Most people use LinkedIn to simply connect with friends, colleagues, or former coworkers.

If this is all you do with LinkedIn, there’s a chance that you’re not taking full advantage of the network’s lead-generating potential.

LinkedIn is an amazing lead generation tool, you just have to know how to maximize it’s potential …

Nurture Your LinkedIn Network.

When was the last time you truly connected with the people in your first-degree network on LinkedIn?

Many of these people may have hundreds of connections to your potential customers

Other than sending or accepting a connection invitation, use the opportunity to build relationships and remind them of your talents.

Use Advanced People Search in LinkedIn.

This tool makes it relatively easy to build a preliminary prospect list using a combination of keywords, industry descriptions and job titles to find key decision makers at target companies.

If you find potential leads in extended networks, you can ask one of your contacts to make an introduction—but only if you’ve laid ample relational groundwork.

Participate in Group Discussions in LinkedIn.

When you answer questions and provide insights, you gain the trust of others—and become a natural resource when it’s time to explore purchase options.

Leads won’t fall into your lap at LinkedIn—but they’re there if you’re willing to do the work.