contain, we can list: 

• A clear title that defines your position and the structure for which you work.
• A professional profile photo.
• A cover photo that illustrates part of the activities you have.
• A summary that details your journey, your missions, your objectives a little more widely. The idea is to arouse the reader's interest in your profile and give credibility to any exchange you may have with him.
• Updated content that shares publications, news, etc.

If the link of a website is transmitted during a prospecting on LinkedIn, the site must also be very neat. Any visitor must obtain all the information they need, without looking.

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Prospecting approaches

Once the prospecting list is ready, just contact prospects effectively . Copywriting stage .

Absolutely avoid writing messages over 1 . 000 characters , time -consuming, often not very clear. Although you naturally want to give the prospect the contacted the most information, stay concise. You will make him want to know more.

Do not use the fatty police to highlight certain words that you judge as keys. Instead of highlighting your message, this will potentially give it the appearance of a little careful message. In parallel, stay credible by absolutely avoiding all spelling mistakes.

The transmitted offer should not be general, but on the contrary personalized . While adapting to the prospect contacted, it must contain at least:

• A grip which must arouse the interest of the prospect.
• Your short and clear proposal .
• A request : a question that you can ask the prospect so that he feels involved , and that the exchange can continue.

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Prospecting on LinkedIn is particularly effective for recruitment firms which directly obtain a whole panel of data on the social network, and thus target their prospects more specifically.

However, prospecting is not a method to be taken lightly. It requires just preparation, and the use of software that allows you to support head hunters in sorting harvested data.

using returns on investment are multiplied.