Researching prospects and engaging thoughtfully

Good research helps you be relevant. Before contacting someone, look at what they and their organisation have published: recent posts, news, job adverts and company updates. Look for a genuine reason to connect — a shared interest, a challenge they mentioned, or a change in their role.

Use only the information people have chosen to share publicly, and the features the platform actually provides. Do not use tools that scrape profiles or send automated messages; they breach most platforms' terms, can break data-protection rules and damage your reputation.

Engage before you ask. Reacting thoughtfully to someone's post, answering a question in a group or sharing an article that is relevant to them shows interest without pressure. Keep it genuine: one useful comment is better than ten likes.

Keep simple notes in your CRM about why a person is relevant and what you have discussed. This helps you follow up at the right time, and avoids repeating the same approach.