Today i'm going to show you a more detailed strategy of how to use linkedin sales navigator for your lead generation strategy using this video you'll be able to compile a list of thousands of high ticket leads in your chosen industry for your business within minutes and i'll also be breaking down how you can get responses from business owners of multi-million dollar companies business owners that probably get pitched hundreds if not thousands of times per month so i'm gonna show you how to stand out from the masses so strap yourself in get comfortable close all your tabs get a pen and paper and let's go get you some high quality high ticket leads using linkedin okay so the first thing we need to do is log into our linkedin account if you don't have one go over to linkedin.com
linkedin is a business to business social media platform where you can network with other business owners you can reach out and you can generate leads like we're going to be going through today now on our previous video i ran through how you can optimize your profile we're going to very briefly cover that right now just the main points so you can ensure you get a high response rate when you're actually reaching out to leads
now of course at the top we have a cover photo in our profile picture it's important that these are as professional as possible uh showing us in our natural element doing what we do best at work next important area is our tagline so here i've got owner of affluent.com so it says exactly what businesses i own now if you're using linkedin for lead generation i would recommend you optimizing this to actually call out to the specific person so let's say you're an advertising agency that works with restaurants you could do i help restaurants get more buns on seats using paid ads okay so you can use that as your tagline it's a really effective way to let people know exactly what you do uh straight away
if we scroll down we've got our about now this is really important that this says exactly who you are what you do again and everything on your page needs to be congruent everything needs to be expressing the same message okay you don't want to be calling out to multiple people it needs to be clear who you are and who you are trying to reach out to and what exactly you do and how you can serve those people okay uh my linkedin profile is actually more of a it's a landing page where i can direct people to all of our businesses and people want to find out a little bit more about i do gone are the days that i actually uh reach out to people on my personal linkedin anymore we have team members who do that themselves okay so you want to make sure you've got all your relevant work experience
so we've got all the companies you don't need to put every single company you've ever worked for but only things that are relevant to what you're doing right now of course your education but we're going to scroll down and we've got skills here this is where i think it starts to get important now on linkedin you can you can mention which skills you actually have in your industry and from that people can endorse you
i would recommend you sending your profile to your friends and family when you first create an account and asking them to endorse you for skills this just tells people that other people can validate that you know or you can do what you're saying you can do on your profile scroll down more of the same we've got recommendations that's where people can actually leave your reviews these are actually just reviews from previous jobs that i've had and also business development director for an advertising company okay but if you've got friends and family and you've got previous colleagues they can give you reviews send over your profile and ask them to create recommendations for you so that very very quickly is how you can optimize your profile
Actually here for today is linkedin sales navigator now sales navigator is an additional platform within uh within linkedin okay now lit sales navigator itself is built for people who want to use linkedin as a sales-based platform as a platform to reach out to potential customers and pitch them on their product or service now i'm going to go over to the payment plans of or or the payment options the pricing plan sorry of linkedin sales navigator first just to highlight the things that you may or may not need now you can sign up by annual or monthly and you might be looking at this right now thinking oh well that's that's not that cheap jordan 99 per month but you only need to get one client from linkedin sales navigator over the course of an entire month to get a return on investment on this it really is a drop in the ocean and you'll see how powerful this is now i used to use linkedin sales navigator every single day day in day out in fact i'll go over to this camera uh when i was in my first ever sales job in my first ever sales job my job was to call 100 people per day every single day massive conglomerate business owners from the middle east in the construction industry now i managed to get hold of the ceo of universal studios right i managed to speak to huge samsung engineering at c-level executives i managed to speak to kbr which is a huge oil and gas company so i networked with some very large affluent business owners who i wouldn't normally be able to get hold of if it wasn't for linkedin sales navigator linkedin sales navigator was made my main source of leads
when i was in that company it was one of the main reasons that i was able to get to top three people in that company in their sales team within my first three months of starting there and i had no sales experience beforehand this is my secret weapon so i want to show you this today now the only membership you need is core by the way guys i'm speaking really fast i want to get loads of stuff out for you guys so if i'm speaking too fast i would apologize but i don't care right it's what i do it's the way i speak i can't change it i've tried so just press the speed and go back on like 0.5 speed and just watch me in slower time cool now core is what you would need okay one user per month you only really need core if you're using it let's say any normal business um who is who's generating leads trying to sell a product or service advanced there is like some extra functionality and i'd recommend checking it out like if you're really using this to reach out to thousands and thousands of different people uh but to be honest with you i think most people for the majority of people are core and i've always just used course so sign up to call you can do annual or monthly obviously it's a bit cheaper you're going to save them 25
if you go on annual right let's go back so to access linkedin sales navigator when we've actually signed up we go top right corner and it's going to take us through to the sales navigator dashboard this is a completely clean account uh i only recently signed up to sales network so again as i said we don't use this profile for for outreach anymore uh so we're taking straight through to the dashboard on here we have all of our alerts so if we have set reminders about certain leads or there's any kind of notification that we've got on sales navigator it's going to cover come up in this area on the right hand side these are accounts that we've chosen to follow accounts are actually just businesses as opposed to individuals and then at the top we have our main navigation so we have accounts so these are businesses we're following we've got lead lists we've got messaging and then we've got our admin profile we're going to go over to home which is where we are right now and on search we're going to search for uh some leads okay we're going to search for some potential customers so let's say uh we'll go with what we've got here because i was preparing some stuff earlier we will say we're an advertising agency and we're looking to reach out to furniture stores okay now if we uh we can search a number of different things here we can search keywords for example so we can do furniture store owner okay and then we could hit search and this is going to bring up a search of every person that has the keyword furniture store owner on their bio
we should have pretty 270 or 000 people here okay now if i go back here we don't just have to do keywords we could just go on lead filters right and here we are have got a whole bunch of different filters that we can use to actually search for people so we can search keywords as we've just highlighted and i'm going to give you a a hack for keywords shortly um we can highlight via spotlight so whether they've changed their job recently whether they've shared an experience with us whether they're posted on linkedin now this is all relevant to different businesses okay now some of you might own a company where uh a recruitment agency where you want to reach out to people change jobs recently so you can poach them because they're somebody that naturally jumps from job to job maybe okay so i'd recommend having a look at all of these i'm gonna highlight some of the main ones for you of course geography is where they are actually based
so let's say we only wanted to reach out to people in the united kingdom if we're a uk-based ad agency that only wants to work with people in the uk we can reach out to people who already have connections with us maybe they're more likely to actually respond to our messages we've got industry school they went to not so relevant profile language this is quite important okay if you're an english agency you don't want to be running ads for an arabic company for example who because you're not gonna be able to write ads in arabic right uh first name last name seniority level this is an important one so here we can make sure that we're only reaching out to either owners of a business or c level of a business or directors of a business now what i often find on linkedin is sometimes the owner of the business just marks themselves as a director
sometimes it's an owner sometimes it's a partner um it really does depend on the structure of a company so i would recommend doing owner cxo level so there's a ceo ceo anyone with a kind of a chief on at the start of their um their title and director okay so these are people and he's going to be the uh the correct seniority level is going to be people that actually can make decisions years in current positions so that's relevant to you years at the company okay um the actual job title okay so this could be a good one so you might not want to do cx direct or owner you could just do and type in managing director in here okay and you could just filter people by managing director if we go down to company okay we've got a company name we've got company headcount this is especially important if you're an advertising agency right when you're first starting out we don't want to be reaching out to companies that have got tons and tons of employees so we're gonna want to filter that by one to ten okay these aren't gonna be massive companies okay company type past company uh became a member so on so on okay this stuff isn't really so relevant so let's just type in okay so here we're actually going to be if i do furniture we're going to be searching keyword furniture in the united kingdom english speaking c-level executive or director 1-10 head count let's search so if we're a uk based agency here are a whole bunch of different businesses in the uk and we've got the managing director we've got the co-director we've got the director we've got director we've got owner we've got co-founder we've got owner we've got all these leads right we can filter through these and all we need to do to add these to our list is hit save okay it's hit save and we can hit save okay we're saving to a default list here but we could create our own list so let's say we want this to be furniture leads uk
we put subscription as well okay and we can go and we can save them under furniture leads owner owner we can go check out their profiles as well so if we just do a little bit of um just checking this out to do a little bit of digging so if we go on to here and we've got an overview of that we can actually just it breaks down the information a little more differently on sales navigator just so i think so you can see more relevant information at the top of the screen look at that profile co-director chief officer officer designer probably not suitable if i was an ads agency probably not going to be the decision maker in which case i can just get rid of this person from my list cool let's go back to where we were and we can just scroll down and so on cool so that is an ordinary um filtered based search on sales navigator but what i want to show you right now is a trick that people who are in the know use to filter their lists a lot better okay um in fact let me just go back to where we just were so we were furniture we were united kingdom and we were doing seniority level owner we'll keep it on owner uh and okay and we're gonna do uh we'll keep it there okay fine and we we did have language english but i'm gonna leave that for now now what i want to show you is what's called an and or not filter or boolean filter boolean filter however you pronounce it right now this is a way that we can filter down on linkedin searches in even more detail okay so what we can do here is we can exclude certain keywords from the list okay so we can exclude not just uh we can let's say we wanted to reach out to furniture companies in the united kingdom but we didn't want to reach out to garden furniture companies we could create a special filter using tags okay this looks a little bit like algebra so we could have for example uh furniture not garden okay so we want the keyword furniture uh not garden and this is gonna search for furniture companies so now we're gonna get a big list of leads that are just normal furniture companies and they don't do garden furniture if for whatever reason we didn't want to reach out to garden furniture if we did want to reach out to garden furniture okay but maybe they we didn't want garden companies that sell furniture so this might be uh companies that sell plants for example you will see on the flip side here the kind of leads that are coming through garden not furniture so these are all garden companies and there's garden lights there's uh uh trees and gardens in the case there's all companies that have garden in their keywords but they don't sell furniture so we can filter through these now we can filter through this in even more detail okay so what we could do for example is we could do let's say we wanted sofas or table and but we don't want anything from the kitchen okay so this isn't more and we've got to close these brackets okay remember algebra and score right and if we search this right now this is going to be companies let's make sure them tags okay this is going to be companies that sell sofas but they don't have anything from the kitchen okay so these are probably all different they've got table company here uh we've got tableweight company um table suite but actually these we might find that table actually isn't correct so it needs to be because it could be any kind of table right this kind of company might not be
this is tech stamina round table okay so what we probably need to have here is and tables so we do sofa and table then we can almost guarantee that they are furniture-based companies here okay so now we are making sure that these companies are a lot more fine furniture upholstery and so on and so forth so guys i really would recommend you using this this is going to enable you to stop having to filter through your lead so much enables you to get rid of leads that aren't relevant to you and it enables you to make sure that you're going for the perfect customer every single time and that way when you're going through this lead list you're not gonna have to filter through and waste a bunch of time so use the boolean or boolean strategy okay this is something i use so much when i was in my sales place roles and it saved me so much time okay so let's say we've started to build that list together right let me just go full screen and we go on to lists and we've got our list here furniture store leads and we go over and we've got john elmer right what i want to do is i'm going to i can go on his profile and just check okay is this guy correct for me is he right um i can go ahead and i can connect with him i can send him a connect request which i would recommend you doing if you want to reach out to john but we can also just send him a message straight away now with linkedin sales navigator you actually get access to 95 in mail credits now an inmail is simply a message that bypasses the need to connect with people now normally on linkedin what you have to do is when you uh want to send somebody a message you have to connect with them and they have to accept your connection request before you can actually send them a message right but what linkedin sales navigator allows you to do is bypass the need to have to connect with someone and instead we can jump straight into their inbox because we're paid for the privilege bitcrafty really so let's say we wanted to send john a message of course we would normally try and connect with him but
i don't want to reach out to john so i'm not going to we can have the subject line something like quick question for let's say huddle furniture okay okay so this is the kind of subject line which is going to get a response but it could be just a quick one or it could be i've got a question for you or it could be um i've wondered this okay just something creative something short snappy and non-salesy absolutely non-salesy never want to have like some you need my service in the subject line okay i'm just going to delete that message straight away right you'd be shocked how many messages i have in my linkedin right now people pitching me every single day tens and tens and tens of people i ignore all of them unless i see one which kind of strikes my interest so um let's go through a simple way of getting a response from john see if i can zoom into this a little bit more so you can see this okay so i'll say hi john always start with addressing the name it's always good to do and the first thing we're gonna do in every bit of outreach as you guys will have seen from any outreach
we need to personalize it okay we need to have some kind of personalization here so let's go on this business huddle furniture and let's find something we can do let's find something we can mention uh about huddle furniture right okay they've got quite a cool website and what i'm trying to look for here is something different maybe they've got a they got a case study okay they've got a case if they've got a blog it's quite a nice thing to look at um what have they done here um okay they're doing a lot of school work fine right that's something unique i could say to john absolutely oh my god excuse my spelling guys love the work you guys are doing with schools okay so we've got our personalization it's key when we put personalization that this can only be said to this individual you do not want to say something which can be said to anyone okay like i love your website it's not a good personalization you could copy and paste that to loads of people john knows when he says i love the work that you guys are doing with schools he knows that i've done my research on this company and i could have only said this to him now what we would then put here is our pitch okay so our pitch is going to look something like um i help x do x through x okay i help furniture stores increase their revenue using facebook ads okay whatever depends on whatever your service is so we're going to do that and then we're going to say are you available over the next few days for a 15-minute chat
keep it nice and brief warmly jordan right i'll sign it however you would so we're going to say look i love this this is a compliment but i help companies do this through this are you available for the next over the next few days 15-minute chat what you could say is i was surprised to see you're not doing x right now okay so i could see i could have a look on huddle furniture and for example i could have a look at their facebook page let's have a look let's scroll right down no where's their facebook okay how do we find this not a great website to be honest john um sweet if we go on their facebook profile and scroll down and i go on page transparency i'll be able to see if they're running ads they're not running any ads currently okay so i could say to john i'm surprised to see you not running or not advertising on facebook right now you would smash it okay say something like this and then i'll transition to transition to i help finish the stores increase their revenue through facebook ads are you available over the next few days for 50 minute chat if you've got a case study this is a great area a great time to mention something you've done previously with a competitor or another company there we go it's sent and that is as simple as it is okay that is as simple as your outreach message has to be it doesn't want to be this long message it needs to be hi name personalization this is what i do this is how i can help are you available for a quick chat nice and brief simple uh subject line and you just want to send this out to people the key is this personalization guys i cannot stress this enough right let me discard that let's go over to this camera
i cannot stress enough how important it is that you personalize every single bit of outreach this is something that many of you will be like okay jordan here we go again right personalization personalization i can't be asked with it when you need to right if you don't personalize each message you don't deserve a response from people okay sales has changed gone are the days when i used to do sales right when i used to reach out to people linkedin you could send a little blanket message copy and paste it to everyone hey presto uh and you've got a bunch of meetings and there we go right doesn't work like that anymore right you have to personalize every single message you have to say something unique to that person that you can only send to them and not send to anybody else cool guys that's it that's linkedin sales navigator i hope you have enjoyed this article.
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