Why Influencers Matter on LinkedIn

Influencers on LinkedIn differ from influencers on consumer platforms. They are not promoting lifestyle brands or viral content; they are professionals whose opinions carry credibility in their fields. They can be:

• Executives with strong personal brands.

• Analysts or consultants publishing deep insights.

• Entrepreneurs consistently sharing their experiences.

• Industry advocates who foster active communities.

Engaging with these voices can deliver multiple benefits:

1. Credibility by association – Being connected to respected figures enhances your own positioning.

2. Visibility to target audiences – Their followers often include the very decision-makers you want to reach.

3. Knowledge transfer – Influencers often share trends and insights before they reach mainstream channels.

4. Pipeline acceleration – A mention or collaboration with an influencer can lead to direct sales opportunities.

In short: influencers act as amplifiers, accelerating both reach and trust.

Step 1: Define Your Target Influencer

Before searching, clarify what kind of influence you’re seeking. Not every professional with a large following is relevant. Ask yourself:

• Do I need someone with technical expertise or broad visibility?

• Is my target more likely to be a founder, consultant, or senior manager?

• Am I seeking thought leadership, or access to a specific customer segment?

For example, a SaaS startup entering the HR tech market may want to connect with HR directors who publish content on employee engagement, rather than generic business coaches. By narrowing down the persona of your ideal influencer, you ensure your outreach is focused and impactful.

Step 2: Use Advanced Search on LinkedIn

LinkedIn’s advanced filters are the most powerful tool for influencer discovery. Instead of manually scrolling through endless profiles, you can use criteria such as:

• Job title: CEO, Head of Sales, CMO, Consultant.

• Industry: SaaS, Fintech, Real Estate, etc.

• Geography: Target regions or cities.

• Content activity: Filter for members who post frequently or engage in discussions.

For example, searching “Chief Marketing Officer” + “Fintech” + “London” instantly surfaces profiles that may match your influencer criteria.

Adding filters such as “posted in the last 30 days” ensures you find active contributors rather than dormant accounts.

Step 3: Analyze Profiles and Engagement

Once you identify potential influencers, the next step is to evaluate their relevance. Don’t focus only on the size of their network. Consider:

• Content quality: Are they publishing meaningful insights or generic updates?

• Engagement levels: Do their posts spark real discussions, or just attract likes?

• Audience alignment: Do their followers overlap with your target audience?

• Consistency: Is their activity regular and sustained, or occasional bursts?

Sometimes, a professional with 5,000 highly engaged followers can be more valuable than someone with 100,000 silent connections. Quality beats quantity in B2B influence.

Step 4: Connect and Build Relationships

Personalize Connection Requests

Avoid generic invites. Instead, craft a brief but tailored note. Mention a specific article they posted, a podcast they featured in, or a shared professional interest. A personal touch shows respect and increases acceptance rates.

Example:

“Hi [Name], I enjoyed your recent post on customer retention in SaaS. It aligns closely with my experience working with startups in the same space. I’d be glad to connect and continue learning from your insights.”

Engage With Their Content Consistently

Once connected, don’t disappear. Build visibility by liking, commenting, and sharing their posts. But go beyond surface-level engagement add your own perspective, ask thoughtful questions, and link their insights to your expertise.

Over time, your consistent presence signals that you value the relationship, not just the connection.

Offer Mutual Value

Networking with influencers is not about extracting favors. Instead, think about what you can give:

• Share their work in your own network.

• Offer collaboration opportunities (guest posts, joint webinars, etc.).

• Provide data, feedback, or insights that might support their initiatives.

Relationships built on reciprocity are far more sustainable than those based on one-sided requests.