LinkedIn is about networking, not spamming people hoping to connect. In this presentation I show you my top performing strategy to really connect with my contacts and get targeted leads who WANT to hear from me.

1. Get Targeted
Leads on LinkedIn
-Danay Escanaverino

2. ✓ CEO of LunaSol Media, a
digital agency that connects
brands to multicultural
consumers.
✓ Founder of LatinaMeetup.
✓ PRACTICIONER who uses
LinkedIn daily to generate
results.
https://www.linkedin.com/in/danay/

3. Steps: Get
Targeted
Leads on
LinkedIn
1. Define Goals
2. Optimize Profile
3. Search Strategy
4. Engage & Give
5. Connect

4. Step 1:
Define Goals
Who do you want to reach.
What do you want from them.

5. Define Goals
- Examples
• Dentists who serve the NYC
market
Who do you want to
reach.
• Sell them an app that
streamlines their appointment
process in our first market, NYC.
What do you want from
them.

6. Don’t use the
spaghetti
method.

7. Step 2:
Optimize
Profile
Above the fold
•Stand out with photo
•Stand out with text
(kwds & graphics)
•Talk to your prospect
Hide competition

8. Profile: Above The Fold
1. Banner
2. Headshot
3. Headline

9. Banner
1. Show what you do
that you want your
prospect to know.
2. Show thought
leadership.

10. Headshot
1. Professional
2. Smile
3. Stand Out
1. Ring
2. Bright
background
color
CANVA is a great app
to modify headshot.

11. Headline
1. Who you help
2. How you help
3. Use keywords
4. Stand out
HACK:
•120 Chars on PC
•240 Chars on Mobile

12. Competition
Would you send
your prospects to
your competition
as soon as you
met them?

13. Annihilate the Competition

14. Annihalate the
Competition
1. Click on your headshot
icon.
2. Choose “Settings &
Privacy”.
3. Navigate to “Site
Preferences”.
4. Change “Viewers of this
profile also viewed” to
NO.

15. Annihalate the Competition

16. Competition Annihilated

17. Step 3: Search
Strategy
 Identify your ideal
prospect
 Title
 Company
 Location

18. Search Form
Search
Search for a company, person or
title (or all)
Degree
Search for 2nd degree
connections
•Connected to you by 1 person.
Specify
Specify search filters (ex.
Location)

19. Find Common Connections

20. Find 1st Degree Connection’s Activity

21. Choose Posts

22. Step 4: Engage & Give
BE INTENTIONAL
DO engage with their posts.
DO engage with comments from
their connections.

23. Step 4: Engage & Give
BE INTENTIONAL
DO NOT waste time on hashtags.
DO NOT waste time on
influencers.

24. No one cares
that you
commented on
Bill Gates’s
latest post.

25. Step 4: Engage
& Give
 Engage
Like
Comment
Share

26. Step 4: It pays off
 Creates visibility
 Creates gratitude
 Opens dialogue

27. Step 4: It pays off
 Opens dialogue
 Did you see me
ask him for
anything yet?
 Let’s come back
to Juan later.

28. Step 5:
Connect
•Only after engaging 2-5 times.
Connect via LinkedIn
connection method.
•Only after your connections have
positive interactions with you.
•Engage
•Previous relationship
Connect via introductions.
(MY FAVORITE)

29. What about Juan?
JUAN IS A HAPPY
CONNECTION
JUAN KNOWS MY
TARGET
JUAN IS
GRATEFUL

30. Juan can
introduce me
to my
target
connection!

31. How do we
involve Juan?
Spoon feed your
contact.
Make it easy to help
you.

32. Juan, como estas?
I noticed that you are connected to JANE SMITH, and I was hoping that you would kindly provide an
introduction for me.
If you could copy us both in an email or LinkedIn message, I can take it from there. To make it easier
for you, I have included a short note below that you are welcome to copy and paste.
Also, please feel free to let me know how I can help you or if there is anyone in my network that I can
introduce you too.
Mil gracias! Danay
I would like to introduce you to Danay Escanaverino of LunaSol Media and LatinaMeetup. I thought
it might make sense for the two of you to connect and figure out how you might work together.
Danay is specifically looking for brand partnerships in the form of scholarships, sponsorships and
job opportunities for the LatinaMeetup community.
Danay will be contacting you in the next couple of days, please take her call; I believe it will be
well worth your time.

33. Juan, como estas?
I noticed that you are connected to JANE SMITH, and I was hoping that you would kindly provide an
introduction for me.
If you could copy us both in an email or LinkedIn message, I can take it from there. To make it easier
for you, I have included a short note below that you are welcome to copy and paste.
Also, please feel free to let me know how I can help you or if there is anyone in my network that I can
introduce you too.
Mil gracias! Danay
I would like to introduce you to Danay Escanaverino of LunaSol Media and LatinaMeetup. I thought
it might make sense for the two of you to connect and figure out how you might work together.
Danay is specifically looking for brand partnerships in the form of scholarships, sponsorships and
job opportunities for the LatinaMeetup community.
Danay will be contacting you in the next couple of days, please take her call; I believe it will be
well worth your time.
Ask for
specific intro.
Give specific
info in sample.
Give CALL
TO ACTION

34. This is not Serendipity.
This is not Hocus Pocus.
This is not LUCK.

35. This is working
your network.
This is focusing
on goals.
This is being
intentional.

36. Time on LinkedIn
DAILY COMMITMENT
15 minutes
searching
30 minutes
engaging
15 minutes
inviting
New post daily
(can be shares)
More important than any other social platform for
your goals.

37. Ways to
Grow your
network
Connect with
colleagues &
competitors
Join your
industry groups
Connect with
targets
Join their
industry groups
Connect with fellow group
members.

38. Let’s Connect Amigas!
https://www.linkedin.com/in/danay
danay@lunasolmedia.com

39. Bonus Hacks
Boolean Search

40. BOOLEAN: OR
 Type the word OR (capital letters) to
see results that include one or more
items in a list. This typically broadens
your search results.
 Example, “marketing manager OR
director of marketing OR CMO”

41. BOOLEAN: Quotation marks for exact
phrase
 For an exact phrase, enclose the
phrase in quotation marks.
 Example “product manager”
 Example “pediatric nurse”

42. BOOLEAN: NOT
 Type the word NOT (capital letters)
immediately before a search term to
exclude it from your search results.
This typically limits your search
results.
 Example “marketing NOT manager"

43. BOOLEAN: COMBINED (PARENTHETICAL)
To perform a complex search, combine
terms using parentheses. For example, to
find people who have "VP" in their
profiles, but exclude "assistant to VP" or
SVPs.
 Example: VP NOT (assistant OR SVP)