LinkedIn is one of the best places to find prospects and generate leads. But what you don’t want to do is send invites to connect and then follow up with “product pushing” sales messages. We have a different approach and we will take you step-by-step through it in our webinar recording “How to Find Prospects and Generate Leads on LinkedIn”. In this webinar, we will discuss: – Using the LinkedIn search capabilities – Building a good message – Getting email addresses – Reaching out – Navigating organizations – And more!

1. How to Find Prospects and Generate Leads
on LinkedIn
Michael Halper
Founder and CEO
SalesScripter

2. Finding Target Prospects
What to Say
How to Reach Out
Navigating Organizations

3. Build a Picture of the Ideal Prospect

4. Industry
Size of Company (Employees / Revenue)
Location
Title / Position
Department

5. Finding Target Prospects
How to Reach Out
What to Say
Navigating Organizations

6. Options for Reaching Out
Invitation to
Connect
Send Email
Call the
Prospect

7. The Instant Pitch
Salesperson Sends Invite to
Connect
Prospect Accepts Invite
Salesperson Sends Email Selling
Product
What to NOT Do

9. Some Things to Consider
• Inviting to connect makes directly approach a little more delicate
• If you do connect and then email, delay the email and try to not be too
pitchy
• Becoming connections does create passive prospecting opportunity
• You don’t need to establish connection in order to email
• It will usually take more than one message and type communication method

10. How to Get Email Addresses
[First Name]_[Last Name]@websiteaddress.com
[First Name].[Last Name]@websiteaddress.com
[First Name]@websiteaddress.com
[Last Name]@websiteaddress.com
[First letter on first name][Last Name]@websiteaddress.com
[First Name][First letter of Last Name]@websiteaddress.com
[First Name][Last Name]@websiteaddress.com
[Last Name][First Name]@websiteaddress.com
[Last Name].[First Name]@websiteaddress.com
[Last Name]_[First Name]@websiteaddress.com
First Name]-[Last Name]@websiteaddress.com
[First letter on first name]-[Last Name]@websiteaddress.com
First Name]-[First letter of Last Name]@websiteaddress.com
[First letter on first name].[Last Name]@websiteaddress.com
First Name].[First letter of Last Name]@websiteaddress.com
[First letter on first name]_[Last Name]@websiteaddress.com
First Name]_[First letter of Last Name]@websiteaddress.com

11. Options for Reaching Out
Invitation to
Connect
Send Email
Invitation to
Connect
Send Email
Send Email Send Email Send Email
Call the
Prospect
Send Email Send Email
Call the
Prospect
Call the
Prospect
Call the
Prospect
Send Email Send Email
Call the
Prospect

12. How

13. Finding Target Prospects
How to Reach Out
What to Say
Navigating Organizations

14. What to NOT Do
The ”All About Me” Approach
My Company
My Products
What My Products
Do
How My Products
are Priced
Getting Prospects
to Buy
Hitting Sales
Targets
Making Money /
Commissions
Salesperson’s
Interests

15. Hey,
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Email Marketing
Web Development
Email Appending
Data Provisioning
360 Degree Profiling
Email Verification & validation
Multichannel Prospect Lists
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16. I hope everything is going great and thank you for connecting with me! I
wanted to reach out and ask how you are handling your payroll and HR
for your company? I am sure you have everything taken care of, but if
there is any opportunity for myself and XXXXXX to earn your business,
I would love to talk with you about what myself and XXXXXXX has to
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I can be reached at XXXXXXXXX or XXXXXXXXX. What is the best
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17. Hey Michael,
I hope you’re doing well today. I’ll keep this short and to the point: we recently
launched [product name] after three years of development. It's a total game
changer.
Basically, [product name] uses [product explanation]. It's a self-service
platform unlike anything you may have seen. The kicker is that our service is
inexpensive and fast.
Do you have time this week for a quick call or demo to discuss how we could
help you?
or can you tell me who I should speak with?
Best,
[contact name]

18. Product Selling
Sales Pitch
Consultative Selling
Sales Pitch
Company
Product
Features
Pricing
Goal: Closing sale
Benefits (Value)
Common problems (Pain)
Questions probing for problems (Pre- Qualify)
Customer examples (Name Drop)
Differentiation (Product)
ROI (Product)
Goal: Starting conversation

19. How to Be a Consultative Salesperson
https://salesscripter.com/what-is-consultative-
selling-and-how-to-be-a-consultative-salesperson/
More info on Consultative Selling

20. Create Email Templates

21. Product Selling
Sales Pitch
Consultative Selling
Sales Pitch
Company
Product
Features
Pricing
Goal: Closing sale
Benefits (Value)
Common problems (Pain)
Questions probing for problems (Pre- Qualify)
Customer examples (Name Drop)
Differentiation (Product)
ROI (Product)
Goal: Starting conversation

22. How to Create Email Templates that Save Time
and Boost Sales
https://salesscripter.com/how-to-create-email-
templates-that-save-time-and-boost-sales/
More Info on Email Templates

23. Build a Script

24. Product Selling
Sales Pitch
Consultative Selling
Sales Pitch
Company
Product
Features
Pricing
Goal: Closing sale
Benefits (Value)
Common problems (Pain)
Questions probing for problems (Pre- Qualify)
Customer examples (Name Drop)
Differentiation (Product)
ROI (Product)
Goal: Starting conversation

25. How to Build a Cold Call Script that Works
https://salesscripter.com/how-to-build-a-sales-
call-script/
More Info on Building a Script

26. Finding Target Prospects
How to Reach Out
What to Say
Navigating Organizations

27. Industry
Size of Company (Employees / Revenue)
Location
Title / Position
Department

28. CXO (CIO, CFO, CEO, COO)
VP of [department] (IT, HR, Finance, etc.)
Director of [department]
Manager of [department]
User/front-line worker
Vertical Movement
Organizational Movement

29. Organizational Movement
CEO/Owner
Marketing Sales Finance IT Operations HR
Horizontal Movement

30. CEO
HR
VP of HR
Director of HR
HR Manager
HR Specialist
Finance
CFO (Chief Financial
Officer)
VP of Finance
Director of Finance
Finance Manager
Accountant
Marketing
CMO (Chief
Marketing Officer)
VP of Marketing
Director of Marketing
Marketing Manager,
Marcomm Manager,
Product Manager
Sales
VP of Sales
Director of Sales
Sales Manager
Sales Rep, Account
Manager
IT
CIO (Chief
Information Officer)
VP of IT
Director of IT
IT Manager
Engineer
Operations
COO (Chief
Operations Officer
VP of Operations
Director of
Operations
Operations Manager
Engineer
Organizational Movement

32. How to Get Prospects to Answer the Phone When
Cold Calling
https://salesscripter.com/how-to-get-prospects-to-
answer-the-phone-when-cold-calling/ /
More info on call cadence:

33. Please
Like
Comment
Share
Subscribe
Thank You!!!

34. SMART Sales System
S
M
A
R
T
ales
essaging
nd
esponse
actics

35. SMART Sales System
Sales Methodology Software Platform Professional Services

36. SMART Sales System
Sales Methodology Software Platform Professional Services

37. SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Training
• Recorded Training Videos
• Live Sales Training (virtual)
• Live Sales Training (in-person)
• Custom Sales Training

38. SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
• Library of Scripts and Templates
• CRM Functionality
• Email Automation

39. SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Consulting
• Sales Pitch Development
• Sales Process Mapping
• Script Assessment
Sales Coaching
• One-on-One Sales Coaching
• Weekly coaching
• Coaching Hour Blocks

40. SMART Sales System
Pricing
• Software - $49 per user per month (40% discount for annual subscription)
• Sales Training – No cost on YouTube
• Scripter Walk-Through (2 hour engagement to create your pitch) - $200
For $249, you will get a full library of sales scripts,
emails, and tools

41. Contact Us
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
@salesscripter