1. Kicking it Off
We have a few things to cover before we get started. Everyone is coming from a different place and has a different make up of their profiles and networks.
Maybe you already have Sales Navigator, maybe not. Either way, you will need it ($80/mo). We will help you provision Sales Navigator if you are not currently a subscriber.
Before your first coaching call, we will have adjusted your LinkedIn settings and made minor adjustments to your profile.
- Profile updates
- LinkedIn.com settings, defaults
2. What is most important in LinkedIn.com
There are shiny objects everywhere and they can really slow you down. We focus on what matters most, starting with LinkedIn.com.
- Tour of important LinkedIn.com places
- Advanced searching with LinkedIn.com
- Evaluating a LinkedIn profile, company page
- Inviting and messaging
- LinkedIn Inbox basics
3. What you get by adding Sales Navigator
Sales Navigator introduces a tremendous new set of capabilities. We teach them in layers and focus on the most important.
- Tour of important Sales Navigator places
- Advanced searching with Sales Navigator’s 29 filters
- Sales Navigator Leads, Accounts and Tags
- Segmenting and systemizing searches
- Evaluating a LinkedIn profile on Sales Navigator
- Evaluating a Company page on Sales Navigator
- Basics of inviting, messaging
- Working with 2 inboxes
4. LinkedIn Campaigns Explained
LinkedIn campaigns introduce systemization, automation and integration and mesh them with Sales Navigator’s heavy duty searching and engagement capabilities.
- Campaigns definition
- Types of campaigns
- Invitation-message campaigns
- Message-based campaigns
- Visiting campaigns
- Endorsing campaigns
- Campaign targeting
5. Campaign Messages and Content
When reaching out to people, you need messages that moves the reader to action or builds you as a thought leader/expert in your industry. This becomes more effective when you combine messaging with other content like articles and posts.
We get you started writing messages and creating content with templates. You may consider getting professional writing help if don’t feel skilled enough.
Messages to write
- Starter templates are provided, edited by you
- Connection Requests, 1 per campaign
- Welcome messages, 1 per campaign
- Content messages, perhaps 3-10 per campaign
- Common replies to responders, perhaps 3-6 per campaign
Content to develop, plans and training
- LinkedIn Articles
- Web site blog posts
- LinkedIn posts
Merging Campaigns, Messages and Content
- Use articles and posts in Campaigns
- Messages refer to the articles, posts
- Direct people there with links
6. Campaign Target Lists
There are many ways to filter LinkedIn and Sales Navigator and the end result is usually a LIST. Some lists are very common and everyone will use them, others might be unique to you.
Sales Navigator lists
- Saved Leads, Recommended Leads, Saved Searches, Advanced People Searches, Tagged Lists, Employees of a Company, Company Page Followers, recently posted or changed jobs, belong to a LinkedIn group, Common Employers (current, past, both)
- People that Like a Post or Comment on a Post (yours or someone else’s), People that Viewed Your Profile, Connections of a Connection (influencer, competitor), Shared/Common Connections, Recently Added Connections, College Alumni
- You might have lists of people of companies you wish to target
- Search or them individually, Save to Lead List and/or Add Tag
7. Campaign Operations
Search for campaign targets
- Unique to each campaign
- Carefully manage the included and excluded targets
- Searches lead to lists
Work with Lists
- Save leads, accounts, add tags
- Create, scrub, manage target lists
- People search list, tagged lists, Saved Lead lists
- Company lists, employee lists, Saved Account lists
- Segment and systemize target lists
Work with messages
- Connection Requests, Messages
- Replies to responders
Work with sending operations
- Send connection requests and messages
- Follow up with responders
- Use folders, files, docs, sheets, systems
8. Where Automation Tools Can Help.
Whether it’s you, an assistant o even a vendor, there are many actions that are undertaken that are very repetitive, where a person adds no value and actually makes it more difficult.
- Sending connection requests and messages
- Sequencing the sending operations
- Throttling the rates and schedule of sending
- Singling out campaign responses from crowded inboxes
- Gathering LinkedIn connection contact data for CRM, email
- What LinkedIn and the marketplace think about automation tools
9. Who Does What and How
Once the duties have been presented, the best actions have been selected and lined up just right, it comes down to WHO will do these actions and HOW. In many cases, it’s a mix.
- You – the “Do It Yourselfer”
- An existing assistant or helper
- A new assistant, perhaps virtual
- A vendor or outside service
- A combination
10. Automation Tool Architectures
LinkedIn generally automation tools fall into one of two categories – cloud-based and browser-based.It’s important to understand the difference.
- Browser-based LinkedIn automation tools
- Cloud-based LinkedIn automation tools
- Which tool is right for you
- Provisioning of a Campaign Automation Tool
- Automation tool training
- Auto Text Expander Tool for replies – provisioning and training
- Data gathering, downloading as a CSV
- Direct data feeds from LinkedIn to Google, CRM
11. Special Topics
Everyone has something that is unique about themselves and what they want to accomplish. Here are some examples of other topics that might be covered.
- Working with an in-house assistant or existing virtual assistant
- Finding a Virtual Assistant and working with them
- Dressing up a team – profiles, company page
- How to train up the team – training, online, lunch and learn
- Content posting (vs: messaging)
- Manual posting on LinkedIn (from home page)
- Automating posting on LinkedIn and elsewhere