LinkedIn’s core proposition remains get found and get recruited keep your CV up to date on LinkedIn make it look pretty recruiters find you job offers come that’s essentially their proposition now if that’s the case LinkedIn surely is the most up-to-date database on the planet for accurate contact information about prospects so how do we tap that rich up-to-date database to generate great bit of a leads funnel vision is brought to you by map marking creators of the funnel plane left marketing is the source of the 1 2 3 b2b today we’re going to look at linkedin’s lead builder along the way we’ll look at in males and connections and the pros and cons of each we’ll look at integrations with Salesforce and we’ll conclude by looking at using the right tool for the right job the first question we need to ask is his contact details do we want and that needs us to look at a couple of things what problem do you solve and who most has that problem and these are big strategic questions that I’ve talked quite a lot about in other shows once we’re clear on the kind of business and the role within the business that we should be targeting we need also to look at one other thing and that is the ideal client profile what is a good prospect look like had bigger they how fast they’re growing how they structured anything else that distinguishes a really good prospect from a not-so-good prospect for your business so let’s get really clear first about who we’re targeting and the second question we have to look at is inbound or outbound now Lots being made of the power of inbound marketing I’ve blogged on some of these topics recently but this big question is how many of our leads 3 want to come in and and how many of our leads do we want to begin the journey with contact where will initiate because we’re beginning with the right prospect rather than one that’s perhaps the wrong prospect but it’s showing some activity that’s a big strategic question so we begin with a tool called lead builder and we’re going to advanced and that begins the lead builder process so certainly we can use keywords

LinkedIn’s core proposition remains get found and get recruited keep your CV up to date on LinkedIn make it look pretty recruiters find you job offers come that’s essentially their proposition now if that’s the case LinkedIn surely is the most up-to-date database on the planet for accurate contact information about prospects so how do we tap that rich up-to-date database to generate great bit of a leads funnel vision is brought to you by map marking creators of the funnel plane left marketing is the source of the 1 2 3 b2b today we’re going to look at linkedin’s lead builder along the way we’ll look at in males and connections and the pros and cons of each we’ll look at integrations with Salesforce and we’ll conclude by looking at using the right tool for the right job the first question we need to ask is his contact details do we want and that needs us to look at a couple of things what problem do you solve and who most has that problem and these are big strategic questions that I’ve talked quite a lot about in other shows once we’re clear on the kind of business and the role within the business that we should be targeting we need also to look at one other thing and that is the ideal client profile what is a good prospect look like had bigger they how fast they’re growing how they structured anything else that distinguishes a really good prospect from a not-so-good prospect for your business so let’s get really clear first about who we’re targeting and the second question we have to look at is inbound or outbound now Lots being made of the power of inbound marketing I’ve blogged on some of these topics recently but this big question is how many of our leads 3 want to come in and and how many of our leads do we want to begin the journey with contact where will initiate because we’re beginning with the right prospect rather than one that’s perhaps the wrong prospect but it’s showing some activity that’s a big strategic question so we begin with a tool called lead builder and we’re going to advanced and that begins the lead builder process so certainly we can use keywords

But I’m quite clear about the roles that I want so let’s start with seniority on VP’s CXOs managers and it’s go directors as well I want them in marketing so clearly I’m interested here in marketing’s interests you’ll put your own profiles in and I want them in larger firms for this particular campaign so let’s go a thousand above okay so I’ve got sighs I’ve got the function of the person and I’ve got the seniority level now if I look at those results I’ve got so many but for this campaign I only want to target a single geography so let’s go.

I want them somewhere near I’ll be parochial and go Australia how many results do we have for them okay so that’s a little too broad so I want to now narrow down by industry as well so to take industries and I’m going to go through all the industries that they offer and select only those industries that are interested in this one here the the interface I’m showing here is fairly limited let me show you the way I normally do it and I’ll do that by bringing up a saved search this is the here’s one I prepared earlier moment so I’ve actually added to this one a very large number of industries but not every industry is about one in ten of the industries that are offered and now I can search for that particular group and here’s my list and so I’m down to a much more manageable number I’ve still got three hundred and fifty-eight great prospects of the right seniority

Now I’m already connected with a good number of them but most certainly not connected with all of them and Nick then is going to rank these by the proximity to me so how closely I’m connected to them these are all still first level connections now we’re going to first second level connections clearly these people I’m not connected with but could well be but the one connection so there we have a 358 names that meet the profile within the geography right Sierra seniority right role and right geography so I’ve got all these great names but what now am I going to connect with all of them all they’re strangers we should be connecting with people that we actually know am I going to send them an InMail that is LinkedIn’s version of email well I’m only allowed 15 miles a month and frankly again in males are relatively cold

LinkedIn is not a great batch and blast cold calling tool for volume so how actually should I be using all of these great names well I can use a tool like salesloft and I can scrape all of these names or at least 300 a month of these names into my Salesforce comm integration that sounds like a great idea but again these names are just cold names for sure they’ve been researched a little but really they’ve just been filtered and the sort of filters that I’ve just gone through you can get with any of this building solution you go to a good list provider and they’ll offer you those same filters so frankly what have I really got but I couldn’t get for about a dollar a name from the list vendor

we need to use the right tool for the right job or horses for courses I’m going to show you now how I believe we should be using LinkedIn so my core conclusions today use social for social not for spam reach out selectively so of those targets or those those leaves that you found who do you most want to target and when you answer that question research them carefully thoroughly and be social use search and other inbound methods for your volume next recommendation would be to prioritize new movers now I pose the point just a second ago that we should be selectively reaching out the question invited from that is reaching out to whom how do I select who’s on who’s off

I would recommend prioritizing new movers anybody who’s new to a role wants to make a difference and frankly they’ve probably been hired to make a difference so the new broom is a great contact focus on people have just moved into the role connect with your genuine connections only connect with people that you know but the flip of that is connect with everybody you know if you know them you should be connected with them on LinkedIn because when they move you get great alerts from LinkedIn to say that they’ve moved and you can reach out very personally because you know the person wish the well of a new role and discuss how you can help them get traction that new role share relevant content as posts on LinkedIn so that all of your connections see you making a genuine difference and leading the dialogue around the topic that you’re an expert in respond also to posts of your connections keep an eye on a timeline and if any of your connections

remember you’re only connected with people that you know but if any of those people offer posts and it’s relevant and in an area in an area that you have expertise comment even if it’s just to encourage them gratulate them or maybe offer point of difference and finally as have already alluded to track their movements anybody that you’ve connected with and build a relationship with when they move you should move with them so that’s it well actually kind of I’ve got of a habit of late of doing a tool tip and I have got a great tool tip for you now well this week’s tilt it is well LinkedIn that’s what we’ve just been talking about and it is a great tool not for spamming but for research the person who you’ve identified and you do want to reach out and make contact with whether they’re brand new to you already known to you you can do some fantastic research how long have they been in the role how long were they in the prior role what was it who is their predecessor in this role how long do they last what have they moved on to who else is in the same company all of this information can give you great insights to find out some hint some sense of the the presence of the problem that you solve better than anybody else and that’s what you should be talking about but do your homework first so I taught it is is

LinkedIn as a powerful research tool if you enjoyed this vlog in lunch where you will enjoy this if you haven’t already you can subscribe to receive this blog by visiting match mathletes on plumb or such blog or by visiting our YouTube channel if you have a colleague who may be interested will be so grateful if you invited them to subscribe why don’t you do that now and when you come back we’ll show you how we do that in funnel plan as you know funnel plan is a great way to get sales and marketing to agree and capture the objectives strategy velocity and tactics that they’re going to use together to earn the right to serve new businesses clearly we’re talking about the very beginning of the buyers journey finding your name that’s right down here we already have

LinkedIn lead builder as a tactic only problem is that the LinkedIn lead builder goes nowhere so anybody reading this funnel play wouldn’t quite know what we’re going to do with LinkedIn lead builder where it sits in the context the tactics and we’re also agreed to add LinkedIn as a research tool so we’re going to make some very small changes in the funnel plan now let’s go into tactics and the first thing we’re going to do is to add using LinkedIn as research I’m going to use LinkedIn to research the likely problem for each time next thing we need to do is to add a connection to that new research tactic and we’re going to make a minor change from the LinkedIn lead builder

so firstly let’s add a connection in go from LinkedIn lead builder to cleanse and do tube and we’re going to add in another connection from cleansing D tube to use LinkedIn to research and finally we’re going to modify a connection because you may remember that there was a connection going from cleanse and Egypt through to the next stage in the buyers journey we now want to go from the linden research to that same tactic so here we go we’ve got cleanse indeed joob goes to enjoying the gatekeeper we now want to look to go from user LinkedIn to enjoy the gatekeeper small change let’s now take a look at the PDF and how that presents so there you have it small changes but LinkedIn lead builder now leads to the cleansing deegeu and then to the LinkedIn research which in turn leads to enjoying the gatekeeper with our outbound VBR that we spoke about in the previous blog hope that helps now I spoke about inbound techniques and so in next week’s show I’ll talk about mastering long tail search until then may your funnel be full and always flowing

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