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.

Starting with your LI

1. Change your profile picture and cover (represents the account you are
working on).
2. Change your URL: upper right corner on your profile

- Example: https://www.linkedin.com/in/michael-jov/
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3. Change your location (depending on the account request) and

headline (Business Development Representative)
4. About section - summarize you and your place in the company which
you represent
Answering these questions:
- Who do you help?
- How do you help?
- What do you help people achieve?
- How have you helped similar people?
- How can they get in touch with you to learn more?
These questions you can ask your client or find in the playbook
(asking for case studies/use cases - UNDERSTANDING your
product/account)
TIPS for the About Section
● include spaces between sentences
● Optimize with top industry KEYWORDS
● Focus is on the customers/prospects
● Include contact details at the bottom (give options: email,
LinkedIn, number)
5. Adding a Featured section - where you can put case study/use cases
and accomplishments your account has made in the past.
6. Update experience: adding your new position and filling in the short
summary of what your account does
7. Add skills Sales, Business Development, B2B, SaaS, - reorder them

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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.

Joining Open Networking groups is a good way to connect with

people:

- 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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Looking forward to hearing/connecting with you!

(your name)
Tip- don’t use the same message more than three times (change it a bit)
Upon the training, you will get a CVS file with Linkedin links from the
people who will be your colleagues (so send them and your
connections will grow faster)

1. How to do prospecting on LinkedIn

When doing prospecting on LinkedIn It is important to know the
metrics of your ICPs:
- Geography (EMEA, EU, Asia, USA, etc.)
- Industry (SaaS, Cybersecurity, Computer Software, etc.)
- Buyers personas in the company

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.

Option 2. Searching for prospects through groups or events:

a) Search for events:

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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’

here you search for the relevant buyer personas.

b) Groups - Go to the ‘search’ section and search for relevant groups

(pay attention to the industry your account is targeting)

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Send requests to join the groups and write a post:

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)

c) Depending on the solution your account offers another useful

way to search for ICP would be through jobs
Example: your account does outsourcing BDRs
Go to ‘search’ for business development representative and add filters
‘location’, ‘industry’ and ‘date posted’

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Use this research as part of your ‘opener’ during a cold

call/email/linkedin message.

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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assuming your comment is positive and contributing, will leave a

good impression on them, warming them up as a prospect.

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:

- Choose the correct microphone and camera you would like to

use.

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- On your picture/camera picture, you will see the three dots

‘option for resizing, which you will use during the recording.
- Click ‘Quick start recording’.
- Choose the option entire screen
- Click Share
- Please don’t record more than 2 minutes
- You can move the picture to different tabs, such as your LinkedIn
page, company website, etc. Be aware that any other tab will be
visible on the recording so use another browser.
- If you need to pause you have an option for that, too.
- When you are done with recording rename the video
PROSPECT’S FULL NAME_YOUR FIRST NAME _NAME OF THE PRODUCT
- After renaming the video, in the upper right corner click ‘copy
link’ then just paste it on your LinkedIn inbox or email and click
send.

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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- Keep the audio messages short and sweet,

3. Message potential prospects that have viewed

your profile
When checking your LinkedIn profile views, look for people that match your
ICP (ideal customer profile). Anyone who looks like a potential prospect, send
them a message like this:
“Hi Deril, thank you for taking a look at my profile today! I’d love to know if
more qualified meetings in your sales pipeline are something you are in need
of? Kind Regards, (your name)”

4. Use HUMOR to build trust, relationships and drive

engagement on LinkedIn
Humor is SUCH a powerful tool in sales and it’s the same with social selling.
Let your prospects and customers see that you’re a real person and give them
some entertainment that they can relate to. This could be in the form of
memes, GIFs, funny stories or short text posts, videos, etc. Just make sure it’s
relevant to your target audience.
Advice: use Gifs in your follow-up messages (the best would be the 4th
message)
Example:

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