4 Quick Steps to Finding and Contacting Targeted Leads

Account-Based Targeting

Creating a lead list using LinkedIn Sales Navigator can be a great help when targeting leads based on accounts you’d like to acquire. Whether it’s small, local bakeries or Deloitte-sized companies, you can determine exactly what your list will look like. With that list, you can then identify functions within those companies to reach out to.

You’ll be able to do great sales segmentation and target companies based on hundreds of combinations of criteria. For example:

• Grew a certain department by a specific amount (ie. 50%)
• Number of people in a specific department
• How often their leadership has changed over a chosen period of time
• Fortune 50 companies in Europe
• Many, many more…

No matter the goal, you’ll be able to find a great deal of information on this tool to help you contact people in certain companies. This will allow you to be very specific in your sales copy and create numerous different lists to help you customize every connection message as much as possible.

Function-Based Targeting

If you’re interested in speaking with specific functions within a company, you can search for individuals with the desired job title, who work for companies in a specific region or industry, for example. In a similar way to account-based targeting on LinkedIn, you can identify individuals in any company just as easily.

Create a search for IT managers who use Drupal 7, CMOs who are in marketing LinkedIn groups, or HR managers who posted about a specific keyword like ZipRecruiter. Whatever you’re looking for, the Sales Navigator filters have it all.

The best part about using this tool is that you can customize it to exactly who you’re looking to contact because personalization is key. Knowing who and why you want to speak with someone is going to be the reason they respond at all. Have a set goal in mind, just remember that people like buying, not being sold to. 

Step 1: Use LinkedIn Sales Navigator to Target Leads 

Start by creating a list based on your most successful clientele using LinkedIn Sales Navigator. Base your search criteria on those you would most like to be in contact with.

For example, if you’d like to reach out to all Innovation managers in the US and Europe, you can fill in your desired search for better-targeted leads. You can include a lot of details for your search including:

• Location
• Industry
• Job Title
• Seniority Level
• Company Size
• Groups they’re in
• Many more

You can then take your curated list and ensure that it only contains people in similar situations within the list you create. This way, when you contact them you’ll be able to automate the messaging as much as possible. 

For example, you want to contact this list of innovation managers so perhaps you ensure they are all 2nd connections. Now when you reach out, you can include in your messaging that you have mutual connections and would like to learn more about them and what they do.

Step 2: Connect to LaGrowthMachine 

Now that you have your list of people you’d like to contact, you can utilize LaGrowthMachine (LGM) – a system that’s built for easy, automated outreach. It takes just a few moments to connect your accounts to contact your leads from the identities tab. You can see your entire team’s stats from here as well:

Once your accounts are connected, you can import your lead list directly from Sales Navigator and import them into your LGM system in the leads tab. Via the audiences and filters, you’ll be able to create and view all of your saved lists. You can now view your new lead list ready for you to contact!

Step 3: Target Your Leads by Filtering 

Once you import the leads you generated using LinkedIn into your LGM account, you’ll have your lead list ready to be contacted. You can send a specific campaign that will speak to exactly the people you want when you want.

This list can now be contacted in many different ways, now that it is in your LGM account. If you have created a strategy on LinkedIn as to who you will contact and why. This is the time to start enacting it. You’ll be able to identify those you want to reach out to – starting with ‘enriching’ their profile in your account much more easily (more on how next).

Step 4: Use This Sequence to Enrich Your Leads 

With your targeted lead list ready, you can now set up your LaGrowthMachine account to run a campaign to “View and Enrich” your leads’ information. This campaign will visit their profiles and pull any public information into your LGM database.

What this means is that now each time you want to contact that list of people, you will have all of their contact information in one place. With this information on hand, you can then set up any other campaigns you’d like in order to stay in touch with them.

Be strategic. Make real connections!

This process is your first step to creating better, more targeted, more connected leads that will work with you instead of around or against you. Ensure that you’re setting yourself up for success by staying actively engaged with these people. This also means if your list is too large, you’ll want to consider reducing the search criteria.