Prospecting using LinkedIn and Reference USA | Teddy Burriss | Skillshare

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Prospecting using LinkedIn and Reference USA

teacher avatar Teddy Burriss, LinkedIn Trainer, Coach, Consultant, Speaker

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Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

12 Lessons (41m)
    • 1. Course Introduction

    • 2. LinkedIn is a Business Tool

    • 3. Reference USA is for Researching

    • 4. Focus on your target audience

    • 5. The Basics of searching with Reference USA

    • 6. Build your Search String in your Spreadsheet

    • 7. Mastering the LinkedIn Search Bar

    • 8. Well thought out and deliberate LinkedIn Connection Process

    • 9. Managing your Sent LinkedIn Invites Purposefully

    • 10. Connect and Engage Immediately for the best results.

    • 11. Continue Engaging beyond the initial steps.

    • 12. Summary

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About This Class

As LinkedIn approaches 570M members and over 25M listed companies (Sept 2018), it becomes a formidable rival as well as a paired business tool to other online business databases such as Hoovers, D&B,, and Reference USA.

LinkedIn provides value to business professionals in many different roles; customer relationships, employee engagement, recruiting, thought leadership and beyond. Another area where LinkedIn provides significant value is sales prospecting.

Understanding and accessing the power of prospecting using LinkedIn can amplify your chances of discovering business opportunities and connecting with the LinkedIn Members involved.

This course is designed to guide you through a proven method of prospecting using LinkedIn. You will then be able to adjust this process to best suit your industry and business.

We will look at the process of pairing Reference USA with LinkedIn while researching for organizations that fit your target market, and then experiment with exporting data from Reference USA, manipulating the data in a Google Sheet and then using this data in LinkedIn Searches to move through the prospecting process. We will also explore ideas for connecting with the target individuals in the organizations using proven LinkedIn Invite processes.

Through this course, you will develop your own prospecting best practices using LinkedIn in order to grow your book of business and revenue.

Meet Your Teacher

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Teddy Burriss

LinkedIn Trainer, Coach, Consultant, Speaker


I am a LinkedIn Strategist and Trainer.

I have been training on the best practices of LinkedIn as a business tool since 2010.

As an accomplished author, public speaker, social media engager and blogger, I have mastered and now share the best practices and principles of using Social Media for Life, Business and Career.

I love sharing the message and best practices of using LinkedIn as a Business tool through my LinkedIn Consulting, Professional Development Programs, Webinars, Workshops, Seminars, Coaching, and Speeches.

Helping individuals and businesses who want to expand their networks and grow their businesses is a pleasure for me.

Learn more about me on my LinkedIn Profile or from my YouTube Channel

My pur... See full profile

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1. Course Introduction: Hi, I'm Teddy Burress. Your linked in coach and trainer. Bring you another course on how to use Link Dan as a business tool. Today we're gonna talk about prospecting using lengthen in conjunction with Reference USA, which is my database of choice that I have access to lots of ideas on to share with you. It's going to start with some philosophy. Then we'll move into Reference USA. And we'll look at some tactics of how to use reference that USA effectively look at taking the the content we get from Reference USA and how we get massaged and turn into something really effective and useful. So then go search in lengthen as we're prospecting for the people that we want to connect with in the companies and the regions that we want to be doing business with. And then we'll talk about the connection part, and we talk about the engagement part about sharing so that we can move our prospects through our process into our funnel, to be out to get him into a conversation about business where possible and where relevant. So let's get started 2. LinkedIn is a Business Tool: so linked is absolutely a business tool. We have to think of it that way. We have to look at how we can use it as a business tool. With almost actually, number is closer to 580 million members a day and over 25 million companies listed. It's a great way great place not only to share an engaging content but to do research to find the right people in the right companies and figure out how to get introduced to him. It's a public social media site. It's accessible for free for those who have not started using it. Yet there are subscription levels and give you more features and mawr tools. But we're going to really look at this from the primarily using the free basic tool because the process about you ready to give you and share with you you don't have tohave the premium tools to do this. One interesting statistic that I had to share is it, and I wish I had a new one, but I don't 2016. There were 45 billion lengthen profile views of the first quarter of 16 alone and what most people miss out on with LinkedIn is the power of the member database. Most people do not know how to search appropriately and effectively, and most people don't know how to target their connection activity. We're going to show you some ideas how to do that today. 3. Reference USA is for Researching: so Reference USA is the partner tool that I use in this base in this class. It's a reference, Ah, tool. It's a research tool. It's got research data about 24 million USA companies in the Reference USA. You can apply what I'm about ready to share with you two other resource databases. So if you're in different country and you want to use a different database, that's fine. If you want to use a different database of the US, that's fine. The process I'm about ready show you the philosophy. The tactics could be applied to pretty much any source of data reference. USA has lots of demographic information about companies, and we'll show that to you in a few minutes. That really makes reference, you say, a powerful tool to slice and dice the data and get down to the list of companies and the individual in that company that you may want to connect with. So here's my steps of prospecting through research and research, USA. First of all, you want to target an industry and a region, and you also want to find so you want to find the companies in that industry or small industries and in that region or smaller regions. What you're trying to do is get a list of the right companies and the right people, and you want to get to the point. We have a small list. If the list that you were working is so huge, it feels overwhelming is daunting. And you wanna work small list so you can feel success, it end of it and feel like you've accomplished something. And if you're working the right industries in the right regions and looking at the right demographics of companies, well, then you should be successful doing this prospecting research part and ultimately, what you're trying to do in this process of prospecting using research data is you want to find again the right companies in the right industries in the right, Regis, find the right people and then connect with them. The ultimate go of this step is to connect with the right people in the right companies in the right regions and industries. Nothing mawr start with connecting. That is absolutely critical. The rest of it comes afterwards 4. Focus on your target audience: and I'm gonna repeat this many times. You want to stay focused. You want to focus on specific industries rather than the shotgun approach. Focus on a particular regions, rather an entire country or state. You always expanded and look in other regions and even other industries later on. You want to focus on the company's where you can get connected and or engage with them first. Low hanging fruits, good fruit. Don't get over. Don't think that that's a bad thing. It's a good thing because in time, as your network rose with this low hanging fruit individuals and these companies of these regions in these industries, it will make it easier for you to get access to others through referrals and through introductions. So worked the on your low hanging fruit to begin with. This model's been working for me for quite some time now, and I know it can work for you. It's all about getting connected, nurturing the relationships that ultimately will create referrals and other connections. So stay focused. Nothing wrong with low hanging fruit. It can bear more fruit as you work through the process of further down the journey 5. The Basics of searching with Reference USA : So let's get started in reference, USA First of all, in order to get access to Reference USA, you have to have a library card If you're If you're using this research tool in the US, pretty much every county in every state has access to some reference database. It may not be referenced. You say it could be Hoovers and Dun and Bradstreet, but in my region in North Carolina, they use reference USA for the most part. And you had to have a library car. Once you have a library court, it's really easy. You could just do this from anywhere, and then he could be on your computer without having to go to a library. But I really recommend that you go to the library first and get the live get Make sure you have your library live library card and get the library. And to show you reference USA for the first time, if you haven't experienced it, you didn't show you, which is about what I'm about, ready to show you now as well. So let's go do a search and see how it works. So I'm gonna go to my county library, which is Forsyth County. So from my from here, I'm gonna go toe online. Resource is, every county is gonna be a little different again. Which is why I would recommend you go to your library and ask for help. I'm going online. Resource is, for me, an online resource is business and investing. There's lots of content in here, so there could be other stuff. You may want to do research. We're gonna focus on reference USA Today. Now, here's where I'm gonna go to again. There's lots of databases I'm going to reference, USA. You see, it's gonna kick out of the library of that little icon. Means will kick me out of library. Now I need to log in, and I unfortunately have my log in already set and someone hit. Go. So now I'm in Reference USA. So again, there's lots of available databases. There's Canadian, there's ah, you know, white papers. And you know, all kinds of health care jobs historical, But we're gonna focus right here on U. S businesses. So let's go right here to search. Click on search. Now it's really pretty easy. I almost always without hesitation. Go to advanced search right here van search. And the reason why I use advanced search is because I want to use all of the filters that are available over here on the left. So this is about 45 individual filters. I'm not going to use them all, but I do want to be able to use the ones that are available to me that are the most useful . So what I typically focus on let me share with you. What? I do it again. You could play the experiment going on something that works best for you. First of all, I don't use Ah, I don't include unverifiable. I only include verified the unverifiable gets me closer to 52 million Ah, and brings it up there. But I use the verified only. Which brings me down to about 14 15 million. I'm good with that. That's ah, it's a large number. It works well for me. Secondly, I use the major industry codes. Now I have some documents I'll share with you about the next codes and ai CS came or exactly what it stands for. But I use the major industry groups because that way I get to be able to filter right within here. I don't need to remember these next codes or s I C. Coats. So you can use any of these geography filters at work. Best for you. I typically use a city, state and or metro area again. Use lots of from Barrett ways. You could do this, that it works for you. I don't use the phone information. I use business size. I typically go for a number of employees, but you could just as easily go for sales volume if you want to. Often I will look at Do I want to focus on, you know, headquarters branches in the areas I'm working. Do I want public or private? I almost always for the headquarters in that area that I'm doing the search in. I don't use much of the other of fields, really, That this demographic of set up of fields gives me the best results. So let's do a search and show you what I get. So I'm gonna goes going to major industry codes and I'm going to finance and insurance. I mean, the plus here don't want it all. And I want insurance carriers, insurance agents, and I want ah holding in other investment offices. Now you can see why when I do that, if I go over here and update to the count its foreign 7000 companies that it's found. So now what I'm gonna do is I'm a drill down and I would go to, Ah, Metro area. I must like North Carolina and I'm going to select Charlotte. I'm going to select Greensboro, Raleigh, Cary and the last one is Winston Salem. Now again, um, update my count, we're down to 6200. Okay, so now let's go to drill in a little further. I want to go to the business size and get the number of employees. So it added to the list down here. Do you see what it's doing is it's stacking these filters up. Here's major. Here's Metro. His number employees. I wanna work with companies that have 5200 102 100 and let's go. It's getting all anything over 100 is what I want. Now I'm gonna update my count. I'm down to 112 companies. That's actually a decent size list. And so one mawr. Let's go take one more looking for headquarters and branch and I want to get the ones that just had the headquarters here could really lower my list down. It is down to 30. Now, that's a small list. But you know what? That is a very targeted list. Do you look at what I have here by doing what I just did. What I've done is I built a very targeted list of of specific major industry codes in a specific metro areas size of the companies. And I went for headquarters only an authority as a very targeted list. That's also a very workable list. And so now that I've built, now that I've built my list, let's go view the results. So as you reviewing the results, look at these options you have here. I can always go back and revise the search and make a change. So I want to go back and edit it so I can add Mawr major industry groups that I want to depository right here. Um and I could change the metro area. The number employees headquarters only that has changed right now was add one major group doing update I had form or to the list now and go back to view my results again. Now, here's my 34 records, and so I could scroll through these just to make sure it's given me what I want. And it looks like it is based on what I asked for and go to page two. I can look at it. And so it's a small list. But you know what? Let's go with this list. And here's the results. I have worked with 39 companies, So that's the list that I want to get. Now, let me show you what we do now. We export this out. So the way you export out this list because right here it is download. Okay. Is that you select all the records One page of time in groups of 25. So there's page one now Watch. I go to page two and I get the spotting button right here. It's like all the women there, and now we have 39 records that we've selected now in orderto work this list outside of reference, you is a I've got a downloaded. So I click on download downloads, gonna bring up the options for how I want this file to be. I want a comma delimited. I could do excel if I wanted to. I want summary or detail or custom. We show you why I don't do some rear detailed. I only want a specific number of fields. I do custom and then you see these are all the fields it sends over the eso. I leave all these in there, but I want professional title. So I click and add that I warrant I want the entire phone number. So I select that I want their website. So I get that I don't want any s I C codes or next codes. I want the sales volume. Actually, I want the number employees actually on the number of locations, number employees in the specific location and you can choose any of these fields you want. And then once you've got him all selected than what you do, just grow down here and say download the records. And now I have my file. So again, the basics of using Reference USA or any other database tool. Your using is to create the search for the businesses using all the available filters in the best way possible. Based on what you're trying to research for refine the search down to a small list. I really think actually, I think less than 100 works better for me than 500. It's a huge list. Remember in Reference USA yet to select page by page, get groups of 2 50 at a time, and you export out to hunt 50 the time and export the list out using the film, the fields that you want and have included. Then you move the search results into a Google sheet or excel, and you worked at sheet and you create the search strain in a new column, and I'm gonna go show you how to do that now. 6. Build your Search String in your Spreadsheet: Okay, so now that we've created our file, we've downloaded it with the fields that we want. The next thing you do is open it up into our spreadsheet and start manipulating and managing and setting up that file so that we can start doing a search and lengthen. So let's go do that. I'm a Google app sky. So I'm gonna do this work in Google Sheets. So I'm gonna go to Google Drive. Okay. My file is uploaded just by, so I just go right straight to it. Here, here's and I remember the name. So there's a few things I do before I start working the file, so I don't forget A When did that create this file? This file and B, what's the search criteria that was including this file? First of all, I rename it. It just gives me some context of what the regions were. And then I also do this. Add another sheet. I rename this sheet and I call it my criteria. And then I put in in here the criteria. And if you really want to be sophisticated and get a screenshot of your search filters and put that image in here and this way, I'm going to be very clear about what this data was that I expect gotten so that I want to go back and do more prospecting. I don't need to go back and look for financial institutions of more than 100 employees and Raleigh, Charlotte, uh, Greensboro. Winston Sam who have their brand, Their headquarters are there. I renamed the primary tab just to make it easier to fit on the screen. OK, now we need to set these the spreadsheet up so that we can prepare to do the search in which we've got to create some or data. So I create three columns to the left. But in sort three left, I put this Ah, put a field called my search string. I show you this isn't a minute. This is powerful here. When you could do that, put the linked in company or El or did profile. And then I put a field here for status. This will make sense in a minute. Do this all bold set. My top row is frozen so that as I scroll that stays there and then I can make this a little wider, cause gonna need to be a little wider. This is gonna need to be a little wider. Now we have to create the search strength. The search string is gonna be the first name, the last name and the first word of the company name. And let me show you why I do this. This is absolutely powerful right here. So why am I going to create this search? String of first name, last name company. Name him. Give me example. Why? I'm gonna go search in Lengthen search bar. Right here, John Smith. And if I click on this search icon right here, there are 65,919 John Smiths and lengthen. I can't work that list. Okay? Furthermore, if you're not paying for lengthen, you really want to minimize how often you get in here. The search results, Windows. You want to stay out of there as much as you can. So the reason why I do John Smith when we get back to the top. But if I know that John Smith works for t e connectivity John Smith T e. There he is right there. T e k activity. If I know John Smith works for UPS, there's John Smith Ups. If I know that John Smith works for a church called Friendly Hills Friendly Hills, it's far quicker and far easier to search for. First name, last name. The first word. The company you get to the data quicker and you minimise using the search results Windows, which is ultimately gonna shut you down in time and minimize your search results until the first of the month. It refreshes the first of month, so let's go back to our spreadsheet. So what I need to do is I need to create this surgery strength, this search string for first name, last name and the first word of the company name. Let me create that, and then I'll share with us what that formula looks like. So I just wrote this formula in here. I hear in a to represent the data that's in Row two, and basically what I said is, Get me the data. That's an E two, which is the company's the person's first name. Get me the last name happen out of the space. And then I said you had to use this fullness string here function the left of D two, which is the company name. And get me everything up until the first space, which was, you know, a BB space. And this is what it looks like. Pedro Guerrero, a BB Now by copy that down. You can see this actually pretty decent is actually pretty decent data. First name, last name company. Now you'll see that some of my have, like a Nicholas J and O Brien tea and Thomas tee off to not take out those letters. So I've got to go back and get, you know, do some editing. You'll also see that I have some who have extra words or, like Junior and I generally stripped those out too. You'll see. Is that this is way cleaner now? So now what you'll see is this data over here is typically typically going to be three words for same last name company, First name, last name first word of the company this is going to make for very effective searching on lengthen. I created on error here just to show you that every now and then we'll run into a company name that doesn't have a space, and it creates an error and our formula Oh, you have to do when you have a company. Name is in this case, just one name in the feet and the name in the company name. Then I just do that. Open it up and put a space at the end it enter. So if you have a company name, it is only one word just at a space of the in. Makes it easy to fix. Okay, Now I've created my search drink. Now, what would do is we go to lengthen and we start searching. 7. Mastering the LinkedIn Search Bar: Okay, so let's take our search string and go in the linked in an experiment with it and see how well it works for us. Someone take the 1st 1 Pedro Correra, a BB and another company, A BB Inc. I know they're in Cary, North Carolina. Right here is I need to know that before I go just so again, pay attention when I get so I'm going to control sea and copy that Pedro Correia, a BB So I'm just copied it. Now go on. Linked in And I'm just gonna paste it right here and paste that and it doesn't Doesn't find it. Cannot find Pedro career a BB I get this immediately. So by backspace out the a B b, I find Pedro Correra. Ah, graphic design. I still struggling to find him. Now let's try. Just put in Carrie, okay? I can't buy him through Kaname carry. So let's just get rid of Pedro Correra and look for a BB eight. There's no a BB eight. There's an A B B motors. So I'm struggling to find this and right out the back. So go back to my last you a little bit more research before I give up on this one. Let's go look at the company. There's the website. Let me go to their website a BB dot com Open that up. And you know what? This might not be one relevant to me anyway, so that quickly I do my quick research and I get out. Now, let me do what most people are afraid to do. Most people sit there and work that one to death. I don't have time to it for strike through Move the next one Nicholas Swinson Air. Copy it. Good linked in. Put it up here, nickel Swinson. Now I got a bunch of them So now I gotta get a little bit more information. So we go back to the spreadsheet, its air t ank and they're in. Ah, Denver, North Carolina A I r t dot net. So let me go back here and let me see. Ah, there it is right there. Air T ink Nix wants and Chairman CEO. Somebody click on him now. Once I opened up his LinkedIn profile, the first thing I want to do is grab his your l go back here, paste it telling, hang onto it then I can go back. And I can decide. Do I want to go through the process of finding a way to connect with Nick Swenson? Get introduced to Nick Swenson so that I could get s so that I can get connected and that I can move in through my process. Okay. So I can see he's got 500. Plus, he's got a picture. He has no engagement, no content, no engagement, Uh, which minimizes the ability for me to bump into him. There's a class I have here called Network in a lengthy, and we'll talk about bumping into people. You might want to get that look at that class as well, but I don't see an easy way. He's third level, okay, which means I don't share a connection with him. All right, so right now, just because I want to keep moving, I want to go back here and what I want to do, and I'm just gonna put a hold. So grab the next one go to Linked in. This is ah, Steven De Carlo. He's in Charlotte. It works for a M winds. So go here the length in do a search. I don't see him right off the bat. Let's get rid of the A M. DeCarlo is a bunch of them work for a company called AM Wins. Put the winds here. I don't see him back. I got a lot of Stephen D. Carlos. Let's look for the company switch and said Looking for the person. Look for the company. Get the company name right here. AM Wins group. Copy that. You're back to linked in. You hear that? Um, I don't see am wins. Get rid of few words Since you find it There we go. AM wins group. Okay, so I can put let's put back Stephen to Carlo and put a m winds boom. Say it's all about doing some research and play of your data. Whoever put this date in there put a space in front of a between AM and winds and it's really all one word. So now I have the right word just by paying attention in my searching without never once dropped down in my search window. Pay set in there And there he is there, like going. He's in Charlotte. I got 500 plus connections. He second level to me By the way, I got to grab the your l don't Don't forget that, Teddy. Put that here. Go back and keep doing my research. Brian Corm of Connection of Mine of Mutual Connection. He's been there 18 years. If I go look at the company me, I could see 1900 employees 11,000 to our followers. Got some relevant content. It's like from 2000 away. That might be 2017. It's come back and see. I got a little bit of growth. Ah, but my only premium members linked in can see this. I'll skip through that and you see, a day ago, they posted some content, Um, and looks like they have post stuff on a regular basis. That would lead me to believe this company and the employees of this company were are active. What length in? Let me go back to my record. I found Stephen to Carlo. This could very well be someone I might want to connect with if I am focused on connecting with CEOs and financial and organizations. And so then I would move this person through the process of final way to get introduced through Brian or bump into his content, which he doesn't have any and decide if I want to send him an invite to connect or not. And then once I make my decision of what I'm gonna do, I go back here. I might record here that I asked for. Intro Ask Brian C for intro today's date, and then I moved to my next one. Copy it. So here the LinkedIn paste. It didn't find him so that I start adjusting my search dream to get a better result, and he works for American Tire. You may not be on here, so get rid of that and there's a bunch of Stewart's. There's only four. So if I do a search, I'm going to get four in the window, and I could see none of these. Air it, so I go back home. Go here again, don't waste a time and go the next. This is the basic prospecting process. Goto database like Reference USA. Get out Targeted list by region industry company Demographics. Brain into a spreadsheet. Create a search string based on first name, last name company. First word of the company Go to LinkedIn. Search for that person if you can't find him quickly. Make some adjustments, look for just the person or look for just the company. If you need to go into the search results window and refine your filters so that you can find the person. But you want to stay up top as long as you can and not going to search into the search results window and get the most amount of people you can find. And then once you find him copy, they're linked in profile your L evaluate. Can you bump into their content? You. Can you get a introduction from somebody that you know who knows them? Or do you send down and bite with some meaningful words again? There's a course on here what you can use. Caldwell network. You don't length in which you give your ideas about how to send those invites, as well as lots of other insights. Prospect. You don't link, then starts with a list, a search drink and doing the searching 8. Well thought out and deliberate LinkedIn Connection Process: So as you're working your list and finding in the individuals in your list and you want to think about how to connect with them, don't rush sending the invites. If you could get introduced by someone, which means your second level of someone and you share a connection with a person that you know who to trust respects the likes, you ask them if they'll introduce you via email first. It's a great way to grow to connect, to get introduced. You can look and see they have any content of lengthen that you can engage on and engage on their content with something more meaningful, that alike, a comment and or share their contents a great way to get them to notice you before you send them the invite to connect and always use a personal note when you send the introduction. Always, it's it's critical and by the way, is you're sending these invites out. You're gonna get many that don't accept, and so you really want to manage your sent invites. You want to come up with a process that you stick to that you decide. How long do you leave an invite out there for me. I leave an invite for one month, and if they don't accept my invitation within a month that I withdraw it, stick to your steer choice. Stick to what you're doing and withdraw all the invites that are older than that time frame . There's no need to let a pile up. They're not not getting accepted. The people who either aren't using LinkedIn or they decided, for some reason, another not to accept your invite. Don't worry about that. Just withdraw it and move on. 9. Managing your Sent LinkedIn Invites Purposefully: so in length. And I go to my network from my network window. I always go to manage. All right, here, manage all. And here the reason why I come here. First of all, I can see all the invites that have come in that I can manage those again. There's a course that you can go watch on networking on. LinkedIn will tell you how to manage those, but I also go to sent and incent. You see, I have 241. I always scroll the bottom and I go the last page and again if they're more than a month old and I select all of these on this page there, probably more than month old and then I would draw them a couple reasons why you want a withdrawal and bites that are sitting out there. In my case, I decide longer than a month. One is you don't want linked in to see that you're saying invites out that are just not get accepted. So purge out the lists or your list doesn't get too big. Secondly, of your list does get too big. It takes forever to withdrawal them because the list is too huge. And the third reason why which is probably the most important, is because if you run into that person later on and you want to send them another invite, you don't have to go hunt down the invite. That's a month, two months, three months old or however long they stay out there, you just withdraw it and you might bump into the person you say, Hey, Thomas, a robber. Erica, good to meet you. I'll send you an invite to connect on. Lengthen that they are expecting the invite. Then they're more likely to go look forward and accepted. So withdrawal the invites. Don't let them pile up work on connecting with the people that will connect with you. 10. Connect and Engage Immediately for the best results.: another really important part of the process of prospect in a linked in to say out invites is that you want to immediately engage your connections. So when you send out and bite and they accept, what you want to do is you want to figure out what is the best way for me to engage them. Let me give you a few ideas. What you always want to think about is that you always wanna linked in message them and thank them for the connection. Very simple statement. Thank them for the connection, however, if their phone number is on their length and profile, give them a call and thanked them for the connection and just let them know that you're appreciative of it and that you can neck so that you can stay aware so that you can share ideas where that could be helpful and as well. So you can pay attention to what's going on in the industries and the types of companies you're connected with, because there may be some mutual beneficial reason to have a conversation. Whatever the words are that you use, you were, but you need to remember when you call them make the call all about them. Be appreciative of the connection and then where relevant and appropriate. Take him through your your prospecting philosophies of trying to move them into a conversation and move them into some other activities that are relevant. Teoh Again you're prospecting activities. If they have a business email on there but no phone number, email them e mail them to their business email and again make the message all about them appreciative of them to get connect. And if there is some relevant way for you to pull them into a conversation, then to do that but be very purposeful about, you know, developing and nurture the reputation rattled and jamming at them with the requirement or the request that you get into a conversation before they're ready, I repeat, make the cut communications all about them to begin with. 11. Continue Engaging beyond the initial steps.: no one side connected. My next steps are first of all. My philosophy is you don't have permission to sell anything through. Lengthen until you're given permission. So I am all about engaging with my new connections where relevant appropriately. Maybe it's private, engaging with lengthen messaging, phone calls and email addresses. But it could also be through public engagement, you know, through the content I share and use their content when you're doing this. Engaging as well it doesn't need always be your content. Pay attention to the news feed for relevant content from your most important viewers or from the people you're prospecting. Engage on content they engage on is considered showing up to the conversation on new conversation. So do it properly. Keep the conversation about the content, don't hijack someone's content or someone's conversation engaging on their content. It's more impactful, since it's their content and are likely to get a notification that you comment on it or you shared it and make sure it's meaningful engagement, meaningful gauging steps towards a deeper business conversation. Engaging with the comment that says thank you or I like this is not really meaningful. Get into the conversation with some perspective. Some added information related to the conversation and don't become needy or pushy. Remember, be human, be relevant and engaging and don't become desperate. Remember, it's about networking as your prospecting and doing this research. So don't push your brochures in your flyers that your network as you connect with them unless they specifically asked for it. Be very intentional about trying to work towards a riel. Conversation of meaningful engagement may be mutually beneficial engagement and pay attention to who you're engaging with. You're either helping them or they're helping you, and you didn't know which is which. Sometimes one becomes the other. Remember, it's networking as your prospecting, sharing and engaging in meaningful conversations. If you want to be successful with this process that need to be consistent. I like the schedule, these steps of my counter for me. I do my research on Monday, and then I do my lengthen searching, connecting on Tuesdays. That way I've got that break my steps up and I can spend a couple hours on Monday building my list and then go do other things and then spend a couple of one or two hours on Tuesday looking for these people in lengthen and connecting. And then I can dio go do other things and you want to measure your performance. You're measure the results you're getting of your messaging and adjust it where needed. Measure the results by industry and region. There may be some industries that you shouldn't be prospecting it or aren't the best treated prospect in, so adjust accordingly. And I wish you the best in your prospecting as you're being purposeful and intentional and doing it right again. I'm Teddy Burst your lengthen coach and trainer, and I hope you got lots of great nuggets, lots of great ideas about how to prospect using lengthen and reference USA through this course. If I can help you in any way comment on the course, jump into the discussions and let me know what you're looking for or send me an invite to connect on linked in, and I help you more directly. Thank you very much for attending this course 12. Summary: I realized when I was finalizing this class that my data that I get from Reference USA, which typically includes the CEO of the CEO or the president of the owner, which is ideally, who I am prospecting to get connected to. But that may not apply to everyone. So if it doesn't, there's a couple alternatives you may want to think about. First of all, if you are a member of some associations where the association membership list is available to you, you could use that association membership data. And then you could find those people in those companies and connect with them in some respects based on your relationship with the association. And then do you use down all those people in your prospecting processes? Additionally, what you could do, and you may want to take my linked networking on length in class to learn how to do this is you could search for the company's on lengthen and then refine your search for the people who work in that company in the roles that you're trying to prospect with. And that's another another process. You again ever encourage. You take the core cell network you don't linked in that being said, prospecting lengthen is important and your process for networking and connecting and engaging a lengthen needs to be purposeful and need to refine it to get the greatest results. To achieve the goals you're trying to cheat again. Thank you for attending this course.