Lead generation lead conversion for Animal science

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hi everyone and welcome to the new uh to the first duck soup webinar in 2022. today's webinar how to double your sales funnel with except turbo is hosted by giles garnett the head of professional services and live chat is monitored by ganpara kuzmanskaite the head of customer service thank you so much for joining and let's start our webinar hello and thank you and good morning good afternoon or good evening to everyone wherever you may be in the world and thank you for joining us for the first duck soup webinar of 2022 um today's topic i think suitable for kicking off the new year is looking at automated lead generation and killer hacks that you should be using or at least be aware of anyway now for anyone who's new to duck soup or these webinars my name is giles garnett and i'm the head of professional services here at duck suit i've been presenting the webinars for duck soup for the last couple of years or so i also run the the booster sessions and technical calls as well as some of the support calls so i may well have come across many of you if you've had direct dealings uh with with us here at duck soup um as always i'll do my best to share my my knowledge of duck soup and the experiences i've picked up in in using the products from both my own activities and from those of our users as always gin who you just heard from our head of customer support will be monitoring the live chat and answering as many of your questions as possible so please do try to keep your questions on topic so that they are useful for the entire audience and if you have other questions you can always contact our support team via the live chat on our support pages or via um our email address which is info at duxhyphensup.com if you if you get your questions in while i'm presenting and i will do to do my best to cover any of those towards the the end of the webinar and as always uh the session is being recorded and will be made available available via the usual channels and to anybody who's registered you'll automatically get a link in due course now today's topic is fairly general and i'm going to be covering a lot on both the pro and turbo products i'll try and make it clear which features are specific to which platform but hopefully there's everything there's something in here for everybody um and one thing to add before we get going uh uh going in earnest as well um we have a new offering uh for users of duck soup if you haven't subscribed before and go to our website um you can now qualify for a free no commitment trial of our turbo features for 14 days and i did have a screen up just now uh where i could show you that and hopefully that is it there so if you go to our website here the ducksuit.com get started uh hopefully everybody can see that if you've not used duck suit before and you've not downloaded it before you can hear see you can get the full duck soup experience free 14 days no commitment no credit card and no hassle so maybe that'll be useful to some of you who are joining us today for the first time um now because of the subject matter today um i'm not going to be delving into every single slide in massive detail um um so what i've done is i've prepared a list of links which hopefully you can find and download within the go to platform right now if you can't i've tried to share it as a handout hopefully everybody can see that and what you'll find there is a series of links which goes into more detail about the topics that i'm going to touch on today i'll be doing a bit of slide wear sharing and a little bit of demo but we'll touch fairly light touch on most of the topics as we go through because if we went into every every slide here in detail i think we may be here for a couple of hours and i don't think everyone's got that much time so let's crack on so for anybody who is new to duck soup what is duck suit it's a chrome extension which is also compatible with some other browsers if you look at our website which you can use to mimic human behavior on the linkedin platform and that's on the free linkedin uh platform the sales navigator platform and the latest recruiter um the latest recruiter platform as well that was introduced just before the end of last year we now support the recruiter platform and in the coming weeks we'll be seeing some improvements and refinements and expansion there by the facilities that are available there on the recruiter side of things you select the list of prospects that you want duck soup to process and then you get duck soup to run the chosen activities against that list and remember human behavior so duck soup is um is echoing is trying to mimic human behavior from a point of view of keeping your account safe it's very important that you allow duck soup to to operate in a human way so when i say that i mean you use the throttling and the um uh the limits you don't want to be visiting thousands of profiles a day for example because that's not humanly possible but duck soup allows you to mimic human behavior using the robots to take away take off your desk the repeatable the repetitive actions that you would otherwise take that would otherwise take you a long a long time with duck soup turbo you can further uh increase the possibilities by integrating with other platforms we'll come on to that a little bit later and running campaigns to improve the consistency and quality of your outreach so killer hacks what do we mean by killer hacks these are key approaches that are working for people in real life right now they're taken from successful users of duck soup this is from first-hand experience these are from our case studies from our satisfied customers these are all real-life examples we are also looking at some of the most popular topics to get raised by our support team and the searches to our website so we're looking at we're constantly monitoring to see where people are most interested and then also we're going to have a mix of linkedin tips and tricks and some some key functionality of duck soup in the mix here as well so the things we're going to touch on today and it's quite a list so i better get a crack get a move on um we're going to look at searches and lists in linkedin so how you can find the correct targets how you can tag prospects with duck soup giving you the traceability uh and we'll touch a little bit on skipping rules and regex regular expressions that helps you to ensure you're contacting the correct people and make sure you're not contacting maybe competitors look very quickly at the difference between scanning and visiting and what you can do with the different data there your strategy is it visit is it connection request or is it in mail or is it a mixture of all three maybe you'll have a different strategy to different groups of people depending on what you're trying to do i'm going to touch on turbo campaigns we're going to look at some integrations from a higher level and also just very very lightly touch on what a web hook is and what you can do with it there as i say we've got lots of information hopefully available on the handout if you can see that um i know that jyn's got the the handout and she may be able if you can't download that then she can copy and paste that into the questions and answers section as well and then very very lastly uh finally there we'll be touching on scaling up we have a lot of users who who manage multiple accounts so that may be just something that might be of interest for you as well so without further ado the most important linkedin 101 check your settings review and update review and update your profile and be active this is a tip for linkedin no matter what you're doing with your lead generation activities these are of paramount importance if i can just flick to my profile hopefully this will be seamless there we go so before we go any further as always i say this every time this is me this is uh this is my profile here on linkedin feel free to send me a connection request very happy to connect with duck soup users as always ping me a message as well so i know how you found me but uh but feel free to send me a connection request try and uh try and get through all of the the invites that uh that i get after the webinars so uh yeah ping me a message ping me a connection request um when i talk about your profile make sure that you are using a professional photo you're making use of the background as well and your tagline here it's been spoken about on many of our webinars but don't just put your job title in there make sure you're describing what you're doing remember every time you do something on the linkedin platform that increases your visibility and people will see your tagline your your description there so be aware of that and make sure that you're up to date make sure you're continually updating your profile depending on what you're wanting to do as well check your settings for your visibility if i very quickly go to my settings in privacy here i think it mines on private at the moment if i go to my visibility options here you have viewing profile profile viewing options at the moment because i was doing some testing earlier i was in private mode but if i wanted to visit a lot of profiles and and allow people to know that i visited them i would change that to to there and then people will know that i have visited them they will get a notification through now also be aware if you're a sales navigator user you may need to change that setting in sales navigator sales navigator has its own set of settings as always so make sure you go to your sales navigator account here and you once again go to your settings and you make sure that you change your visibility make sure that it's in line with your requirement so that's really really important that you have those settings updated depending on your strategy of course you make sure that you are visible so that people can see what you're doing um let's go back to there and then be active engage with people and posts and groups all of these are valuable resources people you know if people are posting things you're reacting to them every time you engage with somebody that is visible on the platform so make sure that you are maximizing the possibility of being seen okay so we'll move on this again is a linkedin tip but then it also touches a little bit on on the duck super functionality here so these are to do with searches and lists and i've got a url there you should be able to find that on the list as well um as well as some other bits and pieces there's quite a few links there so this here is is some examples here of the different places that you can go to find people um you've got the standard search and the sales navigator search which i would imagine most of you are familiar with but just for completeness we'll go in here and we'll see here you can go to a standard search and if i just type in here i don't know um product manager you carry out a search like this and if you didn't say well actually i don't want to look at jobs i would look at people this needs to be a person search with with within uh linkedin in order for duck soup to recognize it as a list in a second we'll notice in the top right hand corner that the duck sweep icon will any minute now turn green when it recognizes what's on the screen is a list that it can process remember duck swoop is always looking for a list that it can process there we go it's now recognized it and i can now run duck swoop against this list of course here in regular linkedin i have all these other filters here that i can make use of as well but in sales navigator if i now carry out the same search and sales navigator i have a plethora of other filters that i can make use of as well so if i just do the same search here within sales navigator it's a little slow today but uh that's okay it's uh obviously uh just taking its time a little bit there let's uh try doing that again there we go so what we have now is we have i've got product manager here as a search but if i click here to view all filters you see have a much greater possibility here to be able to whittle down my search results ingly um it's a very very powerful uh place to come and use the search uh search filters um in sales navigator and there we see duck soups recognize this as a list now one of the other things to remember when you're carrying out a search in both regular linkedin and sales navigator there's a limit to how many results linkedin will show you here in sales navigator i can see 25 results on a page and 100 pages so i get 100 pages there whereas uh in regular linkedin again i get 10 results on the page and 100 pages so i get to see the first thousand results so when you're carrying out a regular search make sure you're under those numbers to make sure that you are able to see the entire results if you've got a regular search result here that's 3000 or anything more than a thousand you are not seeing the entire result so use the filters to narrow down your search to make sure that you're hitting everybody that you want to so that's just a regular um a regular search there we go um you can also carry out group searches and there was a really big difference here so if you're just a free linkedin user you have to be a member of a group to be able to see the population so if i go back to my regular linkedin home page here you can see here these are some of the groups that i'm a member of so if i go to for example this one here so 16 000 members and i can i can see the member list here and i can carry out a search on them now um if i'm within sales navigator i can also carry out a search within a group i just go to my filters here and i scroll down the bottom and i go to groups now i can also hear searching groups that i'm not a member of because i've got sales navigator if i take typing i don't know growth hacking growth hacker central i'm not a member of that group and i do a search i've also got product manager listed there as a filter let me take a bit of get rid of that there we go i can now see it in growth hacker central there are 883 results and i am not a member of this particular group um so using the group search is a very very powerful way of being able to find people with certain interests if you've got sales navigator you don't have to be a member of of that group to be able to uh find those people if you're using regular linkedin you do need to be a member of that group to be able to find people in that group so that's a very very powerful thing to be able to use post likes um this is uh one of them quite a few different bits and pieces that you can use um to find people when i talk about post likes we're talking here about in regular linkedin if you go to your normal uh news feed um if we take for example this this uh this uh let's find us an article with some reactions we'll find something in a second um here we go so this particular post here uh this has got 8 000 or so uh people who've liked it who've reacted to this if i click on here and i want to maybe just maybe gather some data from the 8 000 that have reacted here you'll notice in the top right hand corner the duck suit recognizes this is a list and i can now run my automated actions against this list here or i can choose a subset of that for example those who love it duck soup can run its actions against this list it sees this as a list and this is a great way to be able to help you construct your connection request messages um if you're wanting to for example reach out to people who have reacted to a post because it's of a particular topic then you can for example refer to that topic as part of your messaging so there's various possibilities there for you to allow you to use those sorts of things it's a very similar thing to for example as well if you go back here page followers exactly the same if you're a page uh if you've got a company page and you're the administrator and you can see the followers it's a similar pop-up there you can then use duck soup to gather information about those people just visit them visiting connect or even just scan them so you've got some data about them we'll come on to the difference between visiting and scanning a bit later similarly company employees go do a company search and look at the list of employees and run duck sleep against that and the forgotten one is the alumni list if we just go back here and if i just type in uh university [Music] let's go toronto for a change if we go to any school or university that has a page if i go to this particular page here we'll just wait for this to load and here with with every school of university you have an alumni section here and what there is here then there's a list of people who've attended this university you can narrow down the time period where they live where they where they work what they do and what they studied all sorts of other bits and pieces and as you'll notice here duck soup recognizes this is a list you can now run your duck soup activity against this list so you can filter people and find people through the alumni lists as well it's a really powerful way of being able to find people who have certain interests or have studied certain things or attended certain universities similarly with employee lists it's basically the same so that's how you can make sure you're maximizing the use of linkedin searches and lists the next one is the power of the boolean search and i'm not going to spend too much time on this because i've done quite a few webinars on this i think over the last couple of years um the boolean search allows you to be able to produce more relevant search results by including or excluding specific words you can use the parenthesis as well in order to narrow things down i've added a link in the um in the um in the document in all the links there which refers to both the um the blog post we wrote about it and an external reference just explaining all the definitions of the and or and not it's incredibly powerful it really helps you to narrow things down and make sure you're targeting the right people and excluding the right people as well because very often you end up with uh people who aren't relevant in your search results so the power of the boolean search is incredibly uh important for making sure you're targeting the right groups of people tags so duck soup tags so duck soup tags is something that you'll hear referred to quite a lot you can tag people with a duck soup tag which basically gives you traceability as to what you've done with them and how you found them if i again go back to just my home page here and if i just open my profile that's probably the easiest thing let's open myself here what we'll notice here on whenever you open a profile and you've got duck soup loaded up um if you give it a second we'll just let it open up here on the right hand side any moment always takes a little bit longer when you're watching it of course there we go it's got broke there we go so you see the duck sweep icon i've just popped up here and you can see here these are tags i've got growth hacking i've got ot support and i've got lead generations tags that i've put on my own profile um these are tags that i have added to my profile um i can remove them if i want as well here but if we go to add duck soup options now we've not delved into our docs loop options at all here so i click on the duck sweep icon and i click on the options button here whenever i'm carrying out an activity and i'm auto visiting profiles you can see here on the automated actions list i can automatically tag a profile you can see it one in one time you can tag up to five tags at a time or labels if you like it's a very powerful way for being able to narrow down being able to label people so you know how you found them maybe you're sending out a message to a group of people and you want to have a campaign number or campaign message against that group of people because we also then have for example if we look here again on the drop down menu we have this facility here to be able to search by tag and if i go into here we look at one of the tags that i've got so we'll look at i don't know i t support if i go in here and i type in i t support uppercase or lowercase i don't remember let's have a look there we are so i've now got 338 people that i've tagged with it support um so all of these people have got the it support tag against them what this allows you to do if as you tag people as you go through them in a second you'll notice that the duck sleep icon will turn green so as i tag people i can then run duck soup against that list of people in the future so if i'm categorizing them these could all be first degree connections for example you can use the tagging facility to allow you to track and be able to revisit or come back to those people in the future you also have the possibility and i know i'm jumping ahead a little bit here to also when you're carrying out your automations to skip profiles that you've previously tagged with a tag or with any uh basically um uh wild card by leaving it blank there so if you previously tagged then you can get it to skip so this is using the tagging facility gives you traceability gives you more control and allows you to have that extra level of traceability you're not purely constrained by the the way that you can save people within linkedin under your lead lists under under sales navigator the tags give you that extra functionality to give you the traceability there so that's tagging um so there we are we've used the search by tag and we've looked at the skipping rules there as well and there should be a link as well in the document there how to tag and untag profiles do it manually or automatically it's a really powerful functionality of duck soup which is available to both pro and turbo users and another one which is quite useful as you know it's very useful and this is the use of regular expression in the skipping rules um this allows you to filter out people who you may who may appear in your search results who you may not want to include you think you will in what case how does that work then so if we go back here for example and we go to our search results here we've got 883 people here in our sales navigator research uh search results but i don't know who all of these people work for and then maybe that i in my situation i may have some competitors who i don't want to send a message to what i can do then is in my in my duck sweep options under my skipping rules here i can say for example this option here skip profiles that match pattern and what i've got here if i get that first one if i get rid of b2b just from some testing i wasn't doing so now what i've got here if anybody happens to have the word microsoft or tesla in the html that appears here then duck soup will skip them so if i said for example skip anybody that has ceo then this top person would get skipped um if i skipped anybody who said founder then this cur this guy these these three here would be skipped if i uh yeah i said todo this person here would be skipped all of these things give you the possibility to get duck soup to give you that extra level of granularity when you're wanting to carry out your visits and making sure that you are not visiting people so for example there was a guy who was dealing with recently he only wanted to contact high-level executives but whenever he carried out a search he was finding loads of people who were appearing because of the keyword search he was doing so he used the regex here to make sure he was excluding student and trainee uh for example i mean there were other ways you could do it but this is one of the ways that he was he was finding that was working well for him to make sure that even though they were appearing in the search results he could make sure that he was excluding them from his actions by using the the regex the regular expression there um very useful uh very under utilized and unders not necessarily understood by a lot of people all of the markers there if i just go back to my options here all of these markers here are necessary in order for it to be not case sensitive and to make sure that it's properly evaluated against the html of the entry the result list so that's regular expressions so with regards to duck soup hopefully people are keeping up here we talk about scanning and visiting and both of these have different qualities visiting when you visit a profile duck soup collects the full profile data and carries out your chosen actions and you when you visit a profile if you just go back to our duck sleep options whatever automated actions you've chosen here will be carried out depending on whether it's a second or third degree or a first degree connection etcetera etcetera and whether you're visiting in standard linkedin or in sales navigator all of these actions will be carried out when you visit a profile you can also turn those options off and just gather data which you can download the alternative is that you scan a list and scanning a list is much quicker because you don't visit profiles of course people then don't get the notification either either but then you can create custom lists as well and i think in a few weeks we're going to be talking about custom lists again at one of the webinars you can look back as well at previous webinars and and some of the blog posts where we talk about creating custom lists from downloaded data i'm not going to go into that today but just be aware there is a difference between scanning and visiting scanning allows you to gather gather data quickly to create your custom lists visiting allows you to gather the full data of the profile and then carry out your chosen automation at the time this is a combination of both linkedin and ducks tips so do you want to visit profiles do you want to send connection request or do you even want to send in mails now last year linkedin introduced invitation limits weekly invitation limits um they seem to be not consistently applied should we say would be the diplomatically correct way of putting it um so for some users we see somewhere around 130 150 connection requests a week we're seeing a lot of users now with that being loosened somewhat and it's a much greater number but just be aware that there are some limits in place for users to send connection requests per week sending connection requests of course is only a single strategy just visiting profiles with the correct settings like the visibility options we looked at earlier improves your visibility if you go out and visit 500 profiles you will get people looking at your profile because they will see that you've looked at them so be aware that just visiting profiles is an absolutely valid strategy and is very widely used by a lot of people and increasingly so in the last year the other thing you can think about is in mail with duck soup you can automate your in mail messages remember in mail credits are available if you have a um a paid for account um on linkedin so if you've got a sales navigator um account you get uh depending on on your uh what tier you've purchased you get so many credits per month but you also can send free in mails to people who are let me get the right expression here [Music] who are open link members so you can carry out a search for example like here and you see these people with the gold these are linkedin premium members these are people who have likely got an open they are lightly open link members you can send those people free in mail in mails so if i go to for example uh this person here if i try and send them a message you will see here this is free to an open profile um because they've got an open profile if i find someone who's not i've got an open profile this person here i message this person you'll see here i'd be using one of my remaining credits so what you can get duck soup to do is you can go through a list like this using your skipping options say yep skip if not an open link member and then you could let's turn those bits off you could then say right i would like to send an in mail during um a visit using sales navigator for example and with your inmail then you can maximize your potential use of inmails there by making use of your free credits to other open link members so be aware of that that you can really you know there are more strategies available to you other than just sending connection requests um and a lot of people do forget that so so bear this one in mind it's uh it's very it's easily forgotten that you can just visit and you know if you've got a paid for account use those in mail credits um yeah you do have a number of credits anyway but you have the capability to send free in mails two okay we're gonna move on to a couple of turbo topics now um so we're gonna talk here very quickly um duck sup turbo campaigns with ducksuit turbo you can define as many campaigns as you like i know users who've got more than 50 campaigns defined in the in the system now you can send a campaign can comprise of up to 12 messages including a connection request you can track your campaigns through the ducks dash and there is very very simple campaign enrollment available which can really help you simplify your outreach so i'm going to try and touch on all of these topics pretty quickly because i'm just aware of the time so to get to our campaigns we can go um from our duck sleep options here if we scroll down the bottom here we can go to manage campaigns down here that opens up our ducks dash we can also active that access the ducks dash which hopefully will load in a second let's try another way you can also access the dark stash by clicking here to ducks dash there we go we've got the dark stash open so here we go [Music] and we see here on the left-hand side we have our various options here here we can define our campaigns as ingly you see here i've got a number of different ones from various demos and you can define your campaign and you can build a campaign of a number of different follow-up messages um ingly and you see here i've got a number of uh various uh different different campaigns uh you can define the delays of the subsequent messages that go out um adhering to of course the rules regarding character limits etcetera etcetera you can define all of these campaigns here and then here under the funnel flow you can then track the success or otherwise of your campaigns it allows you to do a b testing for example you can have a certain campaign running with certain messaging if i just change that to all we should see some data this gives you traceability and full visibility of all of your campaigns what stages different prospects are at so there we go you can see how many people i've invited how many have accepted etc etc and you can export all of this data if i just click click on that button there let that update it'll then display the 545. there we go i can now copy and paste that data into a spreadsheet for example grabbing information as i go and then i can also see the messages that have been sent if i expand that down there um you can then actually see the messages that have been sent people who've responded as well um the campaign functionality is something that was released the multiple drip campaign was released i think last april so now that we can define as many campaigns as we like we then also had to refine the ways that you can enroll people into campaigns and what you'll see here is on a regular search result and this applies for both regular linkedin and sales navigator here on the right hand side we can now choose the campaign that we wish to enroll somebody into and just press the enroll button so rather than having to go through and visit profiles we can cherry pick exactly who we want to enroll into our profile it's just into our campaign we can um choose who it is and just click on the enroll button and that would then cue up that enrollment activity to happen in the background so that it's all nice and clean you're not sitting there waiting for the pro for the robot to visit a profile in invite them etc etc it happens there in that still happens in the browser but it's triggered through the remote control uh functionality so campaigns the enrolment functionality have all been refined over the last few months to make it more accessible more easy to understand my second tip which i'm not going to spend much time on at all because i'm aware of the time i'm sure there are some questions integrations and data um web hooks which i've talked about a lot on previous uh webinars um and there's also some links in the uh the document i may have mentioned that already um we have a direct integration with hubspot and pipedrive um we have also web hook functionality which enlarges the possibilities massively if you combine it with the power of zapier and integromat to plug into your preferred environment now that could be a google sheet it could be a crm that we've never heard of it could be a different email platform it could be all sorts there are loads of possibilities there's a ton of information on our website so do go and have a look at those as well but this is one area where we're constantly seeing new integrations pop up people come up with new names new new crms that we maybe haven't necessarily heard of um so this is something that i would advise if you're not getting your data into a single place and you're wishing to make your lead generation activity more time effective this is definitely something you should look at in more detail and finally scaling up agency organizations running multiple accounts you can run multiple duck super accounts with multiple linkedin accounts from a dedicated device or server or number of different possibilities there i've seen people using chromebooks raspberry pi we've got a recent blog post on how you can uh utilize a raspberry pi um for those who aren't aware of what a raspberry pi is it's a single board computer very very cost effective which you can use that's to run your lead generation activities from virtual virtual private server all sorts of different possibilities there and you can run multiple accounts if you check out the link that's in the document as well on handling multiple duck super accounts you just need to set up a chrome account per duck super count one per doc suit one per linkedin account for that all to work seamlessly so in summary search and filters to find your ideal prospects make sure you use the the search facilities and all the various possibilities with lists don't forget the groups refine your searches by using regular expressions boolean searches skipping rules tag with duck suit for traceability be clear with your strategy are you visiting are you connecting you in mailing or even you just scanning make sure you have a strategy your process is repeatable so that you can measure the effectiveness use duck soup for custom messaging and campaigns um remember you don't have to have turbo to do custom messaging your your your outreach with your connection request messages into your first degree connections the campaigns you need turbo for of course and to integrate with your crm and web hooks you need turbo for those and then scale up possibilities for power users if you've got multiple accounts uh that you wish to harness the power of with your lead generation outreach in two weeks time i think that's the right date yep um we're going to be talking about duck soup turbo now in line with the the free 14 day trial that's now available for all new users uh we're going to go into sort of the the difference between pro and turbo what is available for you there from a functionality point of view how to double your sales funnel using campaigns the dashboard and crm integrations and i'm going to be talking about a few of our specific case studies that we've dealt with in the last year or two uh where we've seen where we have real life examples of the success that people have achieved using duck soup turbo that's coming up in two weeks time um so hopefully this is now live on the website so you'll be able to to just go to the website and register for that remember if you register can't attend you still get the link sent to you anyway so that's something to bear in mind even if you can't attend and you know you can't attend you will automatically get the link to the recording just a quick um reminder if you need a booster session so that's really for starters uh starting out with uh with duck soup uh wanting to have some hands-on help uh to get you up and running uh then you can book those through our website um and also technical sessions that's a more advanced uh session um remember the the agenda of these sessions is up to you you define what you want to have out of that session so yeah you can book all of those through the website or contact the support team um jyn i have spoken for 40 minutes it must be time for some questions um at the moment i have no questions [Laughter] okay um that's fine um you mean you have no questions or you've managed to field them all on the live chat yeah well i have one now um so one of the users um is asking um you were showing a filter of groups and navigator but a user can't see it on his sales navigator can you show it again of course yes so let's go back to um if we go to sales navigator here and if i just go to my all filters button here there's all filters here at the top or at the bottom and then you get this pop-up and if we scroll down to the bottom here that's where you then have the other under the other filters section here um this is where you can then select your groups um let's just think about a one that i'm not a member of yeah um auto finance network i'm not a member of the auto finance network but apparently there are five and a half thousand people who are um who knew um one thing that actually is probably worth touching on here while we're here and maybe that gives a few more people a chance to get questions in if they if they need to and what you can do when you're doing your search is here in sales navigator which you can't do in regular linkedin you can use these facilities here the past lead and account activity remove people you viewed or contacted before and these and even even you go you spot the spotlight so people who've you know who are definitely active on linkedin of course you know there's there's millions of users of linkedin not everyone is active all the time there are many who say almost dormant accounts out there you want to make sure you're you're focusing on people who are active people who are going to engage with you um there are many many people who log on to linkedin maybe only once or twice a month um so they may be valuable but you you you've got better chance of connecting and engaging with people who are more active on the platform um so yeah that's something else to mention there under those those filters there so hopefully whoever that was can now find the the groups function there under the search facility within sales navigator thank you at the moment um i have no questions still did the uh did the link get distributed did the document get distributed okay did everybody was able to i don't have any feedback um on this so i'm not sure but i added it to chat so everyone should be able to see that in the public chat okay cool well um just just to make sure that uh that has actually um appeared but what i can just do very quickly just in case it didn't appear for people um nope that didn't work there we go so just in case uh anybody didn't see it but yeah there's a few links here so some regular links there this this one here the boolean search link that that gives sort of an outline as to exactly uh uh what the different terminology means we've got here the the the searching filtering marker master class we've got the tagging and untagging the the um the regex the regular expression the text that you would need with all the appropriate markers there linkedin lists scanning versus visiting the campaigns integrations et cetera the the the the web hooks and then also managing multiple linkedin um accounts there so being able to run multiple uh accounts in in parallel on whatever your preferred platform may be all right if there are no further questions then anything else come in jen no at the moment no cool all right i will leave you in the capable hands of jin to sign off and i will speak to everybody in two weeks time thank you everyone for attending and hopefully we will see you um during our next webinar um bye-bye you