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what is up everybody craig severson here from brightworks training and in this video we're going to walk you through how to use linkedin's native tools to create a list of your potential clients people you can connect with people you can talk to and maybe even people who can become clients are you ready for that you excited for that then hit that subscribe button hit that like button and let's get started okay so i'm gonna make myself smaller here and we're gonna move me over to the side so this is the linkedin homepage if you don't know linkedin this is the linkedin home page right so hopefully you know at least that much now here's the good thing about linkedin is that linkedin has some really good free native tools so before we even get started one of the most common questions i get is should i buy sales navigator or should i pay for a premium version of linkedin the answer is how much volume do you want to do how heavily are you using linkedin because really their native tools their free tools are pretty comprehensive you can go really far with just the free version however linkedin puts caps on how many people you can reach out to how many people you can connect to and those caps get a lot bigger once you pay the premium fee and get into sales navigator or that other side of linkedin on that paid side so if you're just getting started then the free version is a great place to play around to start and don't worry about buying the the price the sales uh navigator right but if you are going you've been doing this for a while sales navigator is probably a good investment if you think about it this way you know it's it is pretty pricey but if you can make one two three five sales a month from using linkedin then it'll pay for itself so it's all about commitment actually lean into it and uh and it'll be worth it for you okay but let's look at just the free version can this works in sales navigator the tools are slightly different but the free version is just a great place to demonstrate how all of this works so it all revolves around this little search bar here at the top of the page so all you want to do here is put in a keyword of who your ideal client would be so for instance let's say that you're looking for owners or founders so we're going to put founder in there and linkedin is going to pop up a list of a ton of people who have the word founder in their profile so now what we want to do is take this list that they created and we want to narrow it down even further really target it in to your audience and the good news is all you have to do is push this button right here that says all filters and then follow the instructions and man you're going to be cruising right away so we're going to click that all filters button i got to move my face again so now we've got a bunch of filters that we can use and link is going to take that and go make a new list so the first one you want to click here when you're looking for new clients looking for new connections is the second button so in this you know a secondary connection i like to think of it as degrees to kevin bacon right you remember that game how many degrees is one actor connected to kevin bacon this is the same thing a second connection is a friend of a friend or a connection of a connection it's like somebody who is in a movie with somebody who is in a movie with kevin bacon right so it's the same type of thing so we want to hit that button because you can connect with anybody who has a second degree connected connection linkedin will let you connect with them so we want to push that button because then the list is going to populate with people with whom we can connect but with whom we're not yet connected right so that's going to create a list of new people for us okay so then you've got location if location is important to you go and click that i'm going to click us current company i typically skip this but if you are trying to like maybe work with fortune 500 companies or you're trying to work with a specific company you know you can search for it here add it in same thing with past company and school you know school can be pretty useful if you're targeting people who went to your same alma mater but uh to me not as important as the next one here which is industry so i you can do if you need a search for you know i've got just the industries here that i've used a lot so marketing advertising public relations communications i work with b2b service providers in the marketing space i help them grow their business by getting a much better offer and then hitting it really hard with their leads on linkedin and youtube so those are the people i want to connect with so it's already auto populated there but let's say i wanted to add you know a different industry i wanted to go after something else like i don't know uh caterers right caterers looks like caterer is not something but maybe we could do food yeah food and beverage food production see it pops up there and you just click on it and it'll add it to your list so that goes for all of these filters same thing okay so i'm going to click my industry language not as important to me but i speak english my my business speaks english i'll click it right not gonna do this one uh service category is very similar to industry so um i'm looking to look connect with consultants and marketers and business consulting business consulting so those are all my uh service categories that i want to connect with okay now if i click this show results button it's doing a search and look at this right here at the top 8 600 results so based on those criteria i put in it has now brought me 8 600 secondary greek connections so you know what this is this is a potential prospect list before the days of social media and linkedin you would have to pay thousands of dollars for a list like this a targeted list that says hey these are people that potentially could be your clients now are they uh opting into something from you no are they uh you know warm leads no but now we know that there are people whom you could connect with and have a conversation with and potentially become a client so this is how you find those people right so now you know we could click on heather go look at her profile we can click this connect button and connect with her you know there's a bunch of stuff that we can do now that we've got this list so that's how you use linkedin their native tools to find your ideal clients and that is all there is to it so go ahead and give that a try let me know how it goes in the comments until next time take some fast focus imperfect action i believe in you got your back we'll talk soon