How to find your target audience with LinkedIn search [2024 guide]

Mihaela Cicvaric

November 17, 2023

January 3, 2023

7 min. read

Mihaela Cicvaric

LAST UPDATED

September 6, 2024

READING TIME

7 min.

Going multichannel to reach out to your prospects is a game-changer. With this tactic, you can connect with your target audience on their favourite channel which boosts your chances for more replies.

And when it comes to favourite channels, LinkedIn is the place to be for most professionals, including your prospects.

But amongst 810M+ users, how do you find your target audience? 🤯

Finding your exact target persona can be a pain. LinkedIn offers so many filters to choose from, limits to overcome, and a lack of export possibilities...

Luckily, in the past four years, we’ve tested tons of ways to find our ICP on LinkedIn. In this article, you’ll learn how to find and connect with yours, saving you hours of research!

Getting started with LinkedIn search categories

Let's imagine you're a Web3 consultant looking for partners interested in crypto.

To access different search categories:

Log into your LinkedIn account.
Navigate to the search box in the top left corner.
Type your keyword, e.g. crypto (it can be anything related to the title, summary, or experience of your ICP).
Click “See all results” at the bottom of the dropdown menu.

Insert your keyword in the search bar on the top left corner

You’ll land on the search results page and notice these new filters aka main search categories:

People, Companies, Posts, Groups, Jobs, Events, Courses, Schools, Services category

LinkedIn people search

If you want to narrow your search results to only people related to your keyword, choose the “People” filter.

Click on the People filter in the top left corner

You may end up with a huge results list, but the key is in quality, not quantity.

Let's imagine your buyer persona is located in the USA, Switzerland or Dubai and has a profile in English or French. They work in a Financial Services company for 3-5 years, in a Director seniority role.

To narrow your free search:

Click on the “All filters” button in the top right corner.
From the new dashboard, you can filter your results by:

Type of connections
The connections of your connection
Locations
Current or past company
School
Industry
Profile language
Open to
Service categories
Additional keywords (such as first or last name, title, company, and school).

To find your targeted audience, you'll use “Locations”, “Profile language”, and “Industry” filters.

Use All filters to narrow your free search

If you have a Sales Navigator subscription, you can access additional filters on the "Lead" dashboard, e.g. “Seniority level” and “Years in current company”.

Use Lead filters to narrow your premium search

To make your filtering process effortless, I suggest you put all your audience knowledge into practice. And if you still don’t have your target audience defined, we’ve prepared this free, step-by-step guide that will help you:

✓ define the companies you want to target (your Ideal Customer Profile)

✓ define the people you want to get in touch with (your buyer persona)

✓ segment buyer personas into tiers for best outreach results

BONUS: get access to the buyer persona template that got us 20k+ customers!

LinkedIn search by name

Let's imagine you're a founder who met Mary at a conference a few months ago. The only information you remember about her is her name, that she’s a founder as well, and her company is based in San Francisco.

So, how are you going to find her?

There are two case scenarios in the name search.

1. If you know the first and last name of the person you want to find:

enter their full name into the search bar.

2. If you have just a fraction of their information:

enter a combination of keywords such as “first name + job title”, “last name + company”, or any other target info.

Therefore, you can search for Mary in the "name + title + location" format.

Insert Name, Title, and Location to the search box

The other way to search for people by name is:

Navigate to the “People” search page.
Click on the "All filters" button.
Use keywords filters “First name” and “Last name” (+ any other info you might have).

If you’re searching from Sales Navigator, you can use “Geography”, “Job title”, and “First Name” filters as shown below.

LinkedIn search by email

There are many ways to extract email from LinkedIn, but how do you find someone's profile when you only know their email?

The only thing you’ll need is to have both Microsoft Outlook and LinkedIn accounts:

Log into your account on outlook.live.com and go to the “People” section.
Click on “New Contact” and fill out the information you know (to insert “Email Address”, go to “+ Add More”).
Select “Create” to access the Contact dashboard.

‍

Insert email address in the Add contact window

On the new dashboard, click on the “LinkedIn” tab and follow the instructions to link your accounts.
Go back to your Outlook where you should be able to see their LinkedIn profile.

Linkedin lead search

Forget all the manual work.

lemlist gives you an access to the AI-powered B2B database of 450 million+ contacts and find the right leads you target.

You can use the new and improved lemlist Chrome extension to gather contacts from LinkedIn.

How to search for someone's connections on LinkedIn

Let's imagine you're promoting a new B2B advertising app and looking for prospects from the IT industry.

Therefore, searching for connections of someone working in IT might bring you a new list of similar members.

The simplest way to search someone’s connections is to:

Navigate to the connection’s profile.
Click “[number] connections” shown below.

From there, you can access the list of members’ connections with additional “People” filtering options.

The other way is to:

Narrow your search to the “People” category.
Click the “All filters” button.
Use the “Connections of” filter.

You can apply the filter “Connections of” your connection working in a software development company.

Choose Add a connection in Connections of filter

In Sales Navigator, you'll find the “Connections of” filter in the “Personal” filtering section as shown below.

Found inspirational people to follow?
-> Create a list and share it with your whole team.

Bumped into someone with impressive experience?
-> Check out their training and courses.

Discovered a cool industry expert?
-> Explore their posts to see how they work on personal branding.

LinkedIn company search

Once you find targeted companies, you can easily find new prospects by looking up the employees.

Let's imagine you're a Growth Marketing Manager looking for law practice companies located in EMEA, with 1-10 employees, and 5-10M Annual Revenue.

To find targeted businesses:

Narrow your free search to the “Company” category.
Choose the “All filters” option.
Select additional search filters such as:

Locations
Industry
Company size
Job listings on LinkedIn
Connections (the companies of your connections)

By choosing “Industry”, “Locations” and “Company size” filters in your basic account, you can access more than 20k matching companies.

Use All filters to narrow your Company search

Your Sales Navigator account will allow you to narrow your search even further by using “Annual revenue” in the “Account” dashboard.

You can use Company search to:
-> check out what companies similar to yours are doing
-> stay in the loop with the industry happenings
-> set job posting alerts from your dream companies

LinkedIn group search

Let's imagine you're a Head of Sales who’s trying to pitch a new product to retail managers.

You can use LinkedIn groups not only as an insightful hub of knowledge but also to connect with like-minded users.

If you don’t know the name of the group you want to join:

Insert related industry keywords into the search bar, e.g. retail.
Click on "See all results" at the bottom of the dropdown menu.
Filter your search results by the “Group” category.

Once you join the group, you’ll have an option to search for specific content within the group. Simply navigate to the search box at the top left corner of the group.

Insert your keyword in search box to search groups

The cool thing about joining a LinkedIn group is that you can see all the members and, maybe, potential prospects.

If you’re subscribed to Sales Navigator, you'll have the option to see the members of a certain group without joining. To do that, use the "Group membership" filter in the "Lead search dashboard.

Use Group search to:
-> ask questions to help you understand your audience's needs
-> start discussions with key people from the group
-> promote your work in an educational and inspiring way

LinkedIn posts search

Let's imagine you’re launching your social media management business and want to connect with other experts from the industry.

You might ask yourself "Why search for posts on LinkedIn?" Well, the answer is simple. Through posts related to your product/service, you can find new audiences and vice-versa!

Here's how to do it:

Insert the related keyword in the search bar, e.g. social media, and go to "see all results".
Navigate to the “Post” category on the search results page.
Choose the “All filters” button to narrow your results with filters:

Who posted - 1st connections or me
Date posted - past week, month, or 24h
Sort by - top match or latest
From member - by adding a person’s name
From company - by adding the company’s name
Mentioning member - by adding a person’s name
Mentioning company - by adding the company’s name
Author industry - add industry (marketing, sales, etc.)

Insert your keyword in the Posts category

Start using the Posts filter to:
-> get inspiration for your new posts
-> see best performing content practices
-> stay up-to-date with B2B social media trends

LinkedIn hashtag search

The main advantage of the LinkedIn hashtag is increasing the visibility of its users. It makes posts accessible to everyone who searches or follows the specific hashtag.

Let's imagine you're a freelance copywriter, offering blogging services to SaaS companies.

One of the ways to look for your prospects is to search for hashtags they might use. Simply enter your hashtag, e.g. #SaaS, in the search bar to access content on the same topic.

From there, you can filter posts containing your hashtag even further with the filters mentioned in the section above.

To stay in the loop with interesting posts, you can follow all your favourite hashtags.

You can use the Hashtag Search to find:
-> companies to work with
-> tips to follow
-> people to network with

Boolean search on LinkedIn

If you wanna minimize the additional tweaking of your results, try using the Boolean search.

Here are a few options to construct your search:

Quoted searches: If you want to search for an exact phrase, enclose the phrase in quotation marks. Try to avoid curly marks and words such as “by”, “in”, or “with”.

Enclose the phrase in quotation marks in the search bar

Parenthetical searches: To do a complex search, you can combine terms using parentheses.

NOT searches: To exclude a term from your search results, type “NOT” before the term.

Type NOT before the term in the search box

AND searches: To see results from all search terms, type “AND” between terms.

OR searches: Type “OR” between words to receive the results from either one term or the other.

Pro tip -> Keep in mind this prioritization order:
1. Quotes [""]
2. Brackets [()]
3. NOT
4. AND
5. OR

If you use Sales Navigator, you can use Boolean searches in the "Company" and "Title" fields as well.

If you search for someone on LinkedIn will they know?

No matter who you search and how, they won’t receive a notification.

On the other hand, if you decide to click on their profile, LinkedIn will notify them saying “someone viewed your profile”.

In your profile settings, you can decide whether they can or can’t see your information.

Private mode LinkedIn search

Searching LinkedIn privately can be useful for checking out what your competitors or potential clients are doing without alerting them.

To search LinkedIn in private mode:

Go to your profile photo on the top right corner of the navigation bar to access the “Me” section.
In the "Account" section, click on “Privacy & Settings”
In the "Visibility" section, click on "Visibility of your profile & network"
Click on "Profile viewing options" to choose one of the private modes.

Keep in mind that selecting a private mode on the basic account will disable the “who viewed your profile” feature for you as well.

Can you use LinkedIn search without login?

Only if the members set their profile sections as public, you can see them without login.

To check out your setting:

Go to your profile photo on the top right corner of the navigation bar to access the “Me” section.
In the "Account" section, click on “Privacy & Settings”.
In the "Visibility" section, click on "Visibility of your profile & network".
Then you can adjust in “Edit your public profile”.

LinkedIn search limit

And how to access more results

Just as limiting invitations, LinkedIn has a monthly limit for people searches. It will send you a warning when you get close to the 1000 results limit on a free account and 2500 using Sales Navigator.

To minimize the number of your searches:

Use the combination of “All filters” and Boolean operators
Collect the profiles in one search result (so you don't have to run it again)
Browse connections of your connection

Exporting LinkedIn search results

Among many useful LinkedIn tools, Phanthom Buster is a go-to solution for search export.

In just a few easy steps you can scrape and export the results of a search into a spreadsheet.

Wondering how? You can check it out in this video. ⬇️

Once you have your search list, you can:
-> use it to identify your key decision-makers
-> create ICP
-> start testing out your cold outreach

How to delete your LinkedIn search history

Imagine sharing a screen during your LinkedIn search and all your past searches are exposed...

To avoid that, here are two ways to delete your search history:

Through the search bar:

Click on your search bar at the top left corner.
Use the option “Clear” in the top right corner.

Through privacy settings:

Click on your profile photo on the top right corner of the navigation bar to access the “Me” section.
Click on "Data privacy" in the "Settings & Privacy" section.
Click on "How LinkedIn uses your data".
In the "Search History" section, select "Clear search history".

Level up with Sales Navigator's advanced search

If you’re still debating whether you should upgrade your free search to Sales Navigator, here’s the full list of additional premium account filters.

And to show you how this process looks, Tal will tell you how to find hot leads on Sales Navigator using lemlist⬇️

Key takeaways

Understanding how to find the info you want on LinkedIn can bring you new customers, hence new revenue. It’s important to know how to connect with the right people. Otherwise, you risk spending too much time chasing the wrong audience.

Once you find your target audience, you can prepare for your next step - reaching out to them. A good outreach will help you build relationships, generate new leads, and ultimately make more sales.

But, before sliding into their DMs, you better plan your strategy. To help you out, I've prepared a few resources and tips:

If you don't know how to approach your prospects in DM, follow the steps from our cold messaging guide. This article dives into LinkedIn cold outreach and strategy, and helps you craft messages that stand out.
If you want to speed up your prospecting process and leave some time for more important tasks, consider using the lemlist Chrome Extension. It will help you import leads to your campaigns in just a few clicks.
If you wanna go further and transform your LinkedIn into a lead gen source, you might want to check G's LinkedIn Masterclass. This course includes LinkedIn strategy that helped us generate $10M in ARR in 3.5 years and build a powerful brand worldwide.

Happy searching! 🚀

Mihaela Cicvaric

Content Marketing Manager @ lempire | Sharing everything you need to get replies to your cold emails

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	G2 Rating	Price	Best for	Standout feature	Con
SmartWinnr	4.9 star star star star star	$30/mo $75/mo $2,999/mo	Large, distributed sales teams	AI evaluation precision, gamified KPIs	Lack of tracking system
Performio	4.6 star star star star star-half	Not publicly available	Sales operations and finance teams	Powerful configurability	Limited training resources and complex to navigate
Varicent	4.4 star star star star star-half	Not publicly available	Mid-market and enterprise businesses	Comprehensive incentive management	Potentially high cost and steep learning curve
QuotaPath	4.7 star star star star star-half	$15/user/mo $40/user/mo Enterprise: custom price	Complex sales structures and businesses of all sizes	Complex sales structures and businesses of all sizes	Steep learning curve
Anaplan	4.6 star star star star star-half	Not publicly available	Collaborative teams	Connected planning	Complexity and steep learning curve
Xactly	4.6 star star star star star-half	Not publicly available	Companies with complex sales structures	Complex incentive compensation management (ICM) with high efficiency and accuracy	Complexity for smaller teams and potentially high costs
Qobra	4.7 star star star star star-half	Not publicly available	Companies who want to automate commission calculations and payouts	Simplicity and ease of use	Lack of features like redirection
ElevateHQ	4.7 star star star star star-half	$30/user/mo $35/user/mo Custom: upon request	Businesses that need a comprehensive and user-friendly sales compensation management software	Ease of use and adoption	Lack of ability to configure the product based on user needs
Everstage	4.8 star star star star star-half	Not publicly available	Companies with modern sales culture and businesses who want real-time insights	A built-in dispute management and real-time visibility	Users say it works slowly, customer support is slow
Sales Cookie	4.9 star star star star star	$30/user/mo $50/user/mo	Smaller sales teams	Powerful automation	Lesser user base and average user interface
Spiff	4.7 star star star star star-half	Not publicly available	Companies with scalable needs	Automated Commission Calculations	Lack of filtering by date, no mobile app

ERP vs. CRM

ERP

CRM

Summary

Backbone of a business's internal operations.

Backbone of customer-centric interactions and operations.

Goal

To centralize and streamline core business processes in a company.

To increase customer experience, satisfaction and loyalty, and boost sales.

Focus

Internal operations and processes across departments (finance, accounting, inventory, supply chain, HR, and sales).

All interactions with leads and customers.

Manages

Internal business data like financial data, inventory levels, production details, supply chain, HR info.

All customer data like contact info, purchase history, communication history, customer preferences and more.

Users

Finance, accounting, operations, supply chain, and HR departments.

Customer-facing teams like sales, marketing, and customer service.

Benefits

Streamlines operations, improves data accuracy, enhances decision-making, boosts collaboration, increases productivity.

Improves customer relationships, increases sales, strengthens customer service, personalizes marketing campaigns, provides insights.

Price

$150 per user per year on average.

$10 to $30 per user per month on average.

PRM Tool	Rating	Feature	Pro	Con	Mobile App	Integrations	Free Plan	Pricing
Airtable	4.65 star star star star star-half	Org-wide alignment	User-friendly layout and database	Suboptimal as a personal CRM	square-check	Lack of tracking system	square-check	Team: $20/month Business: $45/month
Dex	4.7 star star star star star-half	Social Media Integration	Easy contact data collection	No marketing/sales features	square-check	Lack of tracking system	square-xmark 7-day trial	$12/month
Notion	4.75 star star star star star-half	Block Functions	High customization capability	Not a dedicated CRM	square-check	Limited	square-check	Plus: €7.50/month Business: €14/month
Monica	N/A	Open-source	Open-source flexibility	Requires extensive manual input	square-xmark	Limited	square-check Self-hosted	$9/month or $90/year
Hippo App	3.1 star star star	Simple iOS app	Ideal for non-tech-savvy users	iPhone only	square-check iOS only	Limited	square-xmark 1-month trial	$1.49/month or $14.99/month
Contacts+	3.6 star star star star-half	Smart Contact Management	Feature-rich and flexible	Reported bugs	square-check	Rich	square-xmark 7-day trial	Premium: $13.99/month Teams: $17.99/month
Folk	4.4 star star star star star-half	Customizable Interface	Customizable for teamwork	Pricey for personal use	square-check	Rich	square-xmark	Standard: $24/member Premium: $39/member
Close	4.7 star star star star star-half	Integrated Calling	Integrated Calling	Too sales-oriented & pricey	square-check	Rich	square-xmark 14-day trial	Startup: $59/user/month Professional: $329/user/month
Covve App	4.8 star star star star star	Business Card Scanning	Business Card Scanning	Mobile only	square-check	Limited	square-check	$9.99/month
Nimble	4.45 star star star star star-half	160+ app integrations	Comprehensive integrations	No free app version	square-check	Rich	square-xmark 14-day trial	$29.90/month or $24.90/month (billed annually)

	Capterra Rating	Free Trial	Free Plan	Starting Price (excluding the free plan)	Maximum Price (for the most expensive plan)	Best for
HubSpot CRM	4.5 star star star star star-half	square-check 14-day	square-check	€15/month/seat billed annually	€792/month/3 seats billed annually + €45/month for each extra seat	Versatility and free plan
Salesforce CRM	4.2 star star star star	square-check 30-day	square-xmark But it offers reduced price to authorised nonprofit organisations	€25/user/month	€500/user/month billed annually (includes Einstein AI)	Best overall operational CRM
Zoho CRM	4.3 star star star star star-half	square-xmark	square-check Limited to 3 users	Comprehensive incentive management	€52/user/month billed annually	Small-medium businesses and automation
Pipedrive	4.5 star star star star star-half	square-check 14-day	square-xmark	€14/seat/month billed annually	€99/seat/month billed annually	Sales teams and ease of use
Agile CRM	4.1 star star star star	square-xmark	square-check Limited 10 users	$9.99/user/month billed annually	$64.99/user/month billed annually	Free plan for very small teams up to 10

CRM goal	Increase the sales conversion rate for qualified leads from marketing automation campaigns by 10% in the next 6 months.
SMART Breakdown	1. Specific: It targets a specific area (conversion rate) for a defined segment (qualified leads from marketing automation).	2. Measurable: The desired increase (10%) is a clear metric, and the timeframe (6 months) allows for progress tracking.	3. Achievable: A 10% increase is possible based on historical data and potential improvements.	4. Relevant: Boosting sales from marketing efforts aligns with overall business objectives.	5. Time-bound: The 6-month timeframe creates urgency and a clear target date.
Actions	Step 1: Refine lead qualification criteria to ensure high-quality leads are nurtured through marketing automation.	Step 2: Personalize marketing automation campaigns based on lead demographics, interests, and behavior.	Step 3: Develop targeted landing pages with clear calls to action for qualified leads.	Step 4: Implement lead scoring to prioritize high-potential leads for sales follow-up.	Step 5: Track and analyze campaign performance to identify areas for optimization.
Outcomes	Increased sales and revenue	Improved marketing automation ROI	Marketing and sales alignment	Data-driven marketing optimization

Table

CDP Software

CRM Software

Approach

Data-centric

Customer-centric

Focus

Interactions across various channels and touchpoints, both online and offline.

Sales, marketing, and customer service interactions.

Functionality

Automatically collects, organizes, tags, and makes data available in real-time.

Helps businesses track customer interactions, sales pipelines, prospects, and service requests.

Goals

Personalized customer experiences across all channels.

Better customer relationships, streamlined processes, and improved profitability.

Benefits

Data integration, management, and accessibility, allowing for detailed analysis and segmentation.

Better communication within teams and with customers by organizing information about customer interactions and history.

Data Handling

Handles both identified and anonymous data, stitches together various data points.

Deals primarily with identified customer data.

Use Cases

Personalized marketing campaigns, targeted advertising, content customization across multiple channels.

Managing campaigns and leads, enhancing customer service, providing better customer support, increasing customer satisfaction and loyalty.

Examples

Insider, Bloomreach, Salesforce Marketing Cloud CDP

HubSpot, Salesforce Sales Cloud Lightning Professional, and Zoho CRM

CRM

Free plan

Best feature

Best for

Con

1. HubSpot CRM

square-check

Sales automation

Sales teams

Up to 1,000 contacts

2. Insightly

square-check

Custom fields

Basic needs

Not enough info about the free plan

3. Agile CRM

square-check

Deal and sales pipeline tracking

Small teams

Up to 10 users

4. Zoho CRM

square-check

Lead and contact management

Businesses of all sizes

Limited to 3 users

5. ClickUp

square-check

Unlimited tasks and unlimited members

Personal use

Up to 100MB storage

6. EngageBay

square-check

Live chat

Small and midsize enterprises

Up to 1,000 branded emails per month

7. Bitrix24

square-check

Unlimited users and 5 scrum teams

Big teams

Up to 5GB of cloud storage

8. FreshSales

square-check

Easy to use and simple setup

Beginners

Up to 3 users

9. Mailchimp

square-check

Very beginner friendly

Marketing teams

Send up to 500 branded emails per month

Type of Affiliate Marketing

Unattached

Related

Involved

Format

Paid advertising

Social media or YouTube channels

Dedicated website or blog

Focus

Quick income

Your niche

Your audience

Engagement with your audience

square-xmark

square-check

Very close connection with your audience

Pro

Little effort

Higher credibility thanks to your niche

Long-lasting and scalable

Con

Paid ads cost a lot

Potential for bias since you don’t use the thing you promote

Require time, effort, and dedication

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How to find your target audience with LinkedIn search [2024 guide]

Getting started with LinkedIn search categories

LinkedIn people search

LinkedIn search by name

LinkedIn search by email

‍

Linkedin lead search

How to search for someone's connections on LinkedIn

LinkedIn company search

LinkedIn group search

LinkedIn posts search

LinkedIn hashtag search

Boolean search on LinkedIn

If you search for someone on LinkedIn will they know?

Private mode LinkedIn search

Can you use LinkedIn search without login?

LinkedIn search limit

And how to access more results

Exporting LinkedIn search results

How to delete your LinkedIn search history

Level up with Sales Navigator's advanced search

Key takeaways

What you should look at next

5 Sales Navigator Chrome Extensions to Build the Perfect Leads List

3 ways to find someone’s email on LinkedIn (For free!)

5 steps to post a job on LinkedIn to find the perfect candidate

How to Use Linkedin Sales Navigator (2024 Tutorial)

LinkedIn private mode: What it is and when to use it

What you should look at next

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¡Tanto valor!