95: 5 Hidden LinkedIn Features to Book More Meetings

Read time: 4min

Welcome back to The Practical Prospecting Newsletter! Today I’m sharing 5 strategies I use to find warm leads with LinkedIn.

Each strategy can be done using LinkedIn’s basic platform (i.e. you don’t need Sales Navigator).

Agenda:

1. Relevant Content

2. Relevant Events

3. Job Postings

4. Targeted Referrals

5. Prospect Someone Else's Audience

Today’s newsletter is brought to you by Magical!

Magical is a free Chrome extension I use to save time when prospecting by automatically extracting data to spreadsheets, CRM, or my sequence tool (among other things).

It’s the perfect tool for today’s topic: LinkedIn prospecting.

Download Magical for free:

Also, check out this video to see how I use Magical for one of today’s strategies:

Thanks, Magical!

#1 Relevant Content

Strategy:

Finding content related to the problems you solve from prospects in your ICP.

How To (image):

How To (step-by-step):

• Step 1: Go to LinkedIn search 

• Step 2: Type in a keyword related to the problems you solve, the solution you sell, or your competitors

• Step 3: Filter by “Posts”

• Step 4: Click “All Filters” to drill down even further (job title, company, industry, location, etc.)

• Step 5: Look for relevant prospects posting or relevant prospects engaging on a post

Messaging Example:

#2 Relevant Events

Strategy:

Finding ICP prospects who are attending events related to the problems you solve.

How To (image):

How To (step-by-step):

• Step 1: Go to LinkedIn search 

• Step 2: Type in a keyword related to the problems you solve, the solution you sell, or your competitors

• Step 3: Filter by “Events”

• Step 4: Find an upcoming event with 20+ attendees

• Step 5: Click on the event and hit “Register” or “Attend”

• Step 6: Click “Networking”

• Step 7: Filter for relevant contacts to reach out to

Messaging Example:

#3 Job Postings

Strategy:

Finding relevant job openings at companies in your ICP. Then using the job description to make a problem hypothesis.

How To (image):

How To (step-by-step):

• Step 1: Go to LinkedIn search 

• Step 2: Type in the job title you want to find (either the DM you normally sell to, or the persona who typically uses your product/service)

• Step 3: Filter by “Jobs”

• Step 4: Filter further by location, industry, job type, etc. 

• Step 5: Look for relevant accounts and use the information in the job description in your messaging 

• Bonus: Use a tool like Magical to automatically scrape these jobs

Messaging Example:

#4 Targeted Referrals

Strategy:

Finding ICP 1st-degree connections of people you know to ask for warm introductions.

How To (image):

How To (step-by-step):

• Step 1: Go to LinkedIn search

• Step 2: Enter the job title you want to target

• Step 3: Click “All Filters”

• Step 4: Under “Connections of” search for someone in your network whom you have a good relationship with and who would give you an intro if you asked

• Step 5: Now find 3 prospects and do your research on why they’d be a good fit

• Step 6: Reach out to your connection and ask for an intro

• Bonus Step: Under “Previous company” select a company that the person you know used to work for — that way, it’s more likely they *actually* know the person you want an intro to.

Messaging Example:

#5 Prospect Someone Else's Audience

Strategy:

Finding common connections of a relevant influencer in your niche and using that to make your outreach feel warmer.

How To (image):

How To (step-by-step):

• Step 1: Go to LinkedIn search

• Step 2: Enter the job title you want to target

• Step 3: Click “All Filters”

• Step 4: Under “Followers of” search for a well-known person at one of your competitors

• Step 5: Now you have a list of people who follow your competition

Messaging Example:

Thanks for reading!

Jed