And so now we arrive at the final Linkedin prospecting concept, 2 questions  Who exactly do you want to meet? and  How many meetings do you want to have with new prospects every week?
Who is your most likely customer? What do they look like?
If you know anything about your customers, chances are great that you can find them with the Linkedin “advanced search”. This feature allows even we who have the free membership to search the Linkedin database using 12 filters.
Using the filter is easy compared to answering the above two questions. Most business people in an effort to never miss a possible inquiry or to be huge tomorrow think that everybody is their prospect. And though they may be, this is the wrong answer, as covered in this previously posted blog.
When proactively prospecting with a strategy that can and will cause you to be meeting 2 out of every 3 people you identify, it is imperative that you know who are your best prospects.
In fact it is best to be able to identify these prospects by name and find them in Linkedin by using the search tool. Read about them, learn who they are before meeting them and as part of the prospecting selection process.
Sales are as much found as they are made. If we do a better job of identifying better prospects, we can and will make more sales, especially if we facilitate a great 1st meeting.
The highest and best use of Linkedin is as a proactive B2B Prospecting tool.