Okay, so I wanted to show you guys a couple of LinkedIn in prospecting methods, we will say tricks. And this will help you guys who are using LinkedIn or even if you're not, there are going to be specific times that it will be helpful. So here we are in my LinkedIn account. And I wanted to show you first an example from this person here, Jonathan Gad, Lee or Dhoni Blanca. So he reached out to me out of the blue, I don't know who he is, but if you see here, he reached out because he has an event and he wanted me to attend it. And so he didn't reach out initially, with any sort of sales pitch or anything like He was actually offering me something that I was actually would have been interested in had I had been in Seattle.

So, um, you know, my immediate thought when I saw this was, Oh, this looks interesting. I can't go. But I really appreciate that this person is sending me something that I might be interested in participating in server back and I said, you know, thanks. I wouldn't say I'm in blockchain. I appreciate the invite. It's too short to make it to Seattle.

Good luck, you know, and, you know, then he kind of just struck up a quick normal conversation here with me. And of course, you know, also offered to grab coffee. I didn't reply to that. But then here, he also offered me some additional tickets. So I, you know, didn't say no, I'm not interested. I didn't say go away.

You know, he's continued to offer me tickets to this event. I haven't been in Seattle, so I haven't attended but if I were in Seattle, I would probably go and then would be an opportunity for him to, you know, connect with me We could talk then, you know, maybe if it made sense for us to have coffee, then I would go to coffee. So this is the kind of the purpose of using LinkedIn, I find it's, it's better if you have a reason or if you can create a reason to connect rather than just say, Hey, what's up I stumbled across profile you look totally awesome. I mean that can be done but it's it doesn't go over as well as if you can reach out and offer value. So for those of you who might have an event, whether it's offline or online, inviting people to attend even if they're not in town is a great thing to do.

You can just say hey, you know, I know you don't live in you know our town, but if you happen to be here, if you know anyone I wanted to invite you to this, feel free to share the tickets. And but even better if you can have something Maybe for them to have such as you know, we're going to record the sessions or, or something like that. Another way you can use LinkedIn in this way is to reach out and let someone know you'll be in town. It's always very intriguing when someone come coming from out of town wants to meet you. Have you ever noticed that? I've noticed when people aren't saying, Hey, I'm flying into Portland for the week?

I, you know, I've been doing some research on some people. I'd love to connect with you. I almost feel flattered. I'm like, oh, of all of you will they could meet with they want to meet me. Okay, sure. Let's get coffee.

So that is another way that you can use LinkedIn is when you are going to a conference where you're flying into town, maybe you're even just going on vacation and you want to do a little bit of networking, take a small deduction on that plane ticket and whatnot, whatever that might be. So, um, if you want to connect with someone directly, so let's say I wanted to connect with this Jonathan person, so I've clicked on his profile. Rather than just say await, except this is not a good person for me to let me find somebody who I haven't connected with this person who's this? Oh, apparently I know who to. Okay. Jane Hall.

I have no idea who Jane is. Okay, so let's say I was in healthcare and I wanted to connect with Jane. So rather than just click on, you know, send her an invitation, I would click I would cook I would click with this because you want to customize the invitation. So you would click add a note. And then you would make sure it says something like, hey, Jane. I stumbled or you know, I'm coming to your neck of the woods at the beginning of next month.

I've been doing You know, my homework on great people to connect with while I'm in San Diego if you're free the week of the 11th, you know, I'd love to bring you a coffee. And someone that, you know, oftentimes when if, if people are really busy, like if they're like, if I think that they're an executive, I'll offer to bring them coffee because then they don't have to leave their office. If I want to meet with them. I'm going to make it as easy as possible. So I'll be like, I love to bring you a latte. I can swing by your office, you know, whatever that might be.

And then you know, just say, like, warmly. Oh, Jennifer, you supply that, you know, so I'm not gonna actually send this I'm gonna hit cancel. But you get the idea. You send something very I'm just nice. Just be cool. Don't be like, Hello, Mrs. Hong.

You know And so then wait a couple of days and see if she accepts your request. She'll either accept it or she'll accept it and write back and say, you know, hey, Genevieve so thanks. So great to hear from you. Thanks for reaching out, you know, I've got time that Tuesday, let's get lunch, you know, she and but if she doesn't, you can follow up and say something like, thanks for accepting my friend request. I am looking forward to getting to know you a little bit. You know, I fly in town this day, and then you could suggest a time how's Tuesday 3pm?

Something along those lines. Does that make sense? So similar to how you send your emails directly outbound from your email account, I would send a couple follow ups on LinkedIn and I would use a little spreadsheet just to keep track. So if LinkedIn is going to be a major kind of hub for you to be doing prospecting, then I would make sure you carve out 20 minutes a day to reach out connect with people on LinkedIn, send your messages and send your follow ups. So if you guys need help or have questions about how to write your messages, or how you might be using LinkedIn as a strategy that we haven't already covered, please don't hesitate to reach out to me or one of us to get you started. Of course, like we said earlier in this recording, if you do not have a thing to offer, you can still do do LinkedIn.

But I highly encourage that you come to people with something of true value for them versus just asking for their time. So that is with LinkedIn. And so I'm actually before we wrap up, so I want to show you guys how to use a LinkedIn tool called LinkedIn Sales Navigator to actually find emails. So okay, so this is my email, but Okay, and so if If you click if I click here and click Compose, you'll see here that this pops up and I have something installed in my email. It's a Chrome extension called LinkedIn Sales Navigator. So you can see that because it's right here.

So let's say I want to connect with this person up here, Adam. So I already do know him, but let's say I don't. And I know that he works for a technology recruiting company, and he owns that recruiting company and I want to talk to him. So I know that the company let's say I did you know, I've done my homework because I've made my list and his company is this one. So I not loading, it's loading. It's just slow.

Okay, so this is company, okay. So let's say I looked at this and I'm like, okay, I want to connect with recruiters in Portland. So I look at that. Then I'm wanting to get this email. So I know that based on his website, his email is likely something@this.com that is is not always the case though. I have had experiences where I really wanted to work with someone at TaylorMade and I couldn't get their email address because it was you know, at Adidas dash tailor made you know something weird.

One time, I wanted to talk with something, somebody at Vanity Fair, which was a holding company for apparel brands, and their email extensions are VFW Corp or something. So sometimes you can't guess their extension that easily but you know, you'll learn to become sleuth like and stealthy in terms of figuring out how to get people's emails. This is a good one. So we know his name is Adam and we know his last name is Tucker. So we're going to start to get so we're going to say it's this email pretending to see this okay. This is email Is it that?

Nope. See, Sales Navigator is telling us that does not it? So then we'll try again. Nope, still not that. And so then we finally guess. And now the Sales Navigator pops up with his profile here, which is essentially verifying to me that I just guessed his right email.

And so then you can type in the subject, you know, quick question and type in my email and, you know, we're on our merry way. If you're going to be using something like reply, io or mix max or Yes, where to send this, you could just take this email and drop it into your reply IO campaign or your list. But this is a way if you want to figure out how to What people's emails are. So if I'm in LinkedIn, so let's say, you know, I'm wanting to go to recruiters. So if I'm in LinkedIn, and let's say I come over here and I'm like, oh, here's, I want to talk to more recruiters and just, you know, this one. So I'm going to look here and be like, Who else here?

Oh, senior talent advisor, Christina de Rossi years, okay. Oh, this sounds interesting. Maybe we want to talk with her. She's at Amazon, you know, and so then I could go and do the same process to get Christina's email. And then again, here, oh, she's at Zillow, going through the same process to get her email. So that is how that process works.

It's a little, a little loopy trick. Now, it does take you know, a minute or two to go through that it's got some trial and error to it. So that's why this is for b2b prospecting and I recommend doing it with smaller lists than you would otherwise But again, it is highly useful tool and I use it all the time. All right, thank you guys and again if you have questions or anything like that about that process, don't hesitate to reach out