Simple LinkedIn Targeting Within Your Reach

Sales Enablement
Champion Tracking
Intent Data
Sales Playbook
March 25, 2024

Learn How to Use Your 2nd Degree Connections as a Data Source

The strategic utilization of LinkedIn, particularly leveraging 2nd degree connections as a dynamic data source, is a game-changer in the realm of inside sales. Traditionally, sales representatives have relied on direct connections to make a cold introduction less frigid, leveraging these relationships to capture the prospect's attention, foster initial trust, and subtly introduce an element of social proof. However, this approach only scratches the surface of what's possible with LinkedIn's vast networking capabilities.

The real opportunity lies not in the direct connections but in the untapped potential of 2nd degree connections. These connections can transform the way sales professionals approach prospecting, offering a richer, more expansive network to mine for potential leads. By adopting a strategic formula, sales reps can revolutionize their outbound email prospecting, ensuring they not only reach more potential customers but also engage them more effectively.

Here's how:

  1. Prioritize Outbound Email Prospecting Using LinkedIn Connections: The first step involves a shift in perspective—from seeing LinkedIn merely as a networking tool to recognizing it as a rich repository of prospecting data. By analyzing 2nd degree connections, sales reps can identify prospects who are more likely to be receptive to their outreach, thanks to the shared connection. This prioritization strategy ensures that efforts are concentrated on leads with a higher probability of conversion.
  2. Find Ideal Potential Customers Within Your Existing Networks: Delving deeper into 2nd degree connections allows sales representatives to uncover ideal potential customers who might have been invisible using traditional prospecting methods. This process involves filtering these connections based on specific criteria related to the product or service being offered, such as industry, job title, company size, or geographic location. The result is a curated list of prospects who are not only more likely to be interested in the offering but also more amenable to a conversation due to the mutual connection.
  3. Build High-Performing Email Campaigns Using LinkedIn User Data: With a targeted list of prospects derived from 2nd degree connections, the next step is to craft personalized, high-impact email campaigns. Leveraging LinkedIn user data allows for the customization of email content to match the specific interests, needs, and professional background of each prospect. This level of personalization significantly increases the likelihood of engaging prospects effectively, as the emails resonate more deeply on a personal and professional level.

By flipping the traditional use of LinkedIn on its head and focusing on the strategic use of 2nd degree connections, sales professionals can dramatically improve the effectiveness of their outbound prospecting efforts. This approach not only enhances the quality of leads but also streamlines the prospecting process, making it more efficient and productive. For companies like LeadGenius, which specializes in providing bespoke data for targeted marketing and sales strategies, incorporating LinkedIn's 2nd degree connections into their prospecting toolkit can offer a powerful complement to their existing data sources, enabling them to deliver even more value to their clients by connecting them with high-propensity prospects within their extended networks.

Read & Download Guide

Similar Articles