The document provides an action plan for obtaining leads through LinkedIn in two parts. Part 1 involves finding leads by searching by job title or industry, filtering results by location and connections, saving searches, viewing profiles and connections, and learning about prospects. Part 2 discusses communicating with prospects by connecting on their profile, writing a personalized introduction mentioning any connections or common interests, requesting a call or meeting, signing off with contact details, and following up if the connection is not accepted.

1. Obtaining Leads with
LinkedIn Action Plan

2. Part 1 - Finding leads
Use Search to find you target
prospects. Search by job title or
industry sector. Eg IT Director
Step 1

3. Part 1 - Finding leads
Use Filter displayed results by People
(top menu), 2nd connection and
geographic area eg United Kingdom,
Wigan etc (right menu).
Step 2

4. Part 1 - Finding leads
Select “Create Search Alert” button on
bottom right hand side and name your
Search for future reference. You can
save up to 3 searches on standard
LinkedIn version – 5 on Premium.
Step 3

5. Part 1 - Finding leads
Select Names from search results to
view profiles the select “# mutual
connections”. Note names of existing
clients.
Step 4

6. Part 1 - Finding leads
Read profile to learn about prospect.
Look for commonalities, career
changes and hobbies.
Step 5

7. Part 2 - Communicating
Click *Connect button on Profile (NOT
via search results).
Step 1
*If you have LinkedIn Premium then use InMail rather than sending an invite to
connect. Finding prospect’s email address from website is another option.

8. Part 2 - Communicating
Click “Add a note” and write a concise personal
introduction mentioning client you’ve noted from 4),
commonalities eg same past employer and any shared
hobbies/interests. If there’s been a career change ask
how the transition has been. In summary, personalise
your message and show a genuine interest in prospect.
Write in an informal tone.
Step 2

9. Part 2 - Communicating
Add call to action – request a phone
call or meeting. At the end of the note
ask if you can phone or meet to discuss
your services.
Step 3

10. Part 2 - Communicating
Sign off including website address and
phone number under your name.
Step 4

11. Part 2 - Communicating
When prospect accepts your invitation
to connect, ask again for phone
call/meeting. If they don’t accept,
follow up by email, phone or InMail.
Step 5