LinkedIn Sales Navigator: A Beginner's Guide to B2B Lead Generation

[00:00:00]did you know you could bypass all of linkedin's messaging limits get LinkedIn sales navigator for free and you can automate the entire thing LinkedIn is the largest B2B database in the entire world and if you can Master this tool you're going to keep your sales pipeline forever and in this video I'm going to put together the most comprehensive course for beginners in 2024 with all of the new stuff that sales Navigator has to offer I'm only going to walk you through the most important parts and the things that I use in my business that generates almost $10 million per year in Revenue now feel free to use the timestamps jump around and come back to this video as you're implementing these things so that you can quickly find the information that you need all right like any other platform the first thing you're going to have to do is sign up and the good news is you can do this in any country now assuming you've gotten that out of the way let's get into the profile section here's my profile and here is how I optimized it I'm going to show you some really cool things here that you probably didn't know such as how to get this verification badge in 2 minutes and how to use this pronoun space for extra marketing we're going to hijack the pronoun space Now setting up your profile yes can be boring but is the most important thing that you can do if you're going to generate leads on LinkedIn and use the platform properly so I'm going to show you quickly how to optimize it we won't spend too much time here let's go ahead into the edit section and show you what we can actually control so your name obviously and then here where it says enter custom pronouns most social media platforms will restrict you to he she they them LinkedIn does not so in this pronoun section which everybody is going to see when you message them you can actually use this for marketing space so tell them what you do who you serve that way when they see a message from J Feldman they also see lead genj or lead generation expert or whatever you want to put there your headline is typically the second thing people will see so make sure that it's concise make sure that it gives them a good idea of what you do and who you serve so you're going to want your profile to be filled out as completely as possible now your position is going to be something required by LinkedIn so make sure to have that make sure to have an industry filled out really take your time to go through these and fill out and complete as much as you possibly can some new features they've added are custom button now I don't have one here but you can add one such as buy now or learn more so you go ahead and configure a custom button but you will need to be a premium business member in order to do this okay the next thing that you're going to want to edit is your About Me section so not a lot of people do come in here but if they're interested in working with you they will come into your about and read what you have written so take your time crafting a nice about me when people are searching too it also uses some of the keywords in this about me to do the search so take your time fill this out uh you have 2600 characters to write here so I recommend you use most of them you'll also put your main skills here so me entrepreneurship B2B marketing lead generation Mark your skill so that people can endorse you for them later all right another important thing to note is activity so people are going to want to make sure that you have an active LinkedIn account they'll even use this in their filter on whether or not they want want to engage with you so make sure that you're actively posting now one secret that I'm about to show you is that I haven't actually posted any of these things that you're seeing all of this is automated LinkedIn has very Advanced zapier connections if you're not familiar with zapier they integrate the entire internet so you can use chat GPT to post on LinkedIn every day you can take your blog post through zapier and post that on LinkedIn all of these things are through that zapier integration if you're interested in learning more about that advanced integration please follow my channel and I'll link the video to how to create that advanced integration down below now I also promised that I'd show you how to get this verification badge on LinkedIn in 2 minutes I actually created a dedicated video for that and how to do it in under 2 minutes so I'm going to link that down below as well so you can watch that and I can spend your time here learning about how to use LinkedIn and Linkedin sales Navigator but definitely watch that video having that verification badge will serve you very well as you're doing your Outreach and your lead generation it builds in instant trust and credibility all right so now that you've got your profile set up you've got your verification badge you've got your pronouns set up you've got your images let's actually sign up for LinkedIn sales Navigator now the reason you're going to want to sign up for sales Navigator is to access their more advanced features LinkedIn is the biggest B2B database on Earth but you can't search through it unless you have sales Navigator sales navigator also lets you contact those people even if you're not connected with them so here's the sales Navigator sales page almost everybody is going to want to join this core sales Navigator program Advanced is more for teams Advanced plus I don't know a single person that has this so coming into sales Navigator here's what it has to offer here's the difference you have inails an inmail is a message that you can send to somebody when you're not connected with them you're able to do Advanced lead and Company searches which I'm about to show you I'll show you how to set alerts on your save leads or accounts and create custom lists now I'm also going to be showing you all those other things I promised how to bypass those messaging limits how to scrap link l in and automate the entire thing all right now here's how much LinkedIn sales Navigator costs and I'm going to show you how to get two months for free in just a second here so $99 per month is not cheap for a lot of people now you can save a few bucks by switching to annual billing but I as you can see am on this 99.9 plan and most people will be this will give you access to everything that you're going to need as long as you're not doing recruiting or really advanced stuff with CRM Integrations if you are doing those things and you're a more advanced user then please refer to other videos this one is for beginners now here is how to hack that free trial and get 2 months free of LinkedIn sales Navigator now you will need to know somebody else with LinkedIn sales Navigator and that's easy for most people so here's what you're going to do you're going to have them go into their sales Navigator account here's what that looks like click on their icon in the top right go to referrals now your connections will get a two-month free trial when they join with your link and each person gets 10 referrals so you can do this with a group of friends and continue to refer and refer and get 2 months for free each now you do need to be connected with that person but that's easy and then you're just going to select them and it will send them that link to sign up for 2 months now if you want the two months free and you don't know any friends that will do this I will do this for you I'm going to do this for five people in the comments all you have to do is drop a comment with your name and why you think you should get this referral and I will send that referral to you all right now let's jump into to the LinkedIn sales Navigator program and show you your way around this new platform that you have access to I'll also be jumping back into the regular LinkedIn to show you some hacks there to bypass some of the stuff in sales Navigator all right so let's walk through the top bar the dashboard you've got your home you've got your accounts you've got your leads and you've got your messaging and as you can see mine is a little bit blank and I'm going to show you why in just a second some of this stuff is going to blow your mind I guarantee it all right so let's come into home and it's really just going to show you your alerts your bookmark alerts I think these are template alerts cuz I don't really use this feature so much but anyways let's come into the most impactful part of sales navigation Ator they're lead filters so this is what most people are going to use it for and I'm going to show you how to become a power user in 5 minutes so we're searching for people in this case because we want to reach out to people you can also search for accounts which are companies or organizations but for the purpose of this video and 95% of you we're going to click on lead filters now this is where you can hyper Target the exact person that you want to reach if you're selling B2B services or products or software you need to reach out to the right person at the right organiz ganization in order to send them a targeted message and sell your thing successfully now in order to Target that right person you need to use these filters smart so some of the filters that I generally use are company headcount now typically when you're selling B2B you're selling something that solves a pain point and companies at different sizes have different pain points and it will also determine who you're reaching out to so for example if I want to sell to a business owner or founder I'm going to have a much easier time reaching them if I'm only going by company headcount 1 to 10 maybe 11 to 50 once I start getting into the 200 plus employee range the chances of that founder or owner getting my LinkedIn message and responding to it get smaller and smaller that's the reason I like to use this company headcount so let's go ahead and Select 1 to 10 now company type is very interesting especially if you sell to nonprofits public companies or educational institutions I don't use this so much because we sell to pretty much everybody but definitely something that you can consider using based on your product location is super important so you can either use the company's headquarters location or that person's location which is going to be in Personnel geography I personally like to set the geography to United States of the person not the company now there's a few different ways to filter by rooll I would choose one of them so function is what department of the company that they're in so if they're in finance or sales you can Target that entire department however I don't typically like to use this I typically like to use job title and within job title you're going to have to add a bunch of different variations such as owner CEO founder co-founder co-owner president all of these different variations are the top dog the decision maker but sometimes a Founder might not go by founder on LinkedIn they might identify as owner or CEO so it's important to add all of these job titles to this filter so that you hit everybody another option here is seniority level this isn't something that I use very often if I do it's typically cxo which means you're targeting the entire SE Suite some other options that are pretty cool years in current company so if it's less than one year you can Target somebody who's brand new that person might be ready to Shake It Up add a new service buy this new thing someone more than 10 years as a CEO or business owner might be someone good to Target if you're looking to acquire a company or sell somebody older and more established something and you can do that same thing with current position all right personal filters this is the bread and but this is where you should spend most of your time so industry is super important I'm almost always filtering by industry and Linkedin has a ton of options so it's important to note that the option that you choose might have more than one variation so for example say I'm selling to marketing agencies marketing Services let's type in agency so what else falls under marketing graphic design maybe website so it's just a good practice to go through these different Industries maybe even take some time and scroll through them uh look at it systems installation it systems and training it systems in operations So based on the industry that you're targeting you might want to select more than one profile language it's good to just cover your bases and select the language that you're actually targeting groups school years of experience not as important not used as frequently by me but I'm sure you can get creative and use them so LinkedIn recently added this this is buyer intent so you can kind of guess that if somebody's following your company if they're viewing your profile then they might be interested in what it is that you do and what it is that you sell especially if your profile is optimized correctly Maybe they're trying to sell you something but it's worth a shot to click on these buyer intents see who's in here and Target those people with a message reach out to them some other recent updates that LinkedIn added was these recent updates tab so if somebody changed jobs now you can hit them with a specific message if they posted on LinkedIn meaning they're active you can hit them with a specific message if they're mentioned in the news such as me for a PR agency we can send them a message and do Outreach for them and under workflow I'm going to show you what these are in just a second so Persona is a Persona that you design in LinkedIn I'll show you how to do that in just a minute here all right so then you have the option to filter by lists so account lists and Lead list what is a list let me go with select 25 and save to a list now they are in a list now I can filter by that list either excluding people who are in it or adding people who are in it now people in CRM this is only available to more advanced plans on LinkedIn I don't know anybody who actually uses this you can also filter by people who you've interacted with on LinkedIn so this can be really helpful if you want to scrape emails of people who are interacting with you viewing your profile messaging you can filter that here all right so now that I've gone through all of the filtering options let me show you something really cool that you can do now that you have sales Navigator so you've got all of these people 25,000 of them filtered these are the exact people you want to reach out to now you should save this search in addition to saving them to your list you should save this search now to save this search you see this little icon save search to get notified of new results I'm going to go ahead and click that on as yes so now my search has been saved I'm going to manage save searches here and I can rename it here this is the one that I've just saved it's got all of my parameters here you can either rename that or keep it as is now I promised I'd show you what personas are let me go ahead and show you what that is so in the top right you'll see personas popping up now these are personas that I've created but to create a Persona I'm going to go ahead and create a new one so let's say marketing owner a Persona basically follows criteria that you set so that at any point you can come in and filter just by your persona you can have it show you people by your persona or recommend People based on your persona so this is a good thing to set up if you do have a specific type of person that you want to sell to or that you sell to so I'm going to set marketing owner current job title owner geography United States boom now I've got a Persona now it will recommend people to me that I can potentially Target and sell things too all right so this by far is the most important thing about sales navigator to learn how to understand learn how to think about filtering the right leads so that you can contact them now contacting them I'm going to show you how to do in just a second I'm going to show you what the limits are and how to bypass them and the best ways to approach contacting these people now just finishing up with this dashboard we've got accounts these are organizations or companies that you save we've got leads uh these are all of the leads that you're saving here are my my lists and my recommended leads based on my Persona the LinkedIn sales Navigator messaging and the LinkedIn regular messaging are actually two separate things the sales Navigator messaging allows you to send inails to people inails are messages that you can send to people who you're not connected to as opposed to regular LinkedIn messaging where first you have to connect with somebody and then you can send them a message with inmail you get a certain amount of credits each month to send somebody a message directly so if you're using LinkedIn as your primary form of Outreach this is a really great way to do it now you're still very limited I have 100 available inmails right now that is nothing when I'm talking about messaging limits 100 inails will maybe get me one to five responses that is not enough messages to make it Dent so I'm going to show you how to scale that up and get enough messages out there to actually start generating leads on LinkedIn all right so let's talk about messaging limits and what you can and can't do with LinkedIn so this is an article documenting the most recent updates and limits from LinkedIn so connection requests you can send 100 to 200 a week that's about 30 per day of connection requests that's not even messaging connection request is like one to two sentences tops it's not enough to really get your information across to them and they have to accept that connection request before you can send them a real message so classic messages this is messages to people who you are connected with you can do about 150 a day which is solid uh if you can get 150 messages out a day that's awesome the problem is you're already connected with these people so you're not going to message them over and over again in mails a th000 a day but you have to pay for them so obviously this is not free this is a very expensive way to do Outreach and 50 a month is just not enough now LinkedIn will also limit the amount of profile views you can do 80 a day as a regular user a th000 a day as a sales Navigator user I'm going to show you how to bypass all of that stuff uh but I just want to show you how bad their limits actually are if you don't learn what I'm about to teach you it's basically useless as an Outreach tool unless you learn the things that I'm about to go over so you're going to get so much value out of this and if you already have gotten some value I'd love a thumbs up you'll get more videos recommended like this on your channel and that way you'll make a lot more money so go ahead and like this video And subscribe already if you're not before I walk you through some of these hacks a lot of people get stuck on what to actually say when you're connecting with somebody and what to say when you're emailing somebody and one of my superpowers is cold email so I know how to get somebody's attention I know how to initiate that conversation so I'm going to give you some quick tips right now for initiating that conversation all right so let's go back into my LinkedIn home let's go into my saved searches I'm going to pull up that one that I was just doing and here we go Jonathan bolo say I want to message this guy so I'm going to click on his file and now I have the option to send a message because I get that 100 inails so I can use it right now and here's what I would say to him so Jonathan is the founding partner at a private Equity Firm so private Equity they acquire businesses so they probably need a cold outbound machine to reach out to businesses that need to be acquired so subject line all right acquisition leads for you private Equity uh he I sell lead generation so there we go acquisition leads for you if you can say their name in a way that's not spelled on their LinkedIn so if I said hey Jonathan that's just like any other variable that somebody was inserting automatically hey J on the other hand is a variation of Jonathan so they'll think that I actually took the time to write this message personally all right so here's the message I'm Le genen Jen I'd love to help you build a cold outbound lead genen machine for your PE firm again I said PE instead of private Equity because it's a variation it'll make it seem more personal do you currently do cold email Outreach so I like to either leave this open-ended uh all they have to say is yes or no or interested and that leaves me open to go in for a second message the other option here would be to drop a lead magnet if not here's a list of leads for you and then I would drop a link and send that message uh but for this sake I'm not going to do that I'm going to go ahead and send that inmail so this was sent as an inmail message so out of those 100 credits this one is being used now alternatively if I didn't have those messages I could come into His LinkedIn profile and now that I'm in his LinkedIn profile I can actually try to connect with him now if you're connecting you want to send with a note so so I'm going to add a note here and this will increase my chances of actually getting through to him now I only have 300 characters here this is not a lot of characters so I have to be really tactical with what I say to Andy all right short sweet to the point hey Andy Le genj here I buil cold email machines for marketing agencies are you currently doing cold email for lead genen with this example I went straight to the point I build cold email machines for marketing agencies are you currently doing C Emil for lead gen you can then offer them a lead magnet right there in the connection request so experiment with some of these different variations but now that's one out of 200 that I can do for the week and that's a lot of manual work I'm going to show you how to bypass all of that manual work in some upcoming steps okay now when I came to Andy's profile I'm going to show you something really cool here you saw that I didn't have an option to send him a message and I'll prove that just by doing one more here let's come to Kevin view profile I don't have an option to send him a message because I'm not connected with him I have to connect first if I'm messaging him here it's an inmail message this is not a free message so if I want to send someone like this a message here's what I have to do this is a secret to bypassing the messaging limits that works right now it works in 2024 if LinkedIn gets rid of this because of this video I'm sorry guys all right so here's what you have to do one of the most powerful things LinkedIn offers is their groups functionality they also have an events functionality but groups really works much better there's these giant groups such as Social Media Marketing Group by connect iio and you can come into these groups join them instantly and now check this out here's all of the members that are exist in this group a lot of them are interested in social media marketing you can click show all and now I can message all of these people directly for free but now I can do 150 messages per day from this group as you can see I can just go down this list see what people do CEO robotics oops this guy Lyn Miller's a multi-million dollar producer I can send him a regular message not an in mail message Michael Rodney director of talent acquisition I can send him a regular message and I can do 150 of these per day but still a lot of manual work but we've bypassed those limits now we can message anybody and you can do the same thing with events let's type in a subject or a topic that your ideal customer is likely a part of so whether groups events so I typed in agency owners and I'm going to go into groups marketing agency owner sales network 135 members all right let's try marketing sometimes you got to get a little bit creative we've got 5,000 attendees in this generative Ai and business event so let's attend this event once I click attend I can now come into all of these attendees and send a lot of them direct messages even though I'm not connected to them very very cool stuff nobody is teaching this I hope you find this valuable now let's show you how to automate a lot of this take a lot of the work off of your plate because going person by person clicking that message button coming up with a personalized message takes a lot of time so here is how I use LinkedIn to generate leads now you may have noticed this little hovering icon in the top right here this is scrup this is one of many LinkedIn scraping services that I use now if you're interested in scrub The $99 plan is the best you get 100,000 extraction credits and this will allow you to scrape leads from LinkedIn let me show you how that works so I'm going to come in here I'm going to select these 25 leads I'm going to click scrup export I'm going to go ahead and add them to an existing list now I'm going to go ahead and name the list test number of items to take there is a cap at 2500 which is a lot of leads still I'm just going to say 25 page to start from one uh here's my existing email credits now you can enrich them after scraping which will add a lot of good data points you can only get verified emails which will save you a step of validating each email and you can get a CSV after scraping I'm going to go ahead and run this export now and start the scraping process now if you don't want to pay a monthly fee for a LinkedIn scraping tool then there are other options come into appsumo type in LinkedIn scrape or LinkedIn scraper and you'll see a lot of these different tools that are in here for a lifetime fee so this one canbox for example $49 one time and you get access to this tool for life with monthly credits that will renew there's a lot of other tools listed here as well all right so I went ahead and exported that data let's go ahead and download that file and show you how the data is presented to me if you're doing cold email Outreach a LinkedIn scraping tool is going to make your life a lot easier so now I've got all of these emails verified all of these people their full names their LinkedIn accounts but what's really cool here is all of the additional information that I get such as company description so if I want to run a chat GPT algorithm to personalize an email for them I have all of that information I have their position their education so I can use chat GPT to do a lot of really cool stuff with this data now if you're wondering how I C email how I send those emails out to them I use a tool called instantly. a and I'm going to be putting all of these tools down in the description but this allows me to send automated sequences of emails to all of these people and I can add AI prompts automatically it's a really powerful tool and if you're interested in learning more about it I've got a full tutorial on my channel where you can go and learn all about cold email and how to actually contact all these people that you scrape from LinkedIn all right last but not least I just want to touch briefly on how to auto at this entire thing so there's a lot of LinkedIn automation tools but the ones that work really well are the ones that allow you to send messages through groups and through events that way you can bypass those limits and do 150 messages per day per account and the only way to do that is with tools like meat Alfred so there's a couple tools on the market that allow you to do it meat Alfred is the most affordable and the most userfriendly so I'm not going to spend too much time on this video showing you how to set up and operate meat Alfred there is a video that I made dedicated to that that I Rec recommend that you watch if you're interested in doing this so This does run about $90 per month you're going to need that business plan if you want to do what I was telling you about and you can also do multi- Channel automation here so Omni Channel works really well imagine you send a message on LinkedIn you can immediately send that same person an email saying hey just sent you a message on LinkedIn would love to chat and reiterate that message so about $89 per month allows you to get 150 messages per day out automatically definitely something I recommend that you check out and watch my video on how to use meat Alfred all right guys that is all for this LinkedIn tutorial I hope it was helpful is there something I didn't cover that you would like me to please drop it in the comments and I'm also going to link all of those tools that I mentioned and all those videos that I mentioned down in the description hope this was helpful and I'll see you soon