S A A S A C A D E M Y

LINKEDIN
PROSPECTING
TECHNIQUE
LINKEDIN PROSPECTING TECHNIQUE ™

Hi, my name is Dan Martell and I help B2B SaaS Founders

to generate more qualified leads, get their software into more
hands, and build a more predictable revenue engine to scale
their businesses.

I’m the creator of SaaS Academy and an investor in 40+ startups

like Intercom, Udemy, and Unbounce. I’ve founded five SaaS
companies & successfully exited three of them.

In this action-packed resource, I’m going to share with you the

exact LinkedIn Prospecting Technique™ that my team and my
clients have used to generate over 27+ warm leads every single
week.

The end result:

You’ll fill your calendar with qualified demos on autopilot, and

without a dime spent on paid advertising.

Sound good?

Really pumped to share this with you.

Let’s get it!

y o ur
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Lin k ed in Pr os p
 WHY LINKEDIN IS SUCH A
GREAT OPPORTUNITY
THE LINKEDIN GOLDMINE: A REAL OPPORTUNITY FOR B2B SAAS COMPANIES
Why is LinkedIn such a great way to build your customer base? Point is, if you’re not using LinkedIn to fuel your growth, you’re
leaving money on the table. LinkedIn is a goldmine for B2B SaaS
80% of all B2B leads generated by social media come from
companies.
LinkedIn. And LinkedIn is growing bigger each year. There are
now over 500M users on LinkedIn. Every customer you’ll ever need you can find there. If you know
how to use it right. And that’s what I’m going to show you how to
do in this resource.

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LINKEDIN PROSPECTING TECHNIQUE ™

PILLARS

1 2 3 4 5
APPEALING BUILD EXACT AUTHORITY DROP VALUE MULTI-TOUCH
PROFILE LIST GROUP BOMBS MESSAGING

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1 APPEALING PROFILE
If you want to be on LinkedIn, your profile needs to
be rocking and rolling. The expression “don’t judge a
book by it’s cover” doesn’t work here. Truth is, people
DO judge based on appearance. And your profile is
To make your profile stand out, Let’s go over the 8
elements of your profile that need to be optimized to
set you up right for your perfect customers:

the #1 thing that’ll affect your connection requests.

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 THE 8 STEPS TO CREATING
A PERFECT PROFILE
STEP CRAFT THE PERFECT

1 HEADLINE
The headline is the ‘make or break
sentence’ on your profile. So you
need to be really thoughtful about
each word.

Pro-Tip: A good headline

conveys how you help your
ideal customer in 6- 8 words.

STEP ADD A PROFESSIONAL

2 PHOTOGRAPH
You want to use an up-to-date
photograph that comes across
Fact: Adding a
professional picture
to your profile
friendly, approachable, and
professional. When your connections
increases its number
see they’re dealing with a professional, of views by 11%
but also a human, they’re far more
likely to engage in a conversation.

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STEP A BACKGROUND IMAGE

3 Your background image is a great way to

show off the accomplished side of you. If you
have pictures from speaking engagements
or conferences, this is a great place to
showcase them.

Pro Tip: Choose a picture that

also has your company logo
prominently displayed.

STEP A MEMORABLE SUMMARY

4 Your summary is how people learn more

about you on LinkedIn. This is where you
show up like no one else and position your
Pro Tip: Add
a few specific
strengths to establish authority. keywords your
buyers might
Getting your summary right can be tricky. search for. And
You want to include the motivation behind make sure the
your work, the results you’ve created, the first 1-2 sentences
pain points you’ve solved and your most in your summary
noteworthy accomplishments. get the reader to
read more.
The last few lines of the summary should
describe why and how a prospect can
connect with you.

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STEP SOME APPEALING MEDIA
5 You want to display interesting media that
can stand as testimonials to your work and
boost trust among your audience. You could
do anything from videos, to blog posts, to
PDFs, to presentations. Select your best work
and add them up!

STEP A CRISP EXPERIENCE

6 SECTION
If you have ever written a resume, you know
how this section works. Go ahead and be
sure to fill it up.

Begin each work experience section with a

small introduction about the organization
and then brief about your work there. Ideally,
make a small bulletin list of 3-4 points giving
details of your role under each position.

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STEP A FEW GOOD

7 RECOMMENDATIONS
What others say about you is infinitely more
powerful than what you say about yourself. A
few good recommendations on your LinkedIn
profile can do wonders for your prospecting!
Go get some recommendations!

Pro Tip: Ask for recommendations

from the people you know well – they’ll
be able to speak well about your
accomplishments.

STEP BUILD AN INITIAL NETWORK

8 If you already have 250-300+ connections,
this step doesn’t apply. But if you want to set
up the perfect LinkedIn profile to magnetize
new buyers, nothing screams “newbie” more
than a profile with 20-30 connections.

Pro Tip: Start by adding with everyone you

know; your friends, classmates, alumni,
colleagues etc. Then you can start adding
interesting connections as you grow.

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2 BUILD AN EXACT LIST
An exact list is one created with your perfect
buyer in mind. This list is a collection of
people who truly value your product and
would pay you the highest price for it.
Instead, figure out EXACTLY who you want to
target. Is it the marketing director of a medium-
sized legal firm? Is it the head of sales at a luxury
car dealership? Whoever it is, focus your efforts on
people that’ll respond positively to your message.
You want to zero down here. The more specific the
You want them to feel like “this was made for me”.
better. Even if your list turns out to be 2000 people,
that’s okay. (Not every CEO needs to be on here.) For exactly what questions to ask yourself
when building your exact list, see the
If you go too broad here, you’ll run into trouble.
worksheet at the end of this resource.

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3 AUTHORITY GROUP
A lot of people overlook creating a group on
LinkedIn, but the return is huge. A LinkedIn group
(Authority Group) is like your universe - a place for
you to share your expertise with the world.
Create an authority group so that you have
something to invite people to and create value in
and continue to post content, share resources. This
is not something you absolutely have to do. But I’ve
seen it work wonders for a lot of founders.
Once you’ve set one up, you want to bring people
in through your Multi-touch Messaging (more on You can then harvest off that group and interact
this soon). This is how you’ll add value to them and and connect with them.
establish your expertise. This way, you also get to
build rapport while not coming across salesy.

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4 DROP VALUE BOMBS
It’s time to show up with cookies. Be the one person
in your space that shows up differently than everyone
else. Instead of sending the same salesy and spammy
message most people send, come from a place of
adding value.
building and it rapidly turns skeptical connections into
loyal friends and followers.

Remember. Your prospects are being bombarded by

people wanting their time, money, and energy every
day. So by being the one person dropping value
Do this by giving value without asking anything in bombs and making it all about them (and not about
return. An example could be sharing an article. When you), you win!
you strategically add value, it’s a catalyst to rapport

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5 MULTI-TOUCH MESSAGING
They don’t know you, and you don’t know them –
yet. And that’s where your Multi-touch Messaging
brings everything together. The Multi-touch
Message is a personalized message that turns
This is where a lot of people are dabblers. For
LinkedIn to work, you’ve got to commit to this long
term. Week, after week, after week. Over 100 of my
clients have “tried” LinkedIn, but some stopped early
strangers into your paying customers. It’s kind of and they got distracted or busy with other stuff.
like an email sequence but for a conversation.
You don’t want to do that. Set a target like:
There are 5 steps to the Multi-touch Message: “I’m going to do 50 connection requests per
Message 1. Connecting. day”. Or “I’m going to message 200 prospects
per week.” Then I suggest you stick to it.
Message 2. Resources.
You also want to keep in mind how many people
Message 3. Discussion.
you’re going to have to respond to. The great
Message 4. Request. part is once you’ve got your outreach system
Message 5. Follow Up set up, you’ll be able to automate it.
(See the worksheet on the next page for detailed instructions.)

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LINKEDIN PROSPECTING CHECKLIST
To build a constant flow of leads to your pipeline using LinkedIn, you need to build the foundation, and
Name: Date:
set up a messaging cadence that will automatically generate deals. Use this checklist to get it right.

PROFILE TARGET VALUE BOMBS MESSAGES

Attractive Headline? LOCATION | Where are they GROUP NAME | ie. [Industry / Expertise] 1. CONNECTING | What value can
primarily located? Experts | Community | Network | Group | you share? (ie. Group / Resource / Link)
Forum, etc.

Professional Photograph?

INDUSTRY | What industry are they in? 2. RESOURCE | What quality

resource can you share?
Background Image? WEBINAR | What 3 incredibly valuable
strategies can you teach in a webinar?

Memorable Summary? JOB TITLES | What are the primary

3. DISCUSSION | What link to a high
job titles / roles you sell to? quality dicussion can you share?

Appealing Media?
LEAD MAGNET | What checklist
/ list / resource can you create?

COMPANY SIZE | How many employees 4. REQUEST | What value

Crisp Experience? does your typical customer have? can you offer in a call?

Good Recommendations?
RESOURCES | Other value added
information, resources or connections? 5. FOLLOW UP | What description about
OTHER | Role & Tenure? Function? your UPS will you use? Social proof?
Years of Experience?
Initial Network?

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READY TO RAMP UP?
There you have it. The LinkedIn Prospecting I want you to PROMISE me you’ll invest You may qualify for hands-on help from me
Technique™: the same system that my some attention here. Do not let this remain and my team. To get help from me on how to
clients and I have used to generate over 27+ an underutilized tool sitting in your toolbox. build a repeatable scalable growth engine for
qualified leads a week on LinkedIn. Nothing moves forward unless there are fresh your SaaS, book a growth session now.
customers flowing towards your business
With this system, you’ll have far more control every month. And it’s your responsibility as You’ll hop on a call and figure out the best way
over your lead flow and you’ll be able to the visionary of your company to make that to help you grow/scale your business.
scale without any paid advertising. And when happen.
deployed correctly, this system can be entirely Talk soon.
automated. If you’re a serious SaaS founder committed
Dan “prospecting machine” Martell
to building your business stronger than ever
So take some time to fill in the worksheet. before. And if you’re looking for systems like
And fully map out your LinkedIn Prospecting this one to help take you to the next level.
Technique™. This system could easily be the
prospecting system you and your team look
back on 3 months from now when you’re BOOK A CALL
toasting to a record-breaking revenue quarter. Cli crke
he
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