Use LinkedIn's Advanced Search for Lead Generation

by Hannah Tighe
9/2/2014

I recently chatted with Dan Pestretto, sales director at Salespeople On Demand, "a new school" sales consulting agency. Their no-results, no-fee program is turning the sales consulting industry on its head, consistently increasing sales and taking their clients business to the next level. 

Dan and his team are doing amazing things for their landscaping clients using his proprietary methods, and using LinkedIn for prospecting and lead generation. He says that using Linkedin's Advanced Search, creating his own prospecting list and sending out targeted messages has effectively accounted for 75 to 80 percent of new business contacts for his landscaping clients this year. This approach has proven to be exceedingly more time-effective than in-person networking events or cold-calling.

So how does It all work?
You can strategically connect to landscape architects, designers, property managers, suppliers, etc., to build your referral base and shorten your sales cycle. You can use LinkedIn's robust advanced search targeting to create a prospect list in minutes.
Advanced search example:
  • Title: Landscape Designer
  • Industry: Construction
  • Location: Within x amount radius from main service area
This search will generate a list of landscape designers that are specifically located in your target market area and can refer you work once you build a relationship with them. Much cheaper than buying a list. How has LinkedIn helped you build your business and increase referrals?  

Please connect with me on LinkedIn at www.linkedin.com/in/hannahtighe. Find out more about my LinkedIn and Social Media Coaching at www.chatterboxsocialmedia.com.