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Prospecting for Leads

LinkedIn Prospecting: Targeting Events

3 min
Average Score

Jed Mahrle

Head of Outbound Sales at Milkshake

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LinkedIn is a powerful platform for professionals to network and connect with others in their industry. One effective method of prospecting on LinkedIn is by targeting relevant events and connecting with attendees. This allows you to reach out to individuals who are already interested in and discuss topics related to your product or service. In this article, we will explore how to find and engage with relevant events on LinkedIn to expand your network and generate new leads.

Why Target Relevant Events on LinkedIn?

Attending conferences and events in person is an excellent way to network and meet potential clients. However, it is not always feasible to attend every event due to various constraints. LinkedIn solves this problem by hosting live events on a daily basis across a wide range of topics. By leveraging these online events, you can access a vast network of professionals without the need to physically attend conferences.

When you target relevant events in your niche on LinkedIn, you can easily identify and engage with individuals who are already interested in the problems you solve. This makes it easier to establish a connection and introduce your value proposition. By focusing on events that align with your offering, you can find warm leads who are actively seeking solutions in the specific area you specialize in.

How to Find Relevant Events on LinkedIn

To find relevant events on LinkedIn, start by brainstorming keywords that are related to your product or service. For example, if you sell HR technology, you can search for keywords like "HR" or "human resources." You can also include more specific terms to narrow down your search.

Once you have your keywords, go to LinkedIn and enter them into the search bar. Then, select the "Events" option from the filter menu. LinkedIn will display a list of live events that match your search criteria. Browse through the events and look for those that have a significant number of attendees.

For example, if you find an event called "Hacking HR" with 78 attendees, click on the event to get more details. To prospect the attendees, click the "Attend" button. This will allow you to see a list of everyone who is attending the event.

There is much more you can do: watch this session to learn more and watch the walkthrough.

Connecting with Event Attendees

Now that you have access to the list of event attendees, it's time to connect with them and start building relationships. Take a closer look at each person's profile and determine if they fit your Ideal Customer Profile (ICP). This could be individuals at the director, manager, or VP level who have decision-making power in their organization.

There are two main approaches to connecting with event attendees on LinkedIn. The first is to use a LinkedIn scraper tool like "Magical" to automate the process of gathering profile information. These tools are typically free and allow you to extract data from LinkedIn profiles in bulk.

The second approach is to manually open each profile in a separate tab and review the person's background and interests. This method takes more time but allows you to personalize your outreach and engage with each individual more effectively.

When reaching out to event attendees, keep your message simple and personalized. Start by mentioning that you noticed you both are attending the same event. If the topic of the event is relevant to the person, offer a resource such as a blog article or a third-party resource that can help them with their challenges. Finally, tie in a light pitch by mentioning how your product or service can assist them. Conclude the message by inviting them to learn more or start a conversation.

The Importance of Follow-Up

After sending your initial message, it's essential to follow up with event attendees. Treat these prospects like you would any other leads by nurturing the relationship and providing value. Send personalized follow-up messages, share relevant content, and continue the conversation. Building a strong relationship with your prospects takes time and effort, so be patient and persistent.

LinkedIn offers a unique opportunity to target relevant events and engage with attendees in your niche. Leveraging LinkedIn's live events allows you to reach a broader audience and connect with professionals who are already interested in the problems you solve. By utilizing this prospecting method, you can expand your network, generate warm leads, and ultimately drive business growth. Remember to personalize your outreach, offer valuable resources, and follow up with your prospects. By consistently implementing these strategies, you can unlock the full potential of LinkedIn for prospecting and networking.

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