LinkedIn gives you access to over a billion people.

But most people don’t have a lead quantity problem — they have a lead quality problem.

In this guide, we’ll show you how to use free LinkedIn search tools to:

• Source better-fit prospects

• Expand your targeting without going off-brand

• Use filters the right way

• Avoid wasting time on leads that won’t convert

Let’s go beyond the search bar and into the mindset of precise prospecting.

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Start With This: Who Exactly Are You Looking For?

One of the biggest mistakes we see:

Searching for keywords without knowing what you’re actually targeting.

Example: If you type “HR tech” into the search bar… you’ll get:

• Job seekers

• Engineers

• Tech founders

• Recruiters

• People in unrelated roles who once mentioned HR tech

That’s noise. It’s not leads.

Use Search Filters — But Think Strategically

When you search on free LinkedIn, start here:

• People (not groups, not companies)

• Second-degree connections (more likely to engage)

• Location (shared geography = higher trust + familiarity)

• Industry + Title (broad at first, then narrow)

Avoid being too strict with filters early on — especially if your network is still growing. LinkedIn favors expanding networks.

Check Their Profile Before You Connect

Before you send that request, scan the profile for:

• 🧠 Relevant expertise

• 🤝 Shared values or communities

• 🗣️ Recent activity (posting, commenting, engaging)

• 💼 Role fit: are they in a position to buy, refer, or collaborate?

Red flags:

• No activity in months

• Deep in a full-time job that’s irrelevant to your offer

• Unclear positioning

Remember: decision-makers, collaborators, and connectors are your ideal target — not everyone who appears in a keyword search.

Use Profile Views as a Prospecting Tool

Fun fact: Every time you view someone’s profile, they get a notification.

That means even if you don’t message them…

• They might check out your profile

• If your profile is optimized (see 002), you might get inbound

So yes — profile viewing can create passive lead flow.

Classify Your Leads: A, B, C, or D

Not all leads are equal. Use a simple system to triage:

• A: Perfect fit — reach out now

• B: Good fit — monitor or engage lightly

• C: Not ideal — deprioritize

• D: Mismatch — skip

This lets you focus your energy and avoid wasting time on unqualified leads just because LinkedIn suggested them.

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Bonus: Use LinkedIn’s “People Also Viewed” for Deeper Prospecting

When you view someone’s profile, LinkedIn shows you similar profiles.

If your initial search gives you a good lead, click into that and follow the breadcrumb trail.
But if your first result is off-target? So will the rest.

Refine your target. Repeat the process.

 

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Final Thought: Search Broadly, Filter Intelligently

LinkedIn is not just a database. It’s a living network.

The more precise you are about who you want to meet — and what makes a good lead for you — the better your results will be.

Start broad. Pay attention. Double down on what works.

And don’t forget: LinkedIn rewards activity. The more you engage, connect, and explore, the better your results.

 

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🔍 Want help getting started? Watch Episode 3 of Office Hours:
“ How to Use Free LinkedIn Search to Find Better Leads (Not Just More of Them)”

Or explore the full curriculum How to Grow and Convert on LinkedIn at [PursueNetworking.com]