LinkedIn now boasts over 766 million users with 55 job applications submitted every second!

While often viewed as a network for job hunting and recruiting, LinkedIn is also an excellent social network to discover and connect with leads and clients.

Since getting more clients is often the #1 challenge for startup agencies, LinkedIn could be your solution to closing new client contracts.

Whether you’re new to the social network or you already have some valuable connections there, we’ve outlined our top tips to help you find new prospects, build relationships with them, and pitch your marketing services successfully.

1. Define What You Can Deliver
Start by nailing down exactly which services you want to sell. What unique skills do you have to offer clients?

It’s better to be the perfect solution for a few people than to be a just-okay solution for a lot of people. LinkedIn has multiple outlets to feature your work (articles, websites, media projects, awards, ongoing projects, etc.), which means you have the opportunity to really fine-tune your offer and show that off effectively.

In addition, think about what kind of work you don’t want to do. If you know that a particular type of project isn’t well-suited to your skills, you can steer clear of the leads who are looking for that type of work.

2. Know Your Ideal Client
The next step is to ask yourself:

What kind of clients need the skills you can provide?
What kind of clients do you enjoy working with most?

Your ideal clients are at the intersection of both answers. Before you start your search (and as you start filtering through possible leads), nail down as many details as you can about your ideal clients.

What are their job titles? What kinds of companies do they work for, and in what industries? Do they live in a particular location?

Creating some marketing personas can help you get a well-rounded picture of your dream clients, and that, in turn, will make it easier to search for them on LinkedIn.

Pro Tip: Connect your agency’s LinkedIn company page to our social media dashboard to see your audience demographics by industry, location, job title, and more to analyze your current client profile in a single view.

3. Make Your LinkedIn Profile As Professional As Possible
As discussed in the first tip, LinkedIn really gives you a platform to show your best. Your profile is your calling card, so make sure it presents you in the best possible light.

Pretend that clients are going to decide whether to hire you based on your profile alone—because some of them might. Your profile should contain:

A professional headshot
A descriptive but succinct job title
A professional-looking custom banner
A summary that emphasizes your experience and strengths
Strong portfolio content that demonstrates what you can do for your clients

Don’t forget to update your profile when you complete projects, learn new skills and gain qualifications. This goes for your personal profile, but also your business page.

4. Leverage In-Person Connections
Warm leads are easier to work with than cold leads. When you meet new people in your field—for instance, at a conference, work event, or even on Zoom—send them a connection request. A note is not needed.

Even when you meet people who aren’t potential clients, it’s a good practice to proactively build your network this way.

5. Check Out the Sidebar
Not sure whom to connect with next? Take a look at the “People Also Viewed” sidebar on the right side of the page. You might find a few more promising leads there.

6. Join LinkedIn Groups
Widen your social circle on LinkedIn by joining a few groups related to your industry, niche, or interests. Participating in groups is a great way to meet and interact with potential clients in an organic way.

You can find groups using the search bar at the top of your homepage.

7. Create Useful Content
Creating original, high-quality content will boost your reputation and authority, both on and off LinkedIn. If you blog, make your posts more visible to your network by adding them to Pulse, LinkedIn’s built-in publishing platform. If you produce other types of content, add it to your portfolio or include links to it in your profile.

8. Follow Up
Every time you make a new connection on LinkedIn, follow up to thank the person for accepting your request. Do this within 24 hours, if possible. You can also take the opportunity to open a conversation by asking a question or commenting on the other person’s work or achievements.

9. Reach Out to People Who View Your Profile
If someone has viewed your profile or your writing on LinkedIn Pulse, they’re interested in your skills, so take the opportunity to connect. Just be aware that if you have a free account, you can only see the last five people who viewed your profile.

Checking frequently will help you avoid missing people. Alternately, you can get rid of this restriction by upgrading to a premium account.

As you can see above, you can also view those who have read your articles, which is an excellent way to find those with common interests who may be good leads.