Podcast: How to locate your target market on LinkedIn (simple guide)

If you are targeting the wrong prospects you won’t make any progress with your lead generation.

In this video, I got through the core component to finding your ideal clients on LinkedIn by the thousands with pinpoint accuracy. If you are interested in diving deeper into lead generation and learning about our exact 4 step process for generating leads 50+ leads a month on LinkedIn then check out the free training via this link.

Video Transcript
It doesn’t matter what you’re selling, when it comes to LinkedIn, if you’re targeting the wrong people, you’re not gonna get anywhere. So today what I’m gonna do is I’m gonna run you through how to use LinkedIn’s super powerful search engines to find exactly who you need to target so that when you run a campaign on LinkedIn, when you start messaging people on LinkedIn, when you start trying to promote yourself and sell your services, you’re gonna get a lot more success and make a lot more money.

All right, guys. So this is just a quick introduction on how to use LinkedIn super powerful search functionality to find the right leads. So, as I’m sure we all know, the core foundations to finding quality leads and generating quality leads on LinkedIn really comes down to making sure that you target the right people, which is really what makes LinkedIn the powerhouse platform it is, ’cause it gives you the ability to find these people. So using just a LinkedIn free account, LinkedIn free profile, you can see that all you need to do is type in something in the search bar up the top here and click on People.

And what you do is you start to build out a list, I’ve just put in recruiter as an example as a keyword of people that fit that keyword. Now, what you wanna do is make sure you turn off first degree connections, if you look for people to target outside of your network. Second, you can put third in there as well, but ideally just keep it to second ’cause they have a better chance of connecting when people are second degree connections. So share results. Another reason it’s worth doing that is because it removes yeah, your first degree connection.

So as you start connecting with people, you won’t be able to use that same search without having to go pages and pages in past all the people you’ve already connected with as a part of your outreach. Now you can check all the filters here. You can see location, current company, past company, industry, and a few other filters here. Ultimately, you really wanna be able to drill down on people’s titles and seniority, and things like that. And that functionality is only available in the premium services of LinkedIn Sales Navigator. But even without it, you still have, as you can see, quite a lot of targeting ability here.

So once you’ve built out your filter here, let’s just such a few things, past companies from the U.K. Show results. There we go, you can see it’s added some filters in here. Now, what I recommend you do is if you build a nice filter, rather than losing it ’cause you can’t save it like you can with Sales Navigator. So what you can do is you see up here all the assertions are actually put into what’s called a query string. So that’s how LinkedIn knows to put those filters in. So what you can do is just copy that.

And if you wanna come back to that list, you just paste that in, and it’ll bring up that exact same search criteria. So you don’t even need to be able to save it. You can just save that URL, and it’ll bring it back up. And that if people have connected, then they’re gonna be removed from this list. So that is only gonna show people that you haven’t connected with yet. And you can just each day build a habit to go through and connect with 10 to 20 of those on the free LinkedIn account. You can’t connect with too many people on the free account, otherwise you’re gonna get restricted.

Now, for those of you who are ready to step up your game and use Sales Navigator, you’ll see you have a lot more ability to target people with the filters that they have available here. There’s some more here. One that’s really cool is years of experience, so you can target more senior people will that alone. But the best thing is is being able to target people based on their title. So word like executive, is gonna give you people with executive in the title, which is already fairly indicative of their seniority level.

Whereas if you do seniority level on top of it, what happens is it’s got how LinkedIn defines them as senior on the seniority level, and then you’ve got their title, and then you need to find this overlap with the two. And you tend to miss people out on the outskirts. Whereas someone with their title executive, people’s titles are very indicative of their role within an organization. That’s where you really need to focus your efforts, is getting that title right. Now, let’s say you wanna target the C level suite, but not necessarily assistants.

Executive assistant is quite a common title. So you could do assistant and then exclude and then you’re gonna bring in everyone who has the term executive in the title, whilst at the same time, excluding people with assistant. So a really powerful way to start running exclusions on the types of terms you don’t want to show in your titles. So a just really basic example. Geography, let’s say, let’s go Brisbane. Why not? Australia. You can see, one other really powerful tip is to target that posted on LinkedIn in the past 30 days.

People whom we know are gonna be more engaged and we wanna target second degree connections rather than including first degree connections that we’re already connected to those people. So a lot of these filters are pretty straightforward. The most important thing is to consider this exclusion ability, so you can exclude types of terms that aren’t necessarily going to be people that you can help. And same thing with industry. Company headcount, all really great filters. The biggest advantage to Sales Navigator is first of all, you can connect with more people.

You can connect up to a hundred a day. We recommend not going over 75 per a day. You get really targeted search around people’s seniority level, the title. The real key things that determine a person’s role within an organization, their engagement on LinkedIn. So we can spend more time focusing on people who are really engaged on the platform. And also we can target companies using keywords to find specific types of companies and then work our way backwards. So for instance, let’s just say law. Looking for law firms in Brisbane. Then we might find a few good ones there.

Oops. What’s going on there? It’s not unlike LinkedIn to have glitches. Yeah, select all. It’s everyone to find all the decision makers at these companies, these specific law. So once again, you can find companies. You can create a filter based on the types of companies you wanna search for. The fact that you can search keywords within a company’s description is really powerful ’cause the name of that company isn’t always indicative of what they do. So let’s say companies with law in it around Brisbane. Let’s select all these and view these employees. 300 people working at those companies.

And then what we can do on top of that is start to add decision-maker titles around there. So we could just say executive. Partners is quite a common one in law. We’ll start to get the decision makers at these specific companies. So yeah, super powerful stuff. This is just, like I said, a very quick crash course just to give you a bit of a feel for how to find people. And obviously, with Sales Navigator, you get the ability to save. But once again, you still have that option to save list purely by saving the URL.

So if I was to use that same URL I used up there, I could then replicate that list here or even on another person’s profile. So if you wanted to share a list with someone, you could just share those same filters here. All right, guys, so I hope that’s been helpful in terms of how to use LinkedIn search functionality to find high-value leads on LinkedIn. Supercritical part of the lead generation process. Obviously, we’re just scratching the surface here in our client training.

We obviously, go over hours and hours of content on how to find the right clients using these search functionality to get pinpoint accurate results. But this is a great way to get you started and get you finding some leads and seeing what kind of results you can get.

So as always, I’m Ryan Caswell from b2bleads.com. I hope that’s been helpful. Reach out if you have any questions and have a great day, cheers.

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