The Ultimate LinkedIn Lead Generation Guide

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Transcript of The Ultimate LinkedIn Lead Generation Guide

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Upgrade To Premium • Using a free LinkedIn account limits the number of people you

can connect with daily. Having a premium account also shows your professional contacts that you are serious about your business.

Here are the benefits to upgrading:• ✓ Connect with as many people as you want.• ✓ Unlimited sent messages to contacts.• ✓ The advanced search feature lets you narrow your search.• ✓ Send Inmail to people that you are not connected with.• ✓ See everyone that viewed your profile for the last 90 days.

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• Anyone that is serious about generating leads on LinkedIn has to upgrade to a premium account.

Go to Google Docs and create a spreadsheet:

Create 4 separate tabs: Instructions, Prospects, Hot Leads, Prospects Overview

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• The instructions tab is for you or your assistant to reference. Here is an example.

Workflow:• 1. Relevant LI Search Criteria’s: • 2. Each day 25 people will be sent connection requests and will be

added to the Prospects Sheet• 3. Whenever someone accept the connection request the below

email sequence will start• 4. When there's a positive response from the relevant client, we copy

the data to the "Hot Leads" tab, for personal follow upSearch Criteria's:• Insurance Public Adjusters• Probate Attorney• Code Enforcers• Divorce Attorney

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• Also include all of your pre-written scripts on the instructions tab. We will cover scripts later.

Let’s move onto the second tab, Prospects. Create these column headings.

• Prospect Name: The name of your LinkedIn contactProfile Link: The URL of your LinkedIn contactTitle: Professional headline under contacts nameSearch Term: The search term used to find contactInvite Msg Sent: The date of invitation sent to contactDate Connected: The date your contact accepted your invitation

Prospect Name Profile Link Title Search Term

Invite Msg Sent

Date Connected

Message 1 (When Acc

Con)Message 2 / 7

daysMessage 3 / 7

days notes

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• Message 1: Date of first inbox message sent to contact (more on this later)Message 2: Date of second message sent Message 3: Date of third message sent

Let’s move onto the third tab, Hot Leads. Create these column headings.

• Prospect Name: The name of your LinkedIn contactProfile Link: The URL of your LinkedIn contactTitle: Professional headline under contacts nameCategory: Example would be ‘director’ or ‘CEO’ Invite Msg Sent: The date of invitation sent to contactDate Connected: The date your contact accepted your invitationMessage 1: Date of first inbox message sent to contact (more on this later)Message 2: Date of second message sentMessage 3: Date of third message sent

Prospect Name Profile Link Title Category

Invite Msg Sent

Date Connected

Message 1 (When Acc

Con)Message 2 / 7

daysMessage 3 /

21 days notes

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Let’s move onto the fourth tab, Prospects Overview. Create these column headings.

• Keep track of your emails sent on the ‘Prospects’ tab. The reason you should only track 3 separate inbox messages is due to our ‘3 strikes and you’re out’ rule. Nobody wants to be continuously spammed by you or any other business. If you message somebody 3 times with no response, then you may want to wait a few months before doing it again.

Log in to your LinkedIn account. We will now move on to finding the right contacts on LinkedIn, using its Advanced Search feature.

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Click on ‘Advanced’ Search

• The keyword box is what you will use to target the right people.

Examples of target keywords:WordPress DevelopersPlumbing And HeatingFitness InstructorHair StylistGraphics Designer

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***Remember that you can use different keywords to target the same industry. A great example is ‘hair stylist’ vs. ‘hair studio’. An owner of a hair studio may also use the keywords hair stylist. • The ‘Title’ field.

• This field is used to find owners and decision makers of businesses. Use keywords like ‘Founder’, ‘CEO’, ‘Operations Manager’.

• The ‘Location’ field.

• Click on the location drop down menu and select ‘Located in or near:’ This must be selected, otherwise LinkedIn will display every country in your search.

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• The ‘Country’ field.

• This is absolutely necessary if you are targeting one particular country. You can change the country field any time to find others in the same industry but in a different country.

• The ‘Postal Code/Zip Code’ field.

• If you are targeting a specific geographical region then this is exactly what you need to use. You can use Google.com to search and find this information for specific cities you may want to target.

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• The ‘Relationship’ field.

• You can include your 1st, 2nd connections if you wish to compile a broader list.

• The ‘Location’ field.

• Use this to target specific cities in the country you selected previously.

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• The ‘Industry’ field.

• You may select an industry. This is not necessary, however, it may help narrow down your search.

• The ‘Seniority Level’ field.

• You may want to use this field if you know the seniority level you are targeting. You can target directors, managers, and of course owners.

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Scripts• Once you have the list of targets using the advanced search

feature in LinkedIn, it is time to send them connection requests (You can create your scripts before performing your search if you want to). If you want to be highly successful, you will use your own pre-written script for this purpose. Why? The template LinkedIn automatically provides for requests is boring and gives no reason for people to connect with you.

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• Let’s look at a script that you can use for connection requests:Hi ABC,I am impressed by your accomplishments & business ventures.

I’m confident we would benefit from connecting here on LinkedIn.

Your nameYour Title & Business Name

This script states two specific messages. First, you are letting the person know that you have looked over their profile. Second, you want to make your connection beneficial for both of you.

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• Now right click on a name in your advanced search list. Select ‘Open in a new tab’. This opens their profile in a new tab, leaving your advanced search open.

• Now what you want to do is click on the blue arrow next to ‘Send Person InMail’. Then click on ‘Connect’.

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• You will then see the connection request page.

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• Make sure to select ‘I don’t know Person’, unless you can prove otherwise. Copy and paste your pre-written script into the box as follows.

• Then click on the ‘Send Invitation’ Button.

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• Now go back to your spreadsheet. Click on the ‘Prospects’ Tab. Fill in ‘Prospect Name’, ‘Profile Link’, ‘Title’, ‘Search Term’, ‘Invite Msg Sent’.

• Click on the ‘Prospects Overview’ tab. Under the ‘Connects Inv’ and beside today’s date type in ‘1’.

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• This is your first connection request. You will repeat this after every connection request. It is very important to keep track of your connection requests so that you can keep relevant information updated when they accept your invite.

Now keep repeating the process by right clicking on the name of everyone in the list that came up through our advanced search.

We recommend at least 30 to 50 connections per day. Connections

You will be notified in the upper right hand corner when someone accepts your invite.

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• Once someone accepts your invite, go back to the ‘Prospects’ tab in your spreadsheet. Fill out ‘Date Connected’ field.

• Then click on ‘Prospects Overview’ tab in your spreadsheet. Add a 1 to the ‘Connection Accepted’ field.

• Continuously add to this number as connections are accepted.

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Scripts To Use Once Connected • Disclaimer: the script you use should be in your own words.

The following examples are to be re-worded to target your audience. We highly recommend NOT sending new connections any messages for at least 1 business day after you have connected. Sending a message to a new connection within minutes of the actual connection makes you look desperate, and it can be considered spam.

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Script #1: Here is an example script to target sales people, if you’re a sales coach.

Hi %name%

You're a sales professional!

Problem is, you may not achieving your desired sales targets.

In this video I will explain to you the fundamental differences that the top sales pro's are using to make more sales. I promise you %name%, you will find this highly valuable in your sales ventures. www.Youtube.com

Your Name

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Script #2: Subject: Thanks for connectingHi %name%Thanks for connecting with me.A lot of business owners are having a tough time generating the right leads for their business. Please take a look at a free lead generation document that takes you step by step to capture the right leads for your business. I’m sharing this with you because I know what it's like to struggle when you don't have the right lead generation in place. You can find the free document here:www.example.comImplement the formula's I share, and you'll be on your way to capturing more leads. JozsefFounder – Company Name

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• The last two examples are just that, examples. The formula for success is simple. Be friendly. Be assertive. Give them valuable information for free. That information shows your contacts that you are a subject matter expert.

• Leave at least 5 business days between each piece of inbox mail. Our recommendation is to send up to 3 messages, then stop. If a contact hasn’t responded after 3 messages then it’s time to stop. Wait 1 month and repeat the process, with different messages.

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• Update your spreadsheet each time you send out a message to a contact. This tracks exactly who you have sent messages to, and how many messages you have sent. This is very important to keep track of.

• Your messages should always be directed at your target audience. Use the industry in your pitch such as ‘You’re in the construction industry..’ because this personalizes your approach even more.

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The most effective people are the ones that add at least 30 to 50 connections a day.

It takes 3 to 4 hours a day to connect, update your spreadsheet, and send out mail.

Save yourself all that time and outsource.

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Disclaimer: This document is intended to give you a formula for success. We do not guarantee specific results. However, if you follow the steps in this document you will have a much higher chance of generating leads. Keep in mind that your messages should always be from you, so don’t copy other people’s scripts.

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