Generating leads using
linkedin Sales navigator

Generating Leads
LinkedIn Sales Navigator
Sales Navigator Features


Being one of the most lead generating platforms, LinkedIn has a lot to offer to ensure you generate as many leads as possible. Have you heard of Sales Navigator? 


Our Scaling With Systems Program offers a tutorial on Sales Navigator, how to generate hyper-targeted leads on LinkedIn through the use of Sales Navigator and how to generate leads through Direct Messages.

In the LinkedIn Sales Navigator Tutorial above, I show you how to use LinkedIn Sales Navigator to best target your potential prospects and leads for your business through hyper-targeting features inside LinkedIn Sales Navigator.

When it comes to LinkedIn lead generation, cold messaging, and Sales Navigator, most people use only 10% of the features available to find your leads on LinkedIn. In the LinkedIn video above I show you how to use all 100% of the LinkedIn Sales Navigator Features.

In the tutorial above, I walk through specific LinkedIn Sales Navigator Case Studies from my own clients and I show you exactly how we used LinkedIn Sales Navigator to target my client’s clients.

After you’re done watching the video above, you will know how to get clients on LinkedIn and how to network on LinkedIn properly and effectively.

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[00:01:33]
What is going on everyone, Ravi Abuvala here founder of ScalingwithSystems.com, where we help entrepreneurs put their business on autopilot through automation, elimination and delegation. And in this video, I’m going to show you exactly how you can leverage sales navigator like nobody else has taught you before, to create a list of thousands, if not tens of thousands, if not hundreds of thousands of your ideal prospects that are experienced, that have the budget to pay you, and that are ready to buy. Now, look, this video is going to be perfect if you’ve never heard of Sales Navigator before, maybe you’ve heard of it and you’ve never used it. And it’s also going to be perfect for people that have been using sales navigator, that are experienced inside of it but I’m going to show you a few tricks in there that I have literally scoured YouTube and I have not seen another video cover what I’m exactly going to show you in this video here. So let’s get right into it. Now, before I go right into this, let me say this, guys, is very important. I am not in my usual content room here. OK. As you can see, there’s a different background. I’m going to be in my bedroom of my house right now. I literally at this like day 21 of the quarantine. I haven’t slept in weeks. I haven’t showered in an even longer period of time. So my hair is crazy. These are my pajamas I have on. And this is going to be your typical video. Other videos. I’m a much more scripted and it’s more of like, you know, an overarching view with specific points. This one, I’m going to literally dive in and walk you through a step by step of how to set up the perfect Linked-In Sales Navigator campaign with specific examples of some incredibly hard to find prospects that I’ve done running literally thousands of LinkedIn campaigns for my clients.

[00:01:34]
OK. So just do me a favor if you don’t mind the bad background if you don’t mind the bad hair, you don’t mind the p.j.’s and you just want to see more value driven videos like this, do me a quick favor. Please just give me a like, a thumbs up, please. Give me a thumbs up here today it will take two seconds of your time. Click the subscribe button as well. I run ads. Not a crazy amount of ads, but I run a small amount of ads to people that subscribe to my channel. Only people that subscribe to my channel where you can get free courses and free trainings that I do not give anywhere else. OK. So make sure you click the like button. You click, subscribe and let’s dove right into it. OK. So as you can see right here, we’re actually on the Linked-In home page. I’m assuming if you’re watching this video, you probably know how to get to LinkedIn home page here. And obviously, this is the newsfeed, et cetera, et cetera. But what you want to do is you’re gonna click this little button up here in the top. Right. That says sales navigator. Now, if you don’t have sales navigator yet, it might just say like Linked-In Pro or something like that. But it’s not really important. You want to click this little button that says sales navigator right here. And if you haven’t purchased sales navigator yet, it’s going to take you to a screen that looks very similar to this. OK. And I’m going to spend 10 seconds talking about the plan. Right. So if ninety nine point nine percent of people watching this video right now are just going to need this professional plan, it’s seventy nine.

[00:02:42]
ninety nine a month. And I know what they didn’t like, Ravi. That’s a good bit of money. And it kind of is honestly for a software. Seventy nine, eighty dollars a month for a software. However, in this video, I’m literally to show you how you can make ten to one hundred to a thousand times that every single month by you leveraging the sales navigator search correctly looking for leads. So don’t worry about it. And even better yet, you can sign up for free. LinkedIn gives, I think, about a 30 day free trial inside sales navigator so you can sign up for free. So I would definitely recommend trying it out. The only time you ever use team or enterprise is if you have like obviously your company is paying forward or if you’re the CEO. But honestly, even as a CEO of my company with 25 employees, I have five people that you sales navigator, they each have just the professional version. It’s easier that way. That’s a little less headache. So like I said, ninety nine point nine percent of people are just going to do the professional version. And you can see here it says free trial there and you can literally get started right away. And I will walk you through that immediately right now. OK. So let’s hop into the actual sales navigator button. Once you actually click inside sales navigator. You’re gonna get into a screen like this. Now, once again, if you are signing up for the first time, sales navigator makes you answer all these silly questions like, you know, pick five of your favorite companies and who are you going after? Look, all you have to do is just skip through all those things, pick whatever it is some people.

[00:03:55]
I was watching the YouTube videos of people who tell you to spend a lot of time and think about who does what. It doesn’t matter because we’re going to show you inside of Linked-In how to curate the best search possible. So they’re going to try to auto populate a search based on what you think you want. But it’s going to be like trying to search with one hand behind your back. OK. It’s not going to make any sense. So skip right through that. You want to essentially get to this page right here. So once you’re on this page here, the only thing that really matters to us is if you click this advanced search over here, you’re going to click this button that says search for leads. And we’re to click on it right here. And this is where the magic of sales navigator. OK. So Sales Navigator is one of the most powerful tools out there for business to business lead generation. And most people use it and they use it like 10 percent of its efficiency. And I’ve been using sales. I’ve used it for two years straight for both myself, my clients, scaling with systems, my clients inside of Prospect Social. When we do the business lead generation campaigns for them. And I have done some insane lead generation campaigns with an I’m talking about hyper targeting, you know, Fortune 500 CEOs that were also immigrants from other countries that have also graduated from the top five business schools in the nation like we get that. Insular. And that was a wildly profitable campaign for us, and I’m not actually use an example at the end of this video, so stick around for that. So once we’re looking inside of the lead search here, you have kind of at a higher level view of what you can look at.

[00:05:10]
I’m going to run through this very quickly. OK. So essentially what you’re about, what we’re about to create here is a list. OK. It’s a lead list of who you want to go after. And obviously, just like anything else in life, the more quality the original source is, the better whatever you pull from it. So whatever however quality your lead list is, the better lead you’re sending messages to, the better leaves that you’re actually hopping on the phone with. And the better leads as you’re actually closing. OK. So it all starts from right here. So I can’t stress how important this part is. Enough. OK, so before I go into these little search things, all right. Here, I want to show you something very interesting, that this is the little secret sauce. This is why you guys like my videos and click the subscribe button right here. It’s because nobody shows this or they show it. It’s in like a very dimly lit dark basement and nobody wants anybody, you know. And I’ll be honest with you. This is something that I’ve actually saved for just my scaling with systems clients. But I decided, you know what, it’s about time, everyone sitting inside for the past 21 days. We need to make it happen and I need to help other people out. So here’s what we’re gonna do here. I’m going to show you open on this Google doc here. And it’s something called a boolean search. Now, whenever I say boolean, people instantly think of either New Orleans, don’t ask me why or they think of ghosts. Don’t ask me why. I guess the boo part of the boolean, but I’ve lately had people tell me that when I’ve been in meetings with them.

[00:06:25]
 So boolean searches is essentially it’s like a combination of the words and or nots inside of a linked in sales navigator campaign that lets you curate a hyper targeted list of hungry experience prospects. And this is gonna be worth the salt alone for this video is going be worth the time that you spent watching this video. And that’s why you gave it a thumbs up. So it’s going to prevent you from having to create like millions of different campaigns from people that are this one and this one and this one and this one, certain keywords, certain titles, whatever it is. And it’s also going to prevent you from having to send messages to people that aren’t your target client. Right. So, for example, real estate agents might be your target client, but those are residential real estate agents. What’s not your target client is commercial real estate agents. And for an example, on LinkedIn, you can only send a maximum amount of messages every single day and you don’t want 10, 20, 30 percent of those messages to be filled up with people that aren’t even your target clients, because even if they respond, you’re just wasting time going back and forth with them. And over time that adds up and you’re compounding in the wrong direction. So we want to make sure once again that the source is very, very smart. So a boolean search is a candid combination of and or not inside one of these little text box inside sales navigator. And it prevents you from messaging the wrong type of leads. Right. So I’m going to unfortunately, guys, look on the table right now. I am not great at math. You can go back in any of either YouTube videos where I little to do math live on the screen.

[00:07:46]
And it’s embarrassing, to be honest with you. But in this one, you do have to do it. Just a tidbit. A tidbit of algebra. OK. So the idea behind it here is you do something like this. Right. So you open up, parentheses up. And let’s say we’re targeting that by the titles, which I’ll get to in a second. Real estate agents. But we don’t want commercial real estate agents. So what we’re going to do here is type in something like and use quotations. Real estate agent. Right. And then you could say something like or, you know, I spelled agent wrong. See, I can’t do math or type. Or you could do something like, you know, real estate broker or you could do something like real estate associate. Okay, great. Now, this alone is already more advanced than I see most people doing. Most people just type it in individually and that’s OK. But I’m gonna show you something. This is the secret sauce right here. OK. So right now what? I’m a real estate agent, real estate broker, real estate associate. Now, the issue when you type it in the sales navigator is you’re going to get a whole lot of people that are in real estate commercial. Right. They do. They do commercial real estate, not residential real estate. So what you would do is a little bit of algebra. I’m gonna walk you to this right here. So we’re gonna add something here. So first we add another parentheses here and then we’re going to say close parentheses here. So now we’re saying, hey, this is who we want. And then we say something like not. So all in capital letters there. We’re gonna use the word commercial close parentheses. So right now what we have here is, hey, sales navigator.

[00:09:17]
I want you to search titles for people that are real estate agents or real estate brokers or real estate associates. But I don’t want the word commercial in the title at all. So they’re not a commercial real estate agent, but not a commercial real estate broker. Or they’re not a commercial real estate associate. Just that little thing right there. Just adding that not and that little commercial thing right there can save you on depending on how larger market is, hundreds or thousands or tens of thousands or hundreds of thousands of wrong messages that you could be sending out over your lifetime. OK. Very, very simple, but very, very powerful. OK. And you can also make that even longer. So not me. Maybe we noticed that whenever we type this and we got a lot of law, real estate law people. So we could say not law either. Right. So it’s saying, hey, I want agents or real estate brokers, real estate associates. But I don’t want anyone that’s in real estate, commercial or real estate law. Right. Are you guys starting to see kind of how this works here? And then you essentially close this bracket here and now you have your little algebra equation that’s gonna give you except for in this version of algebra, you’re not, you know, listening to some teacher out there while you’re sleeping at your desk, cheating on your friend’s homework. This is one is gonna make you millions of dollars. So a little bit more fun math, in my opinion. So if you see this exact word and then the other thing you can do is. And right. So let’s say you want someone that’s a real estate broker, but maybe you want commercial. Maybe that’s what you do.

[00:10:36]
What maybe you’re talking to. Just commercial agents. So we’re gonna do instead here is go here. So bracket, they were going to say something like real estate broker and then we’re gonna say. And commercial. Right. And then close brackets. And so now what we’re telling Linked-In Sales Navigator, hey, I want you to find everyone that’s a real estate broker and they have the word commercial in their title. So now you can start to see how these kind of combinations can work together, where you can really start getting specific with who you’re going after. And this works for keywords, which works for titles as word for geography, this word for initial uses, words for anything out. I just like to use it for titles. Let’s do another example for you real quick. I know people who go after a medical field all the time, doctors, chiropractors, whatever it is. What I’ve noticed is that a lot of people just say a doctor or a chiropractor. And what they don’t understand is you are limiting so much what you’re going after inside of your sales users. So let’s say we’re going after doctors. OK. So what I would do is I’ll go in the title box and I’ll show you in one second here. And I would type in something like parentheses like this. And then I would say, you know, PHD. And then I would say, or doctor. Then I would say something like. Or doctor. And then I would say something like. Or, you know, medical doctor. And then I would say something like. Or I don’t know. What’s another name for a doctor, doc? Right. I don’t know. Don’t say it or whatever else I would say. You guys gonna get the idea here.

[00:12:06]
So now is sales navigator’s like, hey, look for someone that calls himself a PHD or they call themselves a doctor or they have the words d.r or the letters d.r in their thing or they say a medical doctor or they say, doc, you know, etc., etc.. Or you could say chiropractor. Right. And then let’s say when you do that, you type that and then you realize you’re getting a lot of psychologists, right. Psychologists have the words PHD, a lot of other things. So what we can do instead is we can come in here a little bit at Slough Jira. That’s algebra for short. And you can come here and say, not right. And then you can say psychologists and don’t judge my spelling. Well, it’s not often that I get it right the first time. So not psychologists. Or maybe we notice that. Not always the psychologist. Maybe. Maybe it’s like psychotherapists. I don’t know why I’m using the hardest words to spell. I don’t know how to spell you psychotherapist. I don’t know. Does this spell check automatically? You know what, it doesn’t spell check automatically. That’s why I’m getting every word right. Because it’s not telling me that I’m getting it wrong. So this might not be how you spell psychotherapist, but let’s just go with it anyway. So. So I’m saying, hey, Linked-In, find me PHD doctors or doctor or medical doctor or doc or chiropractor. But I want you to not put anybody in a sales navigator search that has the word psychologist or psychotherapist in their title. So I hope this is enough. An example here for you guys of exactly how to use the boolean search. This is incredible for you. This is where the common down below.

[00:13:34]
This is where the like, subscribe. If you guys want to do that. OK, I’ll stop asking for likes and subscribes describes. But I’m just saying that was pretty cool, right? OK. So we’re back inside of sales navigator here. I’m gonna run you through a very high level. Keywords are essentially pieces of content that your lead has created or on their bio or their profile. They have this word inside of it. And this is another mistake I see people make all the time. They use the keyword. They use whatever they want the title to be. So let’s say once again, let’s go back to the doctor. Example. They want the doctor example or they want doctors. And so instead of putting doctor under title, which means that they’re actually a doctor, they go ahead and put doctor in keyword. And that can be great about 60 percent of the time. But once again, if you look at the 40 percent of people you’re getting in their messaging, you’re going to be sending to people that have the word doctor anywhere in their profile or in any activity or any post they’ve ever made. So they say, hey, you know, due to everything going on right now, I’ve had to see my doctor more recently than usual. That’s a post-date, but only if they show up in your sales navigator search. If someone says in there, you’re their profile and their summary. I absolutely hate doctors. I’ll never go to a doctor ever in my life that’s going to show up in your sales. I’m going to. You’re trying to reach out to doctors. So key-words is not really great for like targeting by someone’s job, profession or title, which is a lot of people in the B2B space.

[00:14:53]
I honestly rarely use the keyword, and if I do use keyword, it can be something. I’ll give you an example. Incredibly successful cannabis are not cameras, but CBD campaign for one of my clients and one of the things we did was we targeted doctors under the title search using the boolean that I just showed you inside of here. But for keywords we typed in stuff like homeopathic or non homeopathic but natural. Right. And because he was looking for more natural remedy, doctor. So we used the titles in order to get it filtered down to just doctors. And then we use the keywords to do almost like a subsector of those doctors and industry within those doctors, a theme, if you will, of those doctors that kind of they follow. So that’s when I would use the keyword side of it. But 70 percent of the time, I never use keywords. The only time I would ever go into keywords would be like if there was something that I wanted that person to be interested in. Right. I wanted them to be interested in something, want to be a doctor, but I also want them to be interested in something else. Right. So that’s an example of what keywords are for custom lists. Don’t really worry about it. You don’t have to. We’re not going to go too far. End up in that past lead and account activity. You know, if you’re if you’re doing a whole lot of this stuff, it does sometimes make sense to say, you know, remove you, lead from searches, contacted leads from so you could just make sure you’re always dealing with a very fresh, essentially pool of people who you’ve never measured these people before. That’s a good filter to have on there.

[00:16:14]
Now, geography is interesting. It depends on what you want to do. You know, we have certain businesses have certain states or territories they can stay inside of. You know, obviously the larger the territory or country or region or city that you can deal with, the more likely you’re going to have criteria that fit your results. So, you know, I wouldn’t ever limit this unless you absolutely have to say you can say the United States inside of here. But, you know, you might know that, hey, if I’m looking for real estate agents, well, maybe I know that Beverly Hills is a really hot real estate market right now. So we’re going to only focus on Beverly Hills. Right. So those are ideas that you can do. Or maybe if you’re in the CBD industry, like I told you before, then you could know that, you know, some states allow it. Some states don’t allow it. So maybe we’ll only to the states allow it. OK. Another example here is relationship. I don’t really ever touch any of the relationships of not important to me industry. Once again, some people like to put industries on here. But once again, if this I don’t love to put industry here. And let me tell you why. Because when you put industries on here, you are essentially limiting the search results. If that person has said that they work within that industry, when a lot of people actually don’t say that they work within an industry and sometimes some of their titles, they’re not automatically in one of these industries. So we use titles is a number one way. We used to look for people in an industry using that kind of boolean search and I was showing you earlier.

[00:17:38]
So I honestly would not measure the industry tab, but I really recommend it. Once again, school is not something that I would recommend doing. There is a specific instance which I’ll go to here in a moment. When do I do my kind of break down the case study of what I would recommend doing by profile language? You know, if you wanted to do, you could do English on here. We don’t ever limit this either. First name last day once again doesn’t make a whole lot of sense. Now, this is when stuff gets a little more exciting. OK. So if you’re a business to business person and you’re selling something or another business, then more likely than not you want to deal with the decision maker. Right. In case you don’t know what the decision maker is. I have a quick little lesson for you on vocabulary. It’s the person that makes the decisions. Shocker. And so for this, you can actually create assuming it’s this, your target client business is structured like most of the businesses. You really want to reach the CEO. You know, another C-level executive or the founder or the owner. So you can go on the seniority level here and you can say owner, partner. And then see, XO is essentially a C-Level executive. And that stuff like chief operating officer, chief technology officer, stuff like that. And you can do vise president or director, whatever it is. And you can kind of see it goes down in order as far as important. So I would really add a lot of our stuff. We really pretty much keep it like that. That’s pretty much the four things that we look at. C level executive director, owner or partner. Now, years and current position, this is another really interesting when you can do as well.

[00:18:59]
Once again, we are really looking to it. So you can’t say, hey, I want to make sure my business is really the business we’re going after. I want to make sure they can afford our services. Well, unfortunately, there’s not a magical button. You can click inside Linked-In where you can click that, hey, these guys can afford our services. But I will tell you, luckily, you’re watching this video right now and there are ways you can get around that. Essentially, you can essentially say, who is my client avatar. And so if someone’s successful in business, it’s not always 100 percent the case, but they’re probably around for a few years. If this is not your your first year in business. There’s a good chance you don’t know what you do when you’re just starting out or you probably aren’t making a whole lot of money yet. So we really look for one to two years, three to five years, six to ten years. I mean, if you’re really looking for experience and people that have larger budgets, you can say stuff like they’ve been in the current position for six to ten years, more than 10 years. Those are going to bring there’s going to yields better quality leads then maybe a. If you get a founder, let’s say an owner for less than one year, you might get, you know, a lot of people that call themselves CEOs, other company, and they’re the only person working inside of their company. So we kind of stay away from that. We usually try to do three to five years plus years at current company. And once again, we don’t really look too much at this one as well, especially if you’re targeting owners, because it doesn’t really make a whole lot of sense.

[00:20:09]
But you can if it makes sensors. So how many years are they working at your current company function? I don’t really care about either the title of a manager and one second here when to skip that because it can take longer years of experience once again. So like instead of a year and current position, you could say, hey, maybe this is a specific role that we know that hops around a lot. So let’s say maybe waiters for just an example here, maybe you are targeting waiters on here. Everyone knows that the average lifespan of a waiter in a restaurant is very short. So you don’t really want to say years and current position because it’s always going to be less than one year. But what if you could say, I want them to have three to five years in the waiting industry, in the waiting business. That’s when this would come more into play than years and current position. Right. And you can mix and match all these certain things together. If you’re carrying about a specific company you wanna go after, you can type in the company name there and you can see there’s a boolean. That’s what I was talking about earlier. You know, maybe you once again only want to deal with C level executives, you know, that have, you know, 10 years of experience with 200 plus employees. Those are these are bigger companies with some large budgets. Right. So like you can start curating who you want to go after based on these little things here. And once again, it’s not always a sure fire shot, but you can imagine that there are C-level executive and they’ve been doing this for more than 10 years and they have a company with 200 plus people inside of it.

[00:21:25]
They probably know a thing or two and they’re probably making a little bit of money. Right. Unless or just, you know, scams, which is not going to be the case most of the time. So that’s how you can start deciding the company headcount. And once again, sometimes you might not. Maybe people always think that they just want the biggest and largest companies. But in reality, when you get to these 200 to 500, a thousand to 5000 person companies, which we work with all the time, there is layers and layers of red tape and bureaucracy and things you’ve got to go through. So we actually are sweetspot is really one to 50. If we can get one to 50 and even honestly, at the point that we’re at right now is 11 in 50 because there’s a lot less bureaucracy, the sales cycles a lot shorter than there are for a lot of these larger companies, but they definitely have more budgets than the self-employed people. Right. And you can go down here as well and add like, you know, there are parts of certain groups. They have content, keyword specific to what you’re looking for, et cetera, et cetera. Hey, they’ve been in Linked-In for, you know, 14 days. Maybe they just became Linked-In a day ago. And you want to get them right away before anybody else sends a message. We’ve done that before. We have campaigns running just like that. That’s a really that’s a little nugget for you guys. Let’s come back up to title here. So title you can go to current, past, current or past, current past, not current. Once again, if we’re doing a business, a business thing, we’re trying to ask our services to somebody else.

[00:22:42]
We want to keep it current almost always. And this is when you start typing that boolean search guy. So before I want to give you guys an example of what ninety nine percent of people do. Right. So either they type in real estate here. OK. So would you say real estate here? And then they say, was they removed from that? We’ll just say Florida, for example. Right. And then we’ll say, you know, the senior level when you come to a real estate doesn’t actually matter if you know enough about real estate. So we’re kind of going to clear that out. You know, years of experience, I’d probably say more than 10 years of experience. So that way we know that they’ve been around long enough or not, just like some fly by night person that’s just doing this on the side and they probably care a little more about it. And they don’t really type in real estate here, most people, but real estate just right here. Right. And that’s probably good enough right here. So you click search here and you’re going about 200000 people in Florida. Once again, you think that 20000 people is great. Really, it’s not. So this is a real estate appraiser. First person to be a real estate appraiser. He is not a real estate agent. So he’s not the person we want to be targeting after. This is a business broker. OK. This is not something you want to be targeting after either commercial real estate. Not somebody went on target after either. And so these people just have the word real estate somewhere in there. Keyword or in their profile here. So we exit out of this here and instead we went down to title here and let’s say we just did real estate here, right? OK.

[00:23:59]
Let’s do the next best thing, Ravi. Real estate estate agent. Don’t make fun of me, guys. I know. I can’t spell. OK, now we’re getting better stuff up. But wait. This guy’s a recruiter, not a real estate agent only, right. So this one’s a real estate agent. This is a real estate agent. Slash consultants. I don’t know if I’d go after them. You know, most of these don’t look bad. Military. Let’s see here. You kind of get the idea. You’re right, so some of them real estate, some of the commercial real estate agent, there’s a perfect example, commercial real estate agent. And we also saw a recruiter. So this is when you started. They type it in here and you’re going, Ravi. You know, think thank gosh for Ravi. Ravi is so helpful. So maybe instead we do something like this. We take that booleans thing. And I always recommend typing it in a separate sheet, because if you do it inside of here and there’s some kind of error in the algebra, it’ll just delete the whole thing. So it’s nice to have, especially when you get like I’ve had like some of these that are 30 to 50 words long. So you really want to tailor it in here. And then let’s say we already said we saw those recruiter up with that thing. Just go, oh, look at that. Exactly. Like I just said, just disappear. So we also already said that this all of those recruiter and there was commercial. So we will say not commercial, not law. And maybe now we’re going to say not. And then recruiter. Right. And then close brackets on the copy that just in case we lose it again. Boom. And that person is now dissappear, they’re not a part of it, and now we’re getting to 100, we went from two hundred twenty thousand to one fourteen thousand results, 220000 to 14000 results.

[00:25:39]
So you could have been sending. Now, this isn’t always the case, but you could’ve been sending like two hundred thousand more messages or targeting 200000 of the wrong type of people. So that’s where that’s that’s why the boolean search is so, so powerful. I cannot I cannot harp that enough for you guys here. I then one little additional thing I’m going to give you guys. You know, I think we said, let me see the filters here. OK. So another thing that we like to do on some of here as well is posted on Linked-In in the past 30 days. So instead of 14000 people, we’ve really brought it down to 3000 people. But these 3000 people we know are working on Linked-In. They’re on LinkedIn constantly because they’ve all posted within the past 30 days. And these are the people I’m going to start to do research on. These are the people I’m going to start messaging. These the people that are connecting with starting to get to know a little better, et cetera, et cetera. You can even see people that I’ve mentioned in the news in the past 30 days. And you can send a message, hey, I saw you mentioned the news. You know, blah blah, blah. Let’s do some business together. You guys going to get the idea here? Right. And you can filter this all. You can just do the United States, if you want to just do a really high level view of it. et cetera , et cetera. So now you guys are starting to get a better idea of how I do this, how the correct way to do this is, and how we’re able to just hyper target people that have money. They’re hungry, they’re ready to buy. Maybe you were working with just luxury real estate agents.

[00:26:58]
So then I would come in here and I would put in the keyword luxury. So now I think I went from like, what was it before? Luxury. So a hundred fifty thousand results, but you only work with just luxury reals and 21000, so now you’re working with people have the word luxury in their profile here. So these are all more likely to be luxury real estate agents. So you got to start to get I hope like your wheels are turning right now. Hope you’re getting kind of excited. Maybe we just go to the ones that oppose unlinked in the past 30 days, etc, etc. Maybe this is starting to. If this is helpful for you guys, please, please, please leave a comment down below. Let me know. That is helpful. I want to do more walkthroughs like this, but obviously this is gonna be a longer video and maybe nobody likes it, so I’m not sure. So I’d recommend kind of going a little bit deeper into into the keyword search as well. It’s been a little bit of time learning that. And then finally, I promised you guys a really unique case studies. I’m going to deliver it for you. OK. So when I’m on one of my business to business lead generation campaigns and I run for one of my company’s Prospect Social, we are running for a client who wanted only he wanted. He was essentially a financial advisory company. And what they wanted was only essentially like, this is the trick. They want people that are working and high paying jobs. They want people that have been in the industry long enough. They want people that make a lot of money because they are easier to manage those kinds of people money.

[00:28:22]
You make more money doing that. And they want people that have graduated from the top schools in the country and they want people that are immigrants who specialize in working with immigrants. And so that’s when, you know, the usual person would be like, I don’t know how to do it. Maybe I just type in all this stuff in the keyword bar. But because I’m able to I’m able to look at this and I know the training that I haven’t linked in the same stuff you guys here. We were able to say stuff like, you know, maybe only target people inside of New York City. Right. Because more likely, New York has people with more money in New York City. Or even if we do want to do that, let’s just say United States, right. For him specifically. He was in New York from working in New York. That’s why I said that. And then I’d come down here and I’d probably say schools. So then I went to Google and I typed in, you know, top 50 business schools in the United States. And then I would take all 50 of those business schools. And I copy and pasted them all inside of the school thing here. And then I would add all them there. So if they graduate from the top 50 business school, there’s a good chance for probably making some good money. Right. And then you come down here and you also want he wanted owners and C-level executives because he wanted them to be able to make decisions and he wanted them to be having a high net worth. We wanted them to be experienced and that have been around the block a few times. And this isn’t just like some kind of fluke.

[00:29:34]
So we only did more than three years right on top of that. We did a company headcount of 200 people plus. And then and that was essentially it for most of this year. So now we’re saying, hey, show us people in the United States who are a top level executive in their company. They’ve been there for three plus years. They have 200 people plus inside of their company. And I didn’t put it in here, but you guys can imagine. And then you went to the top 25 business schools in the nation. You can imagine unless those people really fell off the wagon, like if they didn’t subscribe to Ravis YouTube channel, then they probably aren’t making a lot of money. But if they did subscribe and they did all these other things as well, well, then they’re probably making a lot of money right now. But the real tricky part here, guys, was he said, hey, I want them to be immigrants. I want them to be not Native Americans, because that’s who he works with. And so what we did there instead was we took his profile language and we did everything but English or Spanish, Arabic, Portuguese, Chinese, French. But we said that they’re living in the United States. So we went from a million down to three thousand people. But these 3000 people are his absolute ideal customers or an absolute ideal clients. And you could even do something like this instead. I think what we ended up doing, because that wasn’t the best thing we were doing was English here. But we also put stuff in here like Spanish inside of the keywords. And so now we’re working with once again. Let’s see what this is without it. One million results.

[00:31:00]
Hundred twenty thousand people. So you can actually click search here. And what you can do is see. So this is Christopher for a C level executive. He matches all of our things. Let’s see where the word Spanish comes in here. I’m not sure. So he’s a Spanish translator. So, you know, there’s a good example of somebody who might be speaking Spanish, right? And you could maybe say, you know, Spanish. Not translator. Maybe you knows a lot of people having translator there because you guys are really smart. Boom. And now we’re coming in here as well. This guy, you know, you can start trying to find people that actually match the, you know, Luis Diaz Valdez, that’s a Spanish name, I believe. So you guys gonna get the idea here is super, super unique and kind of almost crazy people to target. And and he wanted to run ads on Facebook and you want to run ads on YouTube and Linked In. He wanted to run ads on those platforms and I was like noe, we can do this organically. It doesn’t at the cost you a dime. And we can get more targeted and more specific than we could on any other channel. OK. So that is essentially the power of it. And then once you get the ideal thing, maybe you have one hundred thousand twenty thousand million, you can actually save the search at some point. Right. So just go back here and type in Spanish. You actually save the search right here so you don’t have to load this every single time you go back in here. And then you can start messaging or connecting with the people one on one. So there you have it, ladies and gentlemen, that is entire walk through a sales navigator from a A-Z and exact examples of how you can set up your lead generation searches inside of there to be targeting people that A: nobody else is targeting, that B: are highly experienced and have money.

[00:32:40]
And C: are ready to buy that are in your industry. And better yet, you can make sure you’re not sending messages that don’t fall to people that don’t fall in those categories. Now you know how to set up a hyper targeted Linked-In sales navigator campaign. But I have a question for you. Do you know about other lead generation sources or what happens whenever you actually do get a lead? Do you know how to get on the phone with them, what to say and what kind of pitch decks you should use? What kind of offer you should even have with the back end? Looks like. Look, I get that question all the time in the comments down below. What do I do next? Ravi. So I actually created an entire course called Three Steps to Scale, where I walk through the exact steps I took to grow two companies to seven figures in under two years, I cover things like automation, elimination delegation and other lead generation strategies, messaging scripts and a bunch of other goodies. You can click the link below and get access to that right now. Also, if you want to join an online community of really similar growth oriented entrepreneurs, if you want to go a little bit closer with me, if you want to see a little bit more about some of the stuff that we’re doing as part of our companies, I created an online community totally for free. That’s a Facebook group called Scaling with Systems is going to be linked down below. And I do a weekly Q&A calls and there are three to four times a week. We do giveaways. We also do interviews with seven and eight figure entrepreneurs. And you can ask your questions directly inside there and get answered by myself

[00:33:53]
or some of my coaches or some of the other community members. Have you got some value of this video, if you like, kind of the more end up walkthrough technical things? Please, please, please give me a thumbs up to the subscribe button right there. And also common down below. And let me know what you liked about it most. And if you want to see more videos like this. So I know if I should continue down this route. Thank you guys so much. I look forward to speaking with you in the comments.

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