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Description

LinkedIn — Prospecting on Professional Networks: Target, Contact and Follow Up

One day to turn an online profile into a contact tool that actually earns replies

  • 1 day — 7 h
  • In-person or virtual
  • All levels
  • Up to 6 participants

On professional social networks, prospecting runs into two obstacles. The profile remains a curriculum vitae that speaks about the seller rather than the client. And approach messages arrive by the dozen, all formatted the same way, and are therefore ignored.

This one-day programme treats social prospecting as a sequence of steps: preparing a client-focused profile, building an account list, opening the conversation, then following up with something genuinely new each time. Participants leave with a reworked profile, a target list and a written contact sequence.

Learning objectives

  • Write a professional profile geared to the expectations of the clients you target
  • Build a list of accounts and contacts from precise search criteria
  • Open a conversation without resorting to a standardised approach message
  • Maintain visibility through posts that are useful to your audience
  • Organise the tracking of contacts and follow-ups over time

What makes this programme different

Each participant's profile reworked and reviewed during the day
A target account list built live from your own criteria
A message sequence drafted and then challenged by the group

Programme

1Preparing your profile and your target

What the prospect reads before replying

  • Rewriting the headline and the summary from the client's point of view
  • Evidence and achievements worth featuring
  • Defining search criteria to build a list
  • Qualifying contacts before any approach

2Making contact

The message that does not get deleted

  • Choosing between a connection request, a direct message and public interaction
  • Writing an opening line based on something specific to the contact
  • Length, tone and the request made in the first message
  • Mistakes that make a message look automated

3Sustaining presence and following up

Prospecting that lasts

  • Posting rhythm and topics that are useful to your audience
  • Interacting with the posts of target accounts
  • Spaced follow-ups that bring something new each time
  • Moving from the online conversation to a meeting
  • Tracking contacts in a spreadsheet or a sales management tool

Who is it for

Sales professionals, independent consultants and business development managers who use professional networks to find new clients.

Prerequisites

An active account on a professional social network.

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.