If you’re a B2B business, it’s never been easier find new clients, connect with them, and engage with them, thanks to online platforms like LinkedIn and their Advanced People Search feature. Read the full tutorial here: http://bit.ly/2IlpqDR Interested in getting more leads, clients, and referrals from LinkedIn? Sign up for our Advanced LinkedIn Masterclass here - http://bit.ly/2p7Dsk8

1. How to Use “Advanced People Search” on LinkedIn

2. But first… Why use Advanced Search for prospecting?
● Building a database full of your BEST prospects is your primary objective because once connected, you can build a
relationship with them through strategic messaging and email campaigns.
● Now, besides building a database of targeted connections and prospects, another use for the search function is
simply to get a general idea of how many people could be potential prospects. We use this as a litmus test to see
whether or not LinkedIn is even a viable platform to focus on - and *hint hint*… 99% of the time, it most definitely is.
www.linkedselling.com

3. So, how do you use Advanced People Search
to Build Your Connections on LinkedIn?

4. First, any marketing endeavor starts with knowing WHO your prospect is...
In order to connect, build rapport, and more importantly, sell to them, you need to know…
● Who they are
● What they value
● What they want
Start by looking at your current and past clients:
● Make a short list of the industries they are in
● What are the job titles of the individuals you sold your product or service to?
● Where are they located? Do you work locally? Nationally? Internationally?
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5. Second, utilizing the search functionality is the best way to ensure you
are connecting and reaching out to your best prospects, the ones who
will actually make a difference and move the needle forward in your
business...

6. STEP ONE - Use the Basic Search Bar on the Homescreen
Now you can put the litmus test to work to see if LinkedIn is right for you…
Here we typed “Marketing Manager” and came up with over 5 million search results! Plenty of prospects, but that’s just
unmanageable. So now it’s time to apply the first filter and narrow it down a little...
Here, you are simply accessing the Search bar on the homepage of your LinkedIn account. Type the title of the
person or the name of the industry you want to target:
www.linkedselling.com

7. After you type your query, you’ll want to apply a filter, in this case, click the “People” option. You can click another option, but
when you’re looking for individual prospects, “People” is what you want.
Three ways to filter using the “People” Option:
1. When you click on the search bar, before you type, you can pick “People” filter from the dropdown list and then type your query
in the search box.
STEP TWO - Apply Your First Filter - “PEOPLE”
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8. 3. Or, if you typed and already hit enter, you’ll see this screen:
Just click on “People” and you’ll exclude any search results that aren’t specific people, like companies
or job openings. (And, by the way, this is also where you’ll apply any other filters you want.)
2. You can type your query and then click the search bar, where a drop-down menu will open up:
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9. Now, let’s say you wanted to target Marketing Managers in your local area, but they have to work for a specific company,
you could click on any of the options in the easy drop-down menus in what we’ll call the “Filter Bar” (outlined in red
below…)
OR You can access the SAME filters and more when you click on “All Filters” here…
STEP THREE - Let’s Go Filter Crazy
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10. It’ll take you to this page: As you can see, you have plenty of filters here to choose from,
including:
1. Connections (1st, 2nd, 3rd) - most all your searches will be 2nd
& 3rd connections.
2. First Name, Last Name, Company, School
3. Title
4. Locations
5. Current Companies (by name)
6. Past Companies (by name)
7. Industries
8. And even non-profit interests
Here, you’ll want to apply the searches that make sense for you based
on your “Prospect Profiles” and when you’re ready to search, just hit
the blue “APPLY” button at the top of the page to apply your filters.
And there you have it!
www.linkedselling.com

11. Filter Advice...
When utilizing LinkedIn’s search filters, you don’t need to attempt to fill in every last detail: Title, location and industry are the
3 most widely utilized search filters in our client campaigns. You might need to use all three of those filters OR you might
need just one of them to get to your prospects.
Again, it all depends on who specifically you are looking to target…
www.linkedselling.com

12. A quick note here… LinkedIn Search does offer some shortcuts, allowing you to filter your results without having to return to the “All
Filters” page.
You can do this in the search bar with a mix of Search Operators and Boolean Commands.
As listed on their Help page, LinkedIn currently supports five Search Operators:
1. firstname - Finds members based on first name
2. lastname - Finds members based on last name
3. title - Finds members based on their current job title
4. company - Finds members based on their current company (keyword search)
5. school - Finds members based on schools attended (keyword search)
And to use them in the search bar, you simply type the search operator followed by a colon, and then your search query in quotes.
For example:
Shortcut:
www.linkedselling.com

13. Combine that with Boolean Search Commands and you can include most of your filters right in the Search Bar, and save some time
without going to any other pages.
Here is what LinkedIn says about the Boolean search commands they support:
● Exact Phrase? - Use Quoted searches - For an exact phrase, enclose the phrase in quotation marks. For example: type
"product manager". You can also use quotation marks if you want to find someone with a multi-word title.
○ LinkedIn search only supports standard quotation marks. Other software or websites may use special symbols
that our system does not recognize.
○ In order to optimize overall site performance, stop words such as "by", "in", "with", etc. aren't used.
● This NOT That? - Use NOT searches - To exclude a particular term, type that term with an uppercase NOT
immediately before it. For example, type: programmer NOT manager. This will give you programmers and exclude
any managers.
● This OR That? - Use OR searches - To see results that include one or more terms in a list, separate the terms with an
uppercase OR. For example, type "sales OR marketing". This way, you’ll get people who are in sales or marketing.
● This AND That? - Use AND searches - (but you don’t really need to, see the note below)To get results that include two
or more terms in a list, you can use the uppercase word AND as a separator. For example, type: manager AND
director.
○ Note: You don't need to use AND. If you search 2 or more terms, you'll automatically see results that include all
of them.
● Need a more complex search? - Use Parenthetical searches - To do a complex search, you can combine terms using
parentheses. For example, to find people who have "VP" in their profiles, but you want to exclude "assistant to VP" or
SVPs, type VP NOT (assistant OR SVP)
And, remember, it’s like algebra! There is an order of operations, so when handling searches, the overall order to precedence is:
1. Quotes [""] -
2. Parentheses [()]
3. NOT
4. AND
5. OR
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14. Finally, you need to know that the “All Filters” page doesn’t include all the search filters available. To access these additional
search filters, you’ll need to be purchase LinkedIn’s Sales Navigator account.
The Advanced filters included in the Sales Navigator tool are:
1. Company Size - This gives you the ability to search for small business owners, to large multinational corporations,
depending on their size. 1-10 employees to 10,000+
2. Years of Experience - search by how much experience people have in a certain position or business.
3. Function - This allows you to search by what function or role your prospect plays in their job—whether it's administrative,
business development, or marketing.
4. Seniority Level - Search by CEO, intern, and everything in between. Between this and the Function filter, you can get
really specific search results.
5. Groups - You can target prospects based on specific LinkedIn groups they are a member of. Looking for Fitness and
Health Professionals in Chicago? There are 3 groups specific for that audience. And with this filter you can view each
member.
6. Interested In - Not like Facebook interests, here you can find prospects interested in new opportunities, or looking for
contractors, etc...
LinkedIn Sales Navigator
www.linkedselling.com

15. Now you have access to a list of very targeted,
highly qualified prospects at your fingertips!
AND… after you create a targeted list of prospects, you need to know how to connect
with them and stay top of mind, so that when they’re ready for your services, YOU
become the go-to provider in your industry.
Learn how in our free training, the LinkedIn Advanced Masterclass.
Click below to register now.
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