Our original post on prospecting on LinkedIn back in 2020 has had a lot of love over the years, but as time passes, so do the rules of prospecting on the number one social media platform for business.
So, here’s another set of tips and tricks for prospecting on LinkedIn to bring us up to date, including some rarely used or mentioned ones that might just help you land the ‘whale’!
1. More Profiles
Check in the profile of an existing LinkedIn connection, and you’ll see a sidebar next to it labelled “more profiles for you”. This will be a list of similar profiles to the one you’re viewing – exactly what we’re looking for! More prospects that we can reach out to and connect with.

2. Find Shared Connections
a) Head to the profile of a 1st-degree existing connection and then click their connections link.

b) The next screen will open, listing all of their connections. Take note of any of those listed who may benefit from your product or service offering, and check that their company is in the market you serve.
You already have a head start on networking with these connections!

3. Look for new hires
One key signifier of a new prospect is changing jobs and starting new roles. People often try to instigate a change of strategy or direction in a new role and are thus more open to trying out new products and services. LinkedIn is the place to find these people.
Plus, they’ve got you covered with a handy way to keep up to date with those connections who have recently changed role. Click ‘My Network’, then ‘Catch Up’ and ‘Job Changes’ and a list of those who’ve changed roles will appear.

You can also get notifications from LinkedIn when new job changes occur. These are available in-app and as posts.

4. Checking skill endorsements
Browsing the skill endorsements of one of your connections may lead to discovering other similar prospects. As people often praise those they are similar to, you know that an endorsement on LinkedIn means that these people are going to be fairly close to a fit for people you already know. Look for skills that are close to those of which your company can assist. ie. B2B sales skills for a CRM company.

5. Target “Open to Work”
Similar to point 3, “Open to Work” people are those currently seeking a new role. Look to help them in their search by suggesting companies that may be hiring or keep up motivation by endorsing their skills. You never know where they may end up working so keeping in with those about to change jobs is a great prospecting tool.
Use the search filter with “open to work” in the field to find these people. There are also Open to Work groups and hashtags to check.

6. Search for Event Attendees or Speakers
Look for LinkedIn posts about industry events, webinars, or panels. Search hashtags related to these events (e.g., #EventName) and connect with attendees or speakers. Mention the event in your outreach message.
Engaging with event attendees gives you a warm way to start a conversation since they’ve shown interest in relevant topics.

7. Check comments on your prospect’s posts
People who comment on your existing prospect’s posts are likely to be in the same industry or role or seeking the same solutions. They are, therefore, likely to be interested in your product or service too.
Find a popular post by one of your connections and scroll through it. Take note of the people who are contributing to the conversation and see if they have potential for you to contact.

8. Engage in Niche LinkedIn Groups
Join industry-specific or role-specific groups where your ideal prospects are likely to be. Participate by posting valuable content, commenting on discussions, or answering questions.
Group members are often more approachable and likely to engage since they share a common interest.

9. Explore Company Pages for Employee Lists
Visit the LinkedIn page of a target company and click on “People.” Filter employees by location or department to identify potential decision-makers.
This offers an easy way to map organisations and uncover the right contacts without relying solely on job titles.

10. Use the search function
Use LinkedIn’s advanced filters to search by industry, company size, geography, and job title. Pair this with Boolean search (e.g., “marketing manager” AND “retail” NOT “intern”) to refine results further.
Boolean searches will ensure you reach highly relevant prospects while eliminating irrelevant ones.

There you go. 10 fantastic ways to use LinkedIn for your prospecting brought right up to date with the latest functions available to you in LinkedIn. By applying these tips, you’ll get more out of LinkedIn than you have previously. These strategies for prospecting on LinkedIn will help you build stronger relationships and uncover new leads