This document provides instructions for using LinkedIn to generate business leads. It recommends upgrading to a premium LinkedIn account for advanced search and messaging capabilities. It describes setting up a Google spreadsheet to track prospects with tabs for instructions, prospects, hot leads, and an overview. The instructions tab outlines the workflow and includes search criteria and message scripts. The other tabs have columns to log prospect details and track outreach. The document then guides setting up an advanced LinkedIn search and sending connection requests with a sample script. It recommends following up with prospects by messaging them valuable information or resources. The spreadsheet should be updated each time an action is taken to maintain records. The goal is to connect with 30-50 people daily and follow up with 3

1. THIS IS A SAMPLE
PRESENTATION
TITLE

2. Upgrade To Premium
• Using a free LinkedIn account limits the number of people you
can connect with daily. Having a premium account also shows
your professional contacts that you are serious about your
business.
Here are the benefits to upgrading:
• ✓ Connect with as many people as you want.
• ✓ Unlimited sent messages to contacts.
• ✓ The advanced search feature lets you narrow your search.
• ✓ Send Inmail to people that you are not connected with.
• ✓ See everyone that viewed your profile for the last 90 days.

3. • Anyone that is serious about generating leads on LinkedIn has
to upgrade to a premium account.
Go to Google Docs and create a spreadsheet:
Create 4 separate tabs: Instructions, Prospects, Hot Leads,
Prospects Overview

4. • The instructions tab is for you or your assistant to reference. Here is
an example.
Workflow:
• 1. Relevant LI Search Criteria’s:
• 2. Each day 25 people will be sent connection requests and will be
added to the Prospects Sheet
• 3. Whenever someone accept the connection request the below
email sequence will start
• 4. When there's a positive response from the relevant client, we
copy the data to the "Hot Leads" tab, for personal follow up
Search Criteria's:
• Insurance Public Adjusters
• Probate Attorney
• Code Enforcers
• Divorce Attorney

5. • Also include all of your pre-written scripts on the instructions
tab. We will cover scripts later.
Let’s move onto the second tab, Prospects.
Create these column headings.
• Prospect Name: The name of your LinkedIn contact
Profile Link: The URL of your LinkedIn contact
Title: Professional headline under contacts name
Search Term: The search term used to find contact
Invite Msg Sent: The date of invitation sent to contact
Date Connected: The date your contact accepted your
invitation
Prospect
Name Profile Link Title Search Term
Invite Msg
Sent
Date
Connected
Message 1
(When Acc
Con)
Message 2 / 7
days
Message 3 / 7
days notes

6. • Message 1: Date of first inbox message sent to contact (more
on this later)
Message 2: Date of second message sent
Message 3: Date of third message sent
Let’s move onto the third tab, Hot Leads.
Create these column headings.
• Prospect Name: The name of your LinkedIn contact
Profile Link: The URL of your LinkedIn contact
Title: Professional headline under contacts name
Category: Example would be ‘director’ or ‘CEO’
Invite Msg Sent: The date of invitation sent to contact
Date Connected: The date your contact accepted your invitation
Message 1: Date of first inbox message sent to contact (more on this later)
Message 2: Date of second message sent
Message 3: Date of third message sent
Prospect
Name Profile Link Title Category
Invite Msg
Sent
Date
Connected
Message 1
(When Acc
Con)
Message 2 / 7
days
Message 3 /
21 days notes

7. Let’s move onto the fourth tab, Prospects Overview.
Create these column headings.
• Keep track of your emails sent on the ‘Prospects’ tab.
The reason you should only track 3 separate inbox messages is
due to our ‘3 strikes and you’re out’ rule. Nobody wants to be
continuously spammed by you or any other business. If you
message somebody 3 times with no response, then you may
want to wait a few months before doing it again.
Log in to your LinkedIn account.
We will now move on to finding the right contacts on LinkedIn,
using its Advanced Search feature.

8. Click on ‘Advanced’ Search
• The keyword box is what you will use to target the right
people.
Examples of target keywords:
WordPress Developers
Plumbing And Heating
Fitness Instructor
Hair Stylist
Graphics Designer

9. ***Remember that you can use different keywords to target the
same industry. A great example is ‘hair stylist’ vs. ‘hair studio’. An
owner of a hair studio may also use the keywords hair stylist.
• The ‘Title’ field.
• This field is used to find owners and decision makers of
businesses. Use keywords like ‘Founder’, ‘CEO’, ‘Operations
Manager’.
• The ‘Location’ field.
• Click on the location drop down menu and select ‘Located in
or near:’ This must be selected, otherwise LinkedIn will
display every country in your search.

10. • The ‘Country’ field.
• This is absolutely necessary if you are targeting one particular
country. You can change the country field any time to find
others in the same industry but in a different country.
• The ‘Postal Code/Zip Code’ field.
• If you are targeting a specific geographical region then this is
exactly what you need to use. You can use Google.com to
search and find this information for specific cities you may
want to target.

11. • The ‘Relationship’ field.
• You can include your 1st, 2nd connections if you wish to
compile a broader list.
• The ‘Location’ field.
• Use this to target specific cities in the country you selected
previously.

12. • The ‘Industry’ field.
• You may select an industry. This is not necessary, however, it
may help narrow down your search.
• The ‘Seniority Level’ field.
• You may want to use this field if you know the seniority level
you are targeting. You can target directors, managers, and of
course owners.

13. Scripts
• Once you have the list of targets using the advanced search
feature in LinkedIn, it is time to send them connection
requests (You can create your scripts before performing your
search if you want to). If you want to be highly successful, you
will use your own pre-written script for this purpose. Why?
The template LinkedIn automatically provides for requests is
boring and gives no reason for people to connect with you.

14. • Let’s look at a script that you can use for connection requests:
Hi ABC,
I am impressed by your accomplishments & business ventures.
I’m confident we would benefit from connecting here on
LinkedIn.
Your name
Your Title & Business Name
This script states two specific messages. First, you are letting the
person know that you have looked over their profile. Second,
you want to make your connection beneficial for both of you.

15. • Now right click on a name in your advanced search list. Select
‘Open in a new tab’. This opens their profile in a new tab,
leaving your advanced search open.
• Now what you want to do is click on the blue arrow next to
‘Send Person InMail’. Then click on ‘Connect’.

16. • You will then see the connection request page.

17. • Make sure to select ‘I don’t know Person’, unless you can
prove otherwise. Copy and paste your pre-written script into
the box as follows.
• Then click on the ‘Send Invitation’ Button.

18. • Now go back to your spreadsheet.
Click on the ‘Prospects’ Tab.
Fill in ‘Prospect Name’, ‘Profile Link’, ‘Title’, ‘Search Term’,
‘Invite Msg Sent’.
• Click on the ‘Prospects Overview’ tab. Under the ‘Connects
Inv’ and beside today’s date type in ‘1’.

19. • This is your first connection request. You will repeat this after
every connection request. It is very important to keep track of
your connection requests so that you can keep relevant
information updated when they accept your invite.
Now keep repeating the process by right clicking on the name
of everyone in the list that came up through our advanced
search.
We recommend at least 30 to 50 connections per day.
Connections
You will be notified in the upper right hand corner when
someone accepts your invite.

20. • Once someone accepts your invite, go back to the ‘Prospects’
tab in your spreadsheet. Fill out ‘Date Connected’ field.
• Then click on ‘Prospects Overview’ tab in your spreadsheet.
Add a 1 to the ‘Connection Accepted’ field.
• Continuously add to this number as connections are accepted.

21. Scripts To Use Once Connected
• Disclaimer: the script you use should be in your own words.
The following examples are to be re-worded to target your
audience.
We highly recommend NOT sending new connections any
messages for at least 1 business day after you have
connected. Sending a message to a new connection within
minutes of the actual connection makes you look desperate,
and it can be considered spam.

22. Script #1: Here is an example script to target sales people, if
you’re a sales coach.
Hi %name%
You're a sales professional!
Problem is, you may not achieving your desired sales targets.
In this video I will explain to you the fundamental differences that the
top sales pro's are using to make more sales. I promise you %name%,
you will find this highly valuable in your sales ventures.
www.Youtube.com
Your Name

23. Script #2:
Subject: Thanks for connecting
Hi %name%
Thanks for connecting with me.
A lot of business owners are having a tough time generating the right leads
for their business.
Please take a look at a free lead generation document that takes you step by
step to capture the right leads for your business.
I’m sharing this with you because I know what it's like to struggle when you
don't have the right lead generation in place.
You can find the free document here:
www.example.com
Implement the formula's I share, and you'll be on your way to capturing more
leads.
Jozsef
Founder – Company Name

24. • The last two examples are just that, examples. The formula for
success is simple. Be friendly. Be assertive. Give them valuable
information for free. That information shows your contacts
that you are a subject matter expert.
• Leave at least 5 business days between each piece of inbox
mail. Our recommendation is to send up to 3 messages, then
stop. If a contact hasn’t responded after 3 messages then it’s
time to stop. Wait 1 month and repeat the process, with
different messages.

25. • Update your spreadsheet each time you send out a message
to a contact. This tracks exactly who you have sent messages
to, and how many messages you have sent. This is very
important to keep track of.
• Your messages should always be directed at your target
audience. Use the industry in your pitch such as ‘You’re in the
construction industry..’ because this personalizes your
approach even more.

26. The most effective people are the ones that add at least 30 to
50 connections a day.
It takes 3 to 4 hours a day to connect, update your spreadsheet,
and send out mail.
Save yourself all that time and outsource.

28. Disclaimer: This document is intended to give you a formula for success. We do not
guarantee specific results. However, if you follow the steps in this document you will
have a much higher chance of generating leads. Keep in mind that your messages
should always be from you, so don’t copy other people’s scripts.