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Speaker 2So we're going to talk about search filters. How do you save them? How does it work filters that you may not be using and how to use them. Then saving lists and accounts, how I have done it myself to book meetings, but how I'm pushing other enterprise AEs, SDRs, whatever role you're in and how to do this. And then I'm going to show you a process that you can take right after this and go execute. The first thing that we're going to talk about is the filters. We're going to go over three main filters. If you use them today, you should be able to book a meeting in the next 24 hours. Let's start off with one of my favorite filters, which is viewed your profile recently. Now, I don't know if y'all knew that this is an option. So our LinkedIn is the only platform as of right now that you can use to book a meeting. You should be able to book a meeting in the next 24 hours. And this is a huge indicator that this person probably has interest in whatever you said. If you sent them an email, cold called them, maybe you were mentioned in a conversation. This is a huge draw to get more engagement and also book the meeting. And so what I always do at the end of the week, and we'll go through process at the end. But at the end of the week, I say, hey, who's viewed my profile recently, right? And so once you do that, you're going to be able to book a meeting. And so once you do that, then you want to break down into a couple of categories. So one of the categories that I tell people to look at is current job titles. Let's just say it's COO, right? So what I would do is every single week, right? I want to see how many COOs are viewing my profile. So check this out. I can make this filter. And now, right, views your profile recently. I mean, this is for me. I have 26 people that have viewed my profile recently that are COOs. So now that's a really good indicator across the board of how it works. And then you can also as well add on multiple job functions. This is called a Boolean search. What we want to do here is if I do, I don't know, CIO or COO, what this does is it buckets all of the personas together. So now you see I have the COO and I also have other CIOs if they're there. But again, I don't target this persona, so I probably don't have a lot of CIOs. But you kind of get my point. So the very first thing I'm going to do is I'm going to go to my profile. The very first thing I want to show you all is this should be a weekly exercise for you. Okay, how many people are viewing my profile based on the target personas that I go after? Right? So that's like another route and another angle that you can go. And again, that's like the typical way of how I do it. But if you don't want certain job titles, you click this little button here. It's like, I don't honestly, I don't even know what this even is. It looks like a planet. We're going to call it the planet button because I don't know what it's called. For whatever job titles that you don't want. That's actually how you set that up. So that's an example as well. The next thing that I want to show you all, right, to book a meeting in the next 24 hours is following your company. The thing is, every single person should be leveraging this. These are all the people that currently follow your company. And now we can distill down. The reason that this is important is because they have made a step to click the button and follow your company. So imagine all the people right now in your ideal customer profile. That are not being reached out to that follow your company. So this is something I want y'all to all write down. This is actually the most important filter on SalesNav is posted on LinkedIn. Posted on LinkedIn. It shows you everyone who's posted on LinkedIn in the last 30 days. If someone has posted in the last 30 days, that means that they are more active on the platform. That means your conversion rate is typically going to be higher in terms of if you reach out to them outbound or just trying to reach out to them to get a connection request. So what I do like following your company, if you're over a thousand followers for your company. I would click this button, following your company, and then I would click posted on LinkedIn and then I would see who in your ICP is there. So this is when we use what we used earlier. I go out to sales leaders. So I'd put like enablement, I'd probably put CRO and I probably put VP of sales. And then what I can do is now I have all these people who follow the company. They posted in the last 30 days and they also are an enablement. You need to. You need to connect with every single person that is a C-suite or a VP of your persona that follows your company, even if you aren't going to prospect them. Why? Because how the platform works is you want more mutual connections to the people you're reaching out to. This is just psychology and this is just subconscious behavior. If someone sends me a connection request and they have 20 mutual connections, 50 mutual connections, I'm more likely to accept that than someone who has zero mutual connections. That means that you don't know any of my network and you're not going to be able to connect with me. You're probably not to be trusted. Just to be fair, right? So as salespeople, where we are continuously building our network, what we want to be able to do is find the people in that ecosystem to connect with. The higher mutual connections you have, the more acceptance rate you'll get on LinkedIn and the more acceptance rates you get on LinkedIn, the easier it is to send videos, voice notes and personalized messages. This is the way that it works. So if you want to start getting more of that and more conversions on LinkedIn, you want more pipeline creation, you want more pipeline development, then at the end of the day, you need to do something. So let's say, for example, I'm reaching out to Sarah. All right. So Sarah, I'm reaching out to you. You follow my company. So Sarah, I'd be like, Sarah, saw you follow our company page. What sparked the follow? You could say this or this is the one I prefer. Sarah, saw you follow our company page. What content sparks your interest? The goal is that you want to be able to spark these conversations so you can send them right as a message. You can do it as a connection request or as a direct message. You can also do it as an email if you wanted to as well. Every email message you send and get a reply, you get the credits back. So what I like to do to get my credits back is I send a message like this, right? If I send a message like this that says, hey, right, then we can do it as well. So another one that I really like is years in current company. How many all knew about this one? This one is actually a hidden gem to me. And I'm going to tell you why. So most people. What they'll do is the obvious one, right? Change jobs. But like, OK, change jobs in the past 90 days. And we all know this. If you reach out to someone who's just joined a company, everyone else is probably doing the same thing. But also a big piece of this as well. One month in the jobs change. Everyone reaches out. They haven't even gotten their email yet. Like they barely are getting their onboarding set. So this is actually not a good place to go. But like what I do now is I actually do this. I do less. Less than one year. If you're in a company less than one year, you're probably looking to still make an impact. But if you're over a certain amount of years, you just don't care anymore. You're pretty stagnant. So less than one year is a criteria that I can use to reach out and then I could use the same filters I've been doing. Right. I always recommend people to click posted on LinkedIn because that's the those are the people going to respond to your LinkedIn messages the most. Then I'm going to go through my same thing that I just did. Right. We're going to go through enablement and, you know, same thing, VP sales, whatever. Right. And now I would pick a company that I would want to go after. So especially if you're in the enterprise side, we'll just use we'll just use Amazon. Right. Good old Amazon here. So AWS. Okay, cool. So I got so this is good. It's actually pretty relevant. So this person has been at this company for a year. Cool. This person for five years or five months. These are people that I would want to reach out to because they're coming probably new into the role at Amazon and they want to make an impact. And they're probably looking at different products and services that they can implement. So. This is a good thing, especially if you're an enterprise seller. Don't know if we have a lot of enterprise sellers in the room. Probably do. This is this is what I would do every enterprise account that I currently have on my target list. This is the main filter that I have saved because I know that if I can get to these people, this will make it easier for me across the board. I've actually found that the blank connection request leads to more acceptance rates. But your headline has to be good. Right. If you just have SDR or a at your company that you're going to. Actually lose connection acceptance rates. You want to make sure that when you're doing this, that you have a really good headline in the person that you're reaching out to. That's going to increase your connection rate. And so the formula for that is you want to have like a value framework. So that basically is like, all right, like, what do you help the person actually do? The middle framework would be like maybe companies you've helped. And then at the end, you'd have like a call to action. But if you lead with like SDR, a the chances of you getting the response is low. Also, most people who get personalized messages, they end up actually just ignoring them. So your connection acceptance rate is pretty high. pretty low. So that's how I would actually go about that as well. Every single account that you go under, you should be looking at this one thing I'm going to show you. I don't know how many people even know about this one, but this one's crazy. So if you go to a company, you can see the distribution and headcount. For example, in the past year, they've increased their department headcount by 13%. So for example, if I were to reach out to this person, so I'd be like, all right, cool. I saw in the past year that you've grown your sales department by 13%. Typically, when we see that, that means that normally you're trying to upskill your reps on LinkedIn. I have a program where I walk them through on how to generate leads and also create content that leads to more high quality leads. How are you currently using, how are you currently doing your LinkedIn outbound today? The indicator of the less than one year gives you a contextual premise of what you actually need to do and what to get done. And then from there, I didn't do further research to figure out how to map that together. Because you don't just say, hey, I saw you in this company less than one year. I hear you're probably experimenting. I just use that as like an indicator to know it's the right person. Then I add another contextual point to that. So once you create these filters, how can you create a relevant and actual personalized message to somebody? Because that's what people are not getting. So if you send a mass message to people, you can do that, but that's what everyone is getting. And with AI, people are starting to trust messaging less and less. It's just the way that it is. So I would think about how can I take a relevant group of people and make more personalized and relevant messaging? Sure, to a degree, you can test mass messaging if you want, and there are tool and automations for that. And you can go explore those however you want to. But what I would do as well, I would just focus more on that of how do I make relevant messaging? How do I think of on the scalability as well? Can you actually track these things across the board? So you actually can. You can track when people follow your company if you do it as a safe search. So what I'm going to show you here is how to use safe searches. So you look at here, we click this filter, and then you. Put in function. I'm putting function just so you see a bigger sample size. But you would basically do the Boolean search. Then you're going to click save this search. Once you click to save the search, we're going to click into it. We're going to go here. I'm going to rename it to sales following your company. The reason I'm doing this is because of this right here, this green button. Now, I don't know if you've used this green button before, but the thing about this is that when you save a search, every new person that fits in the criteria of this search will now appear here. All the new results follow in this new category. So all the new results are already here. I don't have to recreate and re-event the wheel. That is the way on how you leverage safe searches and how you can get the most out of it across the board. The next thing is, right, is how do you track all this stuff? This is my number one lead list that I'm going to show you all. Close one opportunities. Go through every single person that you work with in a deal for how long you've been in this sales role. I don't know how long you've been in this sales role, but for however long. And put every single person inside of a lead list. Every single person. If you do this, you actually would not have to do any net new cold prospecting for the rest of your career, to be fair. You probably wouldn't even have to do it. Because if you put everyone in there that you worked with and they liked you, now we're just playing a referral game. We're playing a game where they change jobs. And I'm going to show you here. So this is just showing you in real time. This is what I do for the coaching services I have for LinkedIn. I have tracked every person that I've worked with, and I'm still adding people that I've missed. Now, why is this important? Yes, you can go pull up your CRM and do this manually. You could, but there's no point in doing that because check it out. I already know when people change jobs. I don't even need to check. It's already done for me. Basically here, right? You want to use these safe searches to do this right now. This is the first thing that I'm going to do. So I'm going to click here, and then I'm going to click here. I'm going to click here, and then I'm going to click here, and then I'm going to click here. I'm going to click here, and then I'm going to click here. I can see people that have followed the company as well. Everything is in this list. The key is, is that you want to send this typically through LinkedIn as the message. So it's easy for them to click and find these people. But you can also send this as an email as well. So really just depends on how you want to go about it. But this is the case. This is literally what I said. Now, why? The thing is, people love to do favors. So that's why I always start off with favor. Now, I've just put a name, but you could put X, Y, Z. I typically do three people max. Don't go over three people. It's too confusing. Three people. Then you want to mention why those people. This is important. Don't just be like, hey, these three people, whatever. You need to mention the three people and why those three people. They may not know these three people on LinkedIn. We know it. You've asked for referrals. I'm like, I don't know this person that well. But I say, if not, who are two or three people like either the original person I'm doing the intro to, but more importantly, who are two or three people like you that I should be connected with? So what you're doing is for the person that you're talking to, you've already worked with them and they were successful. Now we're going to say, who are two or three people like you that I should be connected with? But that's the way that you can build that list, right? And you can get the most out of it across the board. What I also like is job openings. I like seeing job openings. If they're increasing their job openings, then that's another signal for a lot of people in this room. And you can also base it by functions and departments. You actually can remove certain functions and departments if you want to as well. So if you didn't know this feature existed, this is my favorite thing to do inside of SalesNow. Once you build the filters, you don't have to do anything besides respond to them practically. I appreciate y'all. Hope you have a blessed day and I'll see y'all maybe hopefully in the next one. If not, have a blessed week.
Speaker 1This has been a production of SalesNow.com, and I'll see you next time. Handling, creating, qualifying, and converting pipeline across every channel. If you are still using stale triggers like congrats on the funding, you're getting blended in with everybody else. The best use unique signals, exact LinkedIn posts, negative product reviews, podcast appearances, and use those as their trigger. And we built a growth playbook with our friends at 11x breaking this stuff down. You can get it for free at 11x.ai backslash 30MPC or grab it in the show notes.
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