Utilizing LinkedIn to Identify, Qualify, and Engage Prospects | npENGAGE

Utilizing LinkedIn to Identify, Qualify, and Engage Prospects

By on Aug 16, 2012

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There are some excellent ways to utilize LinkedIn for identifying, qualifying, and engaging your prospects. At the very least, consider LinkedIn a tool that can provide a first look at a prospect’s business information, whether it’s career history, education, or professional interests.  Some people also list nonprofit and for-profit boards, interests, and other achievements.

Always keep in mind that this data is self-reported, but for the most part professionals wish to be accurate in what information they put out there for their work colleagues, potential clients, peers at their level, and prospective employers/employment agencies to see.  Think about this for a minute.  For example, it would not be a very good idea to put erroneous information about your professional self for your manager or co-workers to see, right?  This isn’t to say it doesn’t happen, but I would be willing to bet dollars to doughnuts that most of my 300+ LinkedIn connections are as accurate as they possibly can be.

Basic information people share:

  • Title
  •  Where they are currently working,
  • City/state
  • Work and personal accomplishments
  • Past employment history
  • Education, certifications, and awards

Top decision-makers, executives, and proprietors are on LinkedIn, as are their companies.

Search by keywords:

  • Name
  •  Geography
  • Industry, job title, size of company, Fortune 500, seniority level, years of experience
  •  Alma mater
  •  LinkedIn discussion group(s), their LinkedIn interests

Of course you can also purchase Premium account options.

LinkedIn can be a great way to engage your alumni communities through a myriad of groups.  Also don’t forget the many discussion groups that you can join to help you connect with your prospect research and fundraising colleagues so that you can partake in the sharing of ideas and/or ask for advice.

Some other blogs post featuring information about utilizing LinkedIn on our ProspectResearch.com website are as follows:

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Comments (2)

  • Anonymous says:

    If I connect with a donor/potential donor/alumnus on LinkedIn, and see updated information that differs from that on our RE record, can I use that information to update their record within our database?

    • Carol Belair says:

      I think it is not an issue to update data in RE any prospect record if you are connected with them in LinkedIn.  After all they know they are connected to you.  They are posting their data in a public manner to everyone they are connected with.  Also keep in mind that many people share with the entire public, not just their connections, some information as well.  We can presume that their employment data is also accurate.  I would go ahead and at least update their business/employment information in RE.  I think if you connect with them in LinkedIn, and you are a fundraiser or part of a development office, they would expect, at a minimum, for you to update employment and/or professional information.  LinkedIn is seen mostly as a professional social medium vs. personal like Facebook is, so I’m thinking at least business and professional-level information (i.e., business title, company name, company address, certifications, education credentials, email, etc.) would be presumably accurate and fine to update in their RE record.  I hope that this is helpful!

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