How to locate your Most Valuable Clients on LinkedIn

This is possibly LinkedIn's most valuable functionality for business development - provided you are using it correctly.

With close to 800 million professionals on LinkedIn and 92% of senior business executives, chances are that your Most Valuable Clients (MVC) are on LinkedIn - but how do you find them without getting overwhelmed by the sheer numbers of LinkedIn members?

There are three dimensions you need to decipher in order to laser target your MVC on LinkedIn:

Step 1: Deciphering your MVC's Demographics

Here are the 5 key demographics you need to determine on LinkedIn (to see how, please watch our video at the end of this article):

• Geography
• Industry
• Seniority (e.g. CXO)
• Function (e.g. Marketing)
• Company size

A very helpful additional demographic is called Spotlights which enables you to leverage a number of touchpoints to establish rapport, these being:

• Changed jobs in past 90 days
• Mentioned in the news in past 30 days
• Posted on LinkedIn in past 30 days
• Share experiences with you
• Leads that follow your company on LinkedIn

You will need to subscribe to Sales Navigator to unlock the spotlight parameters and I highly recommend you do - provided you are using LinkedIn for business development

Step 2: Understanding Your MVC's Psychographics

In other words, what do your clients really want? To find out, you need to do your market research and reach out to both current and future clients for a market research interview.

A great tool to do this is the Jobs to be Done framework (JTBD) that was developed by Prof Clayton Christensen from Harvard Business School - please take a moment to watch Clayton unpack the JTBD methodology

To apply the JTBD market research methodology, please watch our video below as my DealMaker Twin Yathin is unpacking the JTBD canvass

Step 3: Determining Your MVC's Hieragraphics

You might not like this, but LinkedIn and specifically the Social Selling Index rewards you for building your networks upwards - in other words, engaging with decision makers primarily.

Find out how exactly you can apply these 3 KEY Strategies to find your Most Valuable Clients on LinkedIn - in conversation with Africa's leading Conscious DealMaker, Yathin Soni

PS: If you wish to accelerate your Social Selling Success and to view the Client Conversion Dashboard that enabled us to generate?25 High Quality Client Conversations in 10 Days,

please register?here?for our upcoming Webinar on?"How to Win Clients on the NEW LinkedIn" (27 January 2022 at 15h00 SAST)