LinkedIn 101
LinkedIn 101
LinkedIn 101
LinkedIn is one of the most valuable assets that you can use for prospecting.
It is a perfect social media for finding new companies and your ICPs.
You have to understand what are the criteria and filters you have to use in
order to find the ICP.
- Example: https://www.linkedin.com/in/michael-jov/
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Connections
For you to use LinkedIn as a Social Selling tool it is necessary to get
those connections to over 500 connections.
- Type ‘Open networking’ in the search bar and filter with ‘groups’
- Request to join (look at ones with a large amount of members)
- When accepted ~ post a message:
Example:
Hi, thank you for accepting me to the group. Would be great to connect with
anybody in the B2B world and introduce (your company).
Thank you!
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There are various ways you can search for people (companies on
LinkedIn)
Option 1: Using the “search’’ - type the industry and there you will have
a list of companies.
The next step will be to use LinkedIn filters (to narrow your research)
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After applying all the filters you will have a list of companies you can
qualify further using your knowledge of the account and
understanding of your target audience.
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After you found the right fit - go to an event and click ‘attend’ and after
it, you will be able to see the option ‘Attendees’
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Example: Hi, thank you for accepting me to the group. Would be great to connect
with anybody in the B2B world/cybersecurity realm (address the industry) and
introduce(company name).
Thank you!
Looking forward to hearing/connecting with you!
(your name)
Send connection requests to the people you’ve found (follow them and
the company) and send messages (after they have accepted your
connections) thanking them for connecting with you and briefly tell
them how you can solve their pains by offering a solution (your account
offers)
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2. Follow up
After you’ve sent the first message and the person didn’t see it, send
another message the next day:
Example:
First message: Hey (prospect name) we are attending the same event
‘The Power of Story-telling in B2B Marketing’.
Would it make sense to have a short discovery call and see how you
can increase your sales conversions without hiring or training BDR?
Thanks for connecting!
Second message: Any thoughts?
Third message: Thoughts?
Fourth message: ?
If they are not answering (check their profile and see their ‘Activity’
section
1) If not active - search for another decision-maker in the company
and connect with them.
2) If active but not responding - engage in the content that they are
posting - like and comment.
If your prospect is sharing content on a regular basis, look at what
time on average they are sharing it. Then, set a reminder in your
calendar to keep an eye out for their post so you can be one of
the first to engage with it. This will likely be noticed by them, and
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Using Loom and audio messages on LinkedIn will up your chance to get
noticed and it will drive prospects to engage with you.
LOOM
- Go to the Loom website https://www.loom.com/, sign up using your
work email
- Once it is active, install the chrome extension.
- Go to the recording page and you will see yourself on the left
bottom side of the screen, on the right side will see a pop window
for the recording settings:
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Audio Messages
94% of salespeople are NOT sending audio messages, which is
why they’re working so well. They work brilliantly as a follow-up to
any messages that haven’t got a response. Go back through the
last 1-3-6 months and for any prospect who didn’t reply to your
LinkedIn message, try sending an audio message.
Example:
Hi ADD THEIR NAME, I wanted to pop you a quick message to
(congratulate/kudos to the achievement of the company or the
prospect). I work for ADD YOUR COMPANY NAME and we help
people achieve INSERT PRODUCT/SERVICE ROI. If you’re
interested in learning more please do let me know and we can
discuss it over a short call".
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