Prospecting using LinkedIn and Reference USA

Teddy Burriss, LinkedIn Trainer, Coach, Consultant, Speaker

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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


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.