1. SELECT YOUR TARGET AUDIENCE

The first step is selecting your target audience.

We can also call it identifying your ideal customer profile.

This step is an integrated part of defining your business model, so you probably already have a good idea about what your ideal customer or customers look like.

In general, I can recommend that you have your business model well described before you start on the 10-step process. You will come to reuse all the elements from your business model in the process I propose.

What you need to do in step 1 is map the characteristics of your ideal customers to the search criteria in LinkedIn’s Sales Navigator.

Yes, you need to subscribe to LinkedIn’s Sales Navigator. Without Sales Navigator my 10step approach will not work.

Please let me stress, that I am not paid to promote LinkedIn, but when you have a B2B product then Sales Navigator is a must if you want to use my lead generation method or any other lead generation method for that matter.

There are various versions of Sales Navigator and if you don’t use it already, then I suggest you start with the CORE version. The subscription price is currently around $1,000 per year per user. We use it at TBK Consult and are happy to pay this price. The revenue we generate through LinkedIn more than justifies the cost.

With LinkedIn’s Sales Navigator you can find companies that match your ideal customer profile criteria. And you can find the people within those companies with whom you would like to communicate now and in the future.

IN SHORT:

Step one is getting access to LinkedIn’s Sales Navigator service and use this service to find your ideal potential customers.