So, you just got the request to find employees, ha? And you need to find candidates that perfectly match your company culture, skills, and a billion other requirements? No worries. LinkedIn has got your back. 

As a #1 professional networking place, LinkedIn is an open book of business contacts. Moreover, it is commonly used by professionals of all caliber, including hiring managers.

However, with 810 million registered users on the market, how would you find the right employees? By using LinkedIn Recruiter Search Filters, of course. 

That is why, in this article, we are going to show you how to use LinkedIn Recruiter filters. We will even uncover a now-public hack to streamline the recruiting process. 


What is a LinkedIn Recruiter?

LinkedIn is undoubtedly one of the best ways to build your professional network and find employees. Thus, this company created a special platform for all hiring managers. That's right. LinkedIn Recruiter. 

This feature allows HRs to be more organized, post jobs, generate leads on LinkedIn and start the recruitment process. In addition, hiring managers can find the candidates through various filters. For example, skills, job titles, and education level. 

As a useful tool to have, LinkedIn Recruiter offers:

Moreover, LinkedIn Recruiter is perfect for any hiring managers of small, medium, and enterprise companies. However, not every hiring manager has the same needs and features. Thus, LinkedIn developed various subscription plans.


LinkedIn Recruiter Lite VS Recruiter Professional and Corporate

LinkedIn developed 3 different subscription plans:

There are many differences between these three, but the main ones are:


FeatureLinkedIn Recruiter LiteLinkedIn Recruiter Professional LinkedIn Recruiter Corporate
LinkedIn Network Access3rd- degree connections only3rd- degree connections, with 30 out-of-network profiles per month Access to entire network
Search Filters20+ filters available40+ filters available40+ filters available
Spotlights FiltersNoYesYes
Open To Contract Work FilterNoYesYes
Skill Assessment Filter NoYesYes
Candidate And Company InsightNoYesYes
InMail Messages Per Month30100150
Reports Jobs and InMailsJobs, InMails, Usage, PipelineJobs, InMails, Usage, Pipeline
LinkedIn Recruiter Price$140/month Must Contact LinkedIn SupportMust Contact LinkedIn Support

In this article, we will cover Recruiter Lite Search Filters. Simply because it is the most common type of subscription between recruiters.

Also, be sure to check out our analysis of the 3 LinkedIn subscriptions for recruiters here.


How to find employees using LinkedIn Recruiter search filters


Creating LinkedIn Recruiter project

Thanks to LinkedIn Recruiter’s filters, the talent acquisition is considerably simplified. Sometimes, a broad search may do the trick. However, often HRs are looking to connect with a more narrow candidate group. 

For example, this group can include individuals with certain years of experience. Thus, determining what filters to use will make the prospecting on LinkedIn for the right candidate more powerful. Stay with us till the end to find out how you can make the recruitment process even easier. 

When you first get into LinkedIn Recruiter, you would need to create a Project for your job post. Specifically, the purpose of the project is to keep your candidates, research and messages organized.

To create a project, hover your mouse over the Project tab in the header and click the Create New button.


LinkedIn Recruiter Lite, Image of how to create a project to find employees

Once you’ve filled in project details, you will be taken to the Project dashboard. Here, you can gather all the candidates you need for the job role. Lastly, to find LinkedIn Recruiter search filters, go to the Talent Pool tab of your project.


Image of LinkedIn Recruiter Lite to find employees

And you are in! Now the real fun begins. 


LinkedIn Recruiter search filters 

Once in Talent pool, you will notice that LinkedIn has 2 types of search filters. Sidebar and Advanced filters. Familiarizing yourself with these filters will get you one step closer to finding your perfect candidate. Let’s see what Recruiter Lite has in store for us. 


LinkedIn Recruiter sidebar search filters 

You can see LinkedIn recruiter “Sidebar” filters on your left side of the Talent Pool tab. These are the basic Recruiter filters. Thus, they will create a good base for specifying what you are looking for in a candidate. 


Job titles

This filter searches the job titles users add to their profile in the Experience section. Start by choosing the time when the candidate had this job, from the drop-down menu.

For example, let's say you are trying to find employees for a Sales Rep job posting. 


Image of Job Titles filter in LinkedIn Recruiter Lite

Now, you just need to type in the position name. What’s interesting about the Job titles is that LinkedIn allows Boolean Search. To clarify, Boolean Search means using mathematical operators in some filters to broaden or limit your search on LinkedIn. In addition, mathematical operators used on LinkedIn are:

Here is an example of what a job title boolean search should look like:

(Software Engineer) OR (.NET Developer) NOT (JavaScript Developer) NOT (Java Developer)  


Locations

The Locations filter allows you to filter candidates by geographic region. Furthermore, you have even more search features. For example, you can choose candidates who are open to relocating, or who are currently living in that location. 


LinkedIn Recruiter Lite, Image of Location filter to find employees on specific locations

Workplace types

This filter lets you find employees depending on their workplace preferences. To clarify, LinkedIn draws this information from the users’ Open To Work preferences. There are three types to search from: On-site, Remote, or Hybrid workplace. 


Image of Workplace Type filter in LinkedIn Recruiter Lite

Skills and assessments

The popular Skills and Assessments filter allows you to insert the skills needed for the job. Consequently, LinkedIn will look for the profiles with the specific skill set and list the potential candidates that match those skills. 

In addition, this filter works for the skills keywords, as well. To clarify, there is an option to let LinkedIn know you wish to see only the candidates who demonstrated the knowledge of said skills.


Image of Skills and Assessments filter in LinkedIn Recruiter, Filter to find employees

Companies

You can use the Companies filter to find employees who work in the specific companies. Furthermore, you can specify the time when they did by choosing Current, Past, Current or Past, Past not Current. The same options as in the Job Titles filter.

This filter draws the information from the company name field in the Experience section of users’ profiles. In addition, it allows Boolean Search so you can exclude or include certain companies in the search.


Image of Companies filter in LinkedIn Recruiter for recruiters to find employees

Schools

This filter allows you to choose candidates based on schools they graduated from. In other words, the school the candidates attended. You can select the school or the university name from the drop-down menu, or simply type it in.


Image of Schools filter in LinkedIn Recruiter

Year of graduation

With this filter, you can search for the candidates based on the year when they graduated. The Year Of Graduation filter pulls the data from the Education section of the user's profile. In other words, this is the end date listed for each educational institution.

Furthermore, you can select one specific year, or choose the range according to your needs.


Years of graduation filter in LinkedIn Recruiter for recruiters to use to find employees

Industries

Filter named Industries lets you search candidates based on the industry they selected on their profile. Be careful with this filter though, as LinkedIn will pick up solely the industry they listed.

In addition, it won’t count the other candidates with the same job role in different industries. Unless you insert multiple industries, that is.

For example, a Software Engineer working in Financial Services could enter Information Technology and Services as their industry. Thus, they would be excluded if you filtered only for candidates in the Financial Services industry.


Find employees by Industry filter, Image from LinkedIn Recruiter lite

Keywords

To further refine your search, you can use Keywords. You can search anything that might be mentioned on users’ profiles. This filter also allows you to use Boolean Search. In addition, it serves as the perfect filter for any criteria that aren’t mentioned in other filters.


Image of Keyword filter in LinkedIn recruiter, how recruiters can find employees

Find employees using LinkedIn Recruiter custom filters

In addition to previously mentioned search filters, there is an option to create custom filters. In other words, this option allows you to combine sidebar filters that are most frequently used. 


Image of Custom filters in LinkedIn Recruiter Lite, find employees faster

Furthermore, you can save multiple custom filters under different names and filter combinations. You can save up to 50 custom filters. However, the option for editing saved custom filters is not available. 


LinkedIn Recruiter advanced search filters

You can find advanced search filters in Recruiter and LinkedIn Sales Navigator filters only. They offer more options for finding employees and narrows down the search.

LinkedIn Recruiter Advanced Search Filters include:

  1. Candidate Details Filters
  2. Education And Experience Filters
  3. Company Filters

1. Candidate details filters


Postal code / Zip code

This filter is an extension to the Location filter. Postal/Zip Code allows you to zero in on the candidates based on the distance from a certain town or a city. In other words, you can find employees within 40 kilometers of a town or suburbs of the cities.


LinkedIn Recruiter search filters, Image of Postal and Zip code filter to find employees

Profile languages

The Profile Languages filter allows you to filter search results based on the language used in a candidate's profile. You can include as many profile languages as you wish. LinkedIn will then show the number of candidates that match this criteria.


Image of Profile Language filter in LinkedIn Recruiter search filters to find employees

Recently joined LinkedIn

If you wish to find employees who are most likely to seek a new job opportunity, look no further than the Recently joined LinkedIn filter.

It narrows your search results to find candidates who joined LinkedIn from 1 day to 3 months ago. People that recently joined LinkedIn most likely did so to seek a new job opportunity. 


Image of Recently Joined LinkedIn filter in LinkedIn Recruiter search filters to find employees

First names and last names

If you happen to meet someone during an event and cannot recall their first or last name, LinkedIn’s got your back. Using the first and last name filter will allow you to pinpoint that person and contact them via LinkedIn.


Image of First Name LinkedIn Recruiter search filters
Image of LinkedIn Recruiter search filters to find employees by their last name

Network relationships

You can search 1st or 2nd, and 3rd-degree connections or group members using the Network Relationships filter. If you are using LinkedIn Recruiter Professional or Corporate, you will be able to see everyone else on the network. 


Image of Network relationship LinkedIn Recruiter search filters for recruiter to find employees

2. Education and experience filters


Years of experience

Use this filter if you are searching for candidates that are experienced for certain number of years. LinkedIn calculates the number of years the candidate has set on their profile. Furthermore, it enables you to set the years range or insert a specific number. 


Image of Years of Experience in LinkedIn Recruiter search filters for recruiters to find employees

Military veterans

Use the Military Veterans filter to find employees who have a background in the U.S. military. According to LinkedIn, veterans are one of the best users of LinkedIn and the #1 source for their post-service careers.


Image of Military Veterans LinkedIn Recruiter search filters to find employees online

Seniority

The Seniority filter allows you to find employees by the position level in the current company. It draws the information from the job title. Seniority level includes Entry, Senior, Owner, Director, or Volunteer. 


Image of Seniority filter in LinkedIn Recruiter search filters

3. Company filters


Current companies

The Current Companies filter allows you to find employees who currently work in the specific company. Furthermore, this filter allows you to use Boolean Search. You can also exclude companies you do not wish to see in your current search.


Image of Current Companies filter in LinkedIn Recruiter search filters to find employees

Past companies

If you wish to find employees who have experience working for certain companies in the past, the Past Companies filter is for you. This can be useful, for example, if you wish to find candidates who have experience in similar companies such as yours.


Image of Past Companies filter in LinkedIn Recruiter search filters for finding employees

Company sizes

This filter allows you to find employees who work for companies of various sizes. LinkedIn will find candidates based on the size of the current company they listed in the Experience section of the profile.


Image of Company sizes filter in LinkedIn Recruiter search filters

Job functions

A Job Function filter is basically the candidate’s area of expertise. It is determined based on all the present positions. For example, a person could have been a salesperson and later became a consultant for that company. Thus, their job function would be sales and consultant.


Image of Job Functions filter in LinkedIn Recruiter search filters

Excluding the LinkedIn Recruiter Search filters

LinkedIn allows you to exclude some filters from the search. For example, if you do not wish to see sales skills when finding employees, you can easily exclude them by clicking the crossed circle button next to the skills name. In addition, you can do the same with location, companies, schools, industries, past companies, current companies, and job titles filters.


Image of how to exclude certain items from filters in LinkedIn Recruiter search filters

Additional hacks to find employees using LinkedIn Recruiter


#1 Recommended matches

LinkedIn created a nice feature called “Recommended Matches”. It will give you access to a list of candidate recommendations based on your search activity within a project. In addition, it will provide 25 searches daily to try and find your ideal employee. 

To see the recommended matches, go to the bottom of the pipeline page. You can also click the Recommended Matches tab next to Talent Pool.


Image of how to see recommended matches in LinkedIn Recruiter, best way to find employees

Once you are there, you can save each recommended candidate to your project by clicking the Save To Pipeline button. 


Image of how to Save a candidate to pipeline in LinkedIn Recruiter, best way to find employee

#2 Expand your network

For example, let' say you are using Recruiter Lite. And you need access to the full network that Corporate version offers. However, you do not wish to pay that kind of money. Thus, the nifty trick here is to expand your network as much as you can. You can get a lot closer to your candidates that were previously outside of your network. Furthermore, Out Of The Network alert won’t be a problem anymore.


Image of Out of Network candidate profile in LinkedIn Recruiter Lite

#3 Use LinkedIn InMails

InMail messages are free or paid direct messages on LinkedIn that you can send to members outside of your network. In other words, InMails are LinkedIn’s version of email to contact your 2nd or 3rd-degree connection. 

In addition, statistics show that getting a response from a 2nd or 3rd-degree connection is 3x more likely if you send InMail rather than email message. Thus, InMails are a great trick to find employees and reach out to them. That is, if they do not accept your invitation to connect to begin with. You can check out our 13 InMail examples.


You found perfect candidates - Now what?

Well, now you need to reach out to your candidates. However, imagine you found 300 perfectly good candidates using LinkedIn Recruiter search filters, and you need to outreach them manually. It would be quite a tedious task, wouldn’t you agree? 

If only there were a way to do this fast, so you could focus on more important tasks.


Oh The Drama GIF

As a matter of fact, there is. It is called a sales engagement tool for recruiters. Take Skylead, for example. This sales engagement tool gives the hiring managers the right features to outreach their candidates on autopilot.


Skylead campaign creation

Firstly, to create a campaign in Skylead, you need to determine the candidate's source, aka where Skylead will pull the candidates from to reach them out. To clarify, Skylead supports both Recruiter and Recruiter Lite subscriptions, thus you can select candidates source from LinkedIn Recruiter or Recruiter Lite:

For example, we will choose the first option. Start with copying the URL link of your LinkedIn Recruiter or Recruiter Lite search.


Image of LinkedIn Recruiter lite search URL

Secondly, it is important to check and confirm the Network Degree connection type. To clarify, you need to do this both in Skylead campaign creator and in LinkedIn Recruiter manually. How? By using the Network Relationships filter. Here is how you should do it within LinkedIn Recruiter.


Image of Network Relationship filter that needs to be checked for Skylead campaign

Lastly, select the type of campaign, and insert the campaign name. In addition, be sure to check the Network Connection option in Skylead, as well. To insert target candidates, paste the URL link of your search into the Campaign URL field.


How to find employees, Image of Skylead outreach campaign using LinkedIn Recruiter Lite

Next, go ahead and create your Smart Sequence steps and your messages. To clarify, Smart Sequences are Skylead's groundbreaking algorithms. They allow you to use multichannel outreach and personalization to their maximum potential. 

With Smart sequences, you can create and execute different scenarios to interact with your candidates based on their behavior. In addition, you can add as many steps as you wish so the algorithm can ultimately do all the work for you.


Image of Skylead smart sequence for the outreach to find employees

And you are done! Your messages and connection requests will be sent out.

Skylead will help you schedule a call from all-in-one Smart Inbox. In addition, it will also let other candidates know you successfully found employees at the end of the recruiting process. To check out how Skylead works in detail, click here.


Image of CTA banner 2 for watching Skylead - LinkedIn automation and cold email software demo


In conclusion

Finding the right employees for your organization is not an easy task. You need to take the candidates’ experience, knowledge, and much more into account.

Luckily, finding candidates is easier since LinkedIn created cost-effective Recruiter Lite. And let's not forget its various filters to play with and combine. 

Yes, there is a big difference between Standard Recruiter And Recruiter Lite. For example, the LinkedIn Recruiter levels of access to the network or the number of InMail messages available. However, the overall Recruiter Lite experience is not that bad, if we talk about the search filters option. So, here is a shortlist of LinkedIn Recruiter search filters available for every subscription type. 


LinkedIn Recruiter Sidebar Search Filters:
- Custom Filters
- Job Titles
- Location
- Workplace Types
- Skills And Assessments
- Companies
- Schools
- Year Of Graduation
- Industries
- Keywords
LinkedIn Recruiter Advanced Search Filters:
- Postal/Zip Code
- Profile Languages
- Recently Joined LinkedIn
- First And Last Name Filters
- Network Relationships
- Years of Experience
- Military Veterans
- Seniority 
- Current Companies
- Company Sizes
- Job Functions

Furthermore, finding employees can be more simplified by using a sales engagement platform, such as Skylead. You can create the outreach campaign in just minutes, and let Skylead do the work for you. All this while you focus on the interviews. 


High Five GIF

Wish to get to know Skylead more, use it for finding employees and outreach on autopilot? Come, say hi, and try out Skylead for free.


Launch your first outreach campaign today!
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Ideal Customer Profile? Say what?

When figuring out the sales strategy, it is hard to specify who you should be targeting. If you try to pitch to somebody you think is the best, or anyone really before prior analysis, you will fail at your execution. 

Moreover, it’s like playing darts with blindfolded eyes, hoping to hit the 50 points mark. Perhaps you will hit it, but the chance is 99,9% you won’t. What’s worse, if you do not know who you are pitching to, you will waste your budget and time spent. 

Luckily, we are here to take the blindfold from your eyes and present you with the solution - Ideal Customer Profile, aka ICP. Therefore, in this article, we will show you a comprehensive guide on how to create an Ideal Customer Profile with different approaches based on whether you have an established business or just starting out.


What is an ICP?

An Ideal Customer Profile is a description of the companies that would benefit the most from your product or service. In other words, the companies that belong to your ICP should be the ones with the fastest conversion cycle, highest customer retention, highest LTV and are willing to refer your product or service to others elsewhere. Therefore, An Ideal Customer Profile is the company profile that has been or will unquestionably become a long-term customer, upsell easily and adore your product or service since it solves their problem seamlessly.

Note: Once the ICP is defined, the sales reps should get an idea how to speak and approach these companies.

ICP can be both positive and negative. In other words, you can create an ICP which describes your perfect customer match to target your ideal prospects, but also you can create a negative one - the worst kind for your business so you can run a check-up on the ones who come your way. We will focus on the positive ICP, but the same process applies if you wish to create a negative ICP.


The difference between an ideal customer profile and a buyer persona

ICP and Buyer Persona are both essential documents for salespeople, and they serve the same goals - prospecting on LinkedIn and finding the right people. In other words, these similar tools go hand in hand, and it’s easy to mix these two in the process. Firstly, to create both, let’s distinguish them clearly. 

ICP combines firmographic, demographic, and behavioral data that best describes only the company ideal for your business. This data can include info, such as: 

On the other hand, a Buyer Persona is a document that describes people who are involved in a buying process alone. The data from your ICP might mention the decision-makers and their positions. However, Buyer Persona will go into more personal details such as job title, what social media channels they consume, or how much they make.

Basically, Buyer Persona focuses on more psychological and personal details, while Ideal Customer Profile focuses more on the company itself and the metrics.

Let’s zoom things out a bit. Ideal Customer Profile is a broader specification than Buyer Persona. One ICP can contain multiple Buyer Personas you wish to target. For example, you may be targeting the chief marketing officer as well as the CEO in the same company profile. 

Plot twist: If you zoom things out, even more, you find out that you can have multiple ICPs for your business. In this case, the industry will be the dominant specification for ICPs. If you imagine a diagram, it looks something like this:


Image that describes difference between ideal customer profile and buyer persona

Back to the ICP and Buyer Persona. Here is a simplified example of the main difference between ICP and Buyer Persona.


Image demonstrating difference example between ideal customer profile and buyer persona

Note: If your company is new, It’s better to start off with creating an Ideal Customer Profile, and then move onto Buyer Persona.


How to create an ideal customer profile?

An Ideal Customer Profile needs to be as detailed as possible to identify all the aspects of your target companies, create a good base for your Buyer Persona, and later on for your LinkedIn lead generation activities. 

Here is how to create ICP in case you:


If you already have an ideal customer profile as your customer


1. Analyze your current customers data 


Data is precious. Analyzing it, you can figure out patterns and anomalies that your business can benefit from. In this case, the best way you can create ICP is to start with your existing customers’ data. This way, you can figure out similarities amongst your most valuable customers.

The trick here is to first pinpoint who your best customers are. You can do so by setting the following questions for yourself:

  1. Firstly, what company did become your customer the fastest way possible?
  2. Secondly, who are the customers that have the highest retention rate?
  3. Thirdly, what customers have the highest LTV?
  4. Lastly, what company did refer your product and service elsewhere? 

When you have the list of such companies it is time to move on to the next step.


2. Identify the patterns

Once you have the list of current companies that are your customers according to previous criteria, it is time to analyze them. The key here is to notice patterns and similarities between these companies.

Here is the list of patterns to keep in mind when analyzing:

Note: One way you can do this step is to open Google Sheets, make a note of customers list in rows, and put said patterns in columns. Once you have them neatly written down, you can notice these patterns easier.

Depending on how detailed you wish to be while creating ICP, you may or may not use all the information listed above. 


3. Have a chat with your customer

Once you’ve established the patterns and have rough data, it is time to get personal and go deeper into the analysis. To gather more personal information, you can book online meetings and chat with your customer. Talking with your existing customers from the companies on the list will give you additional insight into otherwise unavailable information. 

Here is the list of questions you can ask your customers:


Image of template questions to ask current customers to create ideal customer profile

Keep in mind that not all customers have time to talk to you, or your meeting is not their priority. If you did the social selling right, you will have instant positive feedback because of your well-established relationship with them.

In other cases, you need to find an alternative motive for the customers, so they are willing to hop on this meeting. In other words, this is where discounts or gift cards come into play. You will get valuable information, and they will gain something in return. Win-Win.


4. Assemble information about your ICP

You are almost done. The last step is to assemble all this information on a single sheet of paper. As we mentioned before, it would be easier to start with ICP industry segmentation and go on from there. 

With Ideal Customer Profile defined, you can alter your sales and marketing efforts to target the right companies for your business. Furthermore, ICP is useful for SDRs as each company they come across in the future, be it outbound or inbound, can be compared to the profile on the document. In other words, depending on the comparison, an SDR can make different decisions or approach styles.

In the template below, we will show you the example. Furthermore, we will provide you with the document, which you can download or make a copy of. 


Image of CTA banner 1 for Skylead salesbook - ready-to-use outreach template that can be applied to our LinkedIn automation and cold email software


If you do not have ideal customer profile using your product or a service

The previous approach was an easier one because the data is easily accessible. However, do not despair - if you do not have ICP as your customers, or any customers whatsoever, here are the steps you need to take, which are slightly different from those above.


1. Identify your ideal customers 

One of the best ways to start creating an Ideal Customer Profile in case you don’t have any customers or the ones ideal for your business is to zero in on the certain companies you believe will most benefit from your product or service. 

You can do this by first identifying a couple of things on your end:

Once you do that, choose a group of ideal companies to research. Follow their founders or other decision-makers and discover what they write about, are there any pain points they often talk about; visit their website, or check out their LinkedIn page. Possibilities about research are endless.
Once you’ve done your research, write down these companies. With this approach, you will help your sales and marketing team narrow down the target group and be more effective in their activities.


2. Identify the key aspects

Similarly to the previous approach, you need to add firmographic, demographic, and slightly behavioral data to the companies’ list. Here is the information you can gather about these companies and add to the list next to the companies’ name: 


Depending on how detailed the person wishes to be while creating ICP, they may or may not use all the information listed above. However, we do suggest making your ICP as detailed as possible since it will provide the best options for LinkedIn lead generation targeting. 


3. Finding personal information about the company

To make your Ideal Customer Profile as detailed as possible, you need to find out more personal information about the companies themselves, but one requires mingling on your end. In other words, you need to reach out to them. 

Do not underestimate the power of LinkedIn - most people will be glad to chat with you and share experiences. Furthermore, you can use this opportunity to reach out to their decision-makers and start your social selling.

To reach out to these people, you can first send a personalized invite to connect.

Example of invitation to connect that is a conversation starter:

Hey {{FirstName}},

I saw your awesome profile and noticed you work as {{Occupation}}. I would love to connect and share experiences and talk more about the hardships of the position itself.

From there, you can continue the conversation like this:

Hey {{FirstName}},

Thanks for accepting the invite. I saw that you are working at {{CurrentCompany}}. Would you mind me asking what you find the most difficult in your current job there or in general? I am doing a bit of research since I am developing a product specially designed for {{Occupation}}, and I would be glad to hear your thoughts on this.

Here are a couple of questions you can ask them:


4. Build an ideal customer profile

The last step is to assemble the information you gathered, which we cover in the next segment. If you choose the companies that work in different industries, start with industry segmentation first, and import the rest of the data to have multiple ICPs. Otherwise, you will have only one. 

Keep in mind that depending on the effectiveness of your new ICP and the results, you can modify the said document in the future. 


Ideal customer profile template

Here is how simplified and assembled Ideal Customer Profile should look like for a fictitious company that offers a time tracking system to other companies.


IndustryB2B product and service companies
Type of companyServer hosting providers
LocationUS
Company headcount50 - 150
Revenue per month$200K - $1M
Technologies used- Jira
- Slack
- Google Meet
Goals and objectives- To gain bigger market share
- Offer safest and cost-effective service and maintenance
Decision-makers- Head of HR
- CEO
Pain points- Remote working
- Hard time determine working hours per week, per employee and per project to make an estimate and bill clients accordingly
- Tracking employees productivity
Solution your product offers- Detailed reporting 
- Tracking work hours across projects
- Productivity check 
- Tracking time on the go
- Ready to go invoices
Unique Selling Proposition- Mobile and desktop app to track on multiple devices and on the go
- Manage remote teams and employees 
- Analyze companies efficiency across teams 
- Bill clients easier

Additionally, if you wish to download this template, be sure to click here and make a copy. 


How to use ICP for lead generation

After you've created an Ideal Customer Profile regardless of the scenario, it is time to put it to use. As we mentioned before, the ideal customer profile is a powerful tool to identify your ideal leads. Keep in mind that companies who do not match your ICP are still worth your while, but the retention rate will perhaps be lower or buying experience longer, so optimize and adjust your efforts accordingly.

Ideal Customer Profile is fairly easy to apply for lead generation. The idea is to search and create a company leads list to match your ICP, and then reach out to them. 


1. Similar companies search


Hacks to find leads using basic LinkedIn search


Go to your LinkedIn account and research the industry or type of companies defined in your ICP document. Once you do, use additional filters available to narrow down the search according to your ICP.


Image of basic LinkedIn search filters to find leads from ICP

When the search is complete, go to each company profile and find your leads.


Image of finding employees from company profile on LinkedIn, how to find people for lead generation from ideal customer profile

Create a CSV file with every lead’s first name, last name, profile URL, and email. Save this file for the next step.


Image of CSV file and leads' information to use in lead generation campaign

Hacks to find leads using Sales Navigator

There are two ways you can filter your leads.


1. Find leads from the company profile

One way is to go to your Sales Navigator search, and search for the type of company you wish to find. Secondly, add additional Sales Navigator filters, and see the results. Thirdly, find your ideal company from the list, and click on the three dots button. Then, click on the “View Similar”. 

"View Similar" is a nifty Sales Navigator feature that will try to find companies most similar to the company you choose according to the industry, company size, etc. As a result, it will show you up to 50 similar companies.

You can also use your existing customer you selected as your ICP, type their name in Sales Navigator search bar, and click on “View Similar” button for that company. 


Image of Sales Navigator search to find lead companies from ideal customer profile

From there, click on the company you are most interested in and find your decision-maker. Once you do, go ahead and save him to the lead’s list. In addition, repeat the process for every company.


Image of how to save leads similar to ideal customer profile to lead list in Sales Navigator

2. Find leads similar to the decision-maker working for your ICP

Another great way you can find similar leads is to use Sales Navigator to find the exact decision-maker working for your ICP. Once you do, you can click on the “View similar” button, and Sales Navigator will show you a wonderful selection of leads.

Similar to the “View Similar” feature for the companies, Sales Navigator will try to find leads similar to the lead profile you select, according to position, age, a company they work for, etc. In this case, Sales Navigator will find up to 100 similar leads.


Image of ''View Similar'' feature in Sales Navigator, to find leads from your ideal customer profile for lead generation

From there, select all the leads and also save them to the list.


Image of how to save similar leads to lead list in Sales Navigator, using ICP for lead generation

Image of Free Trial CTA banner with Skylead's smart sequence that demonstrates multichannel outreach using LinkedIn automation and email steps with if/else conditions


2. Create an outreach campaign

You can outreach the leads you found manually, but to make this process easier, you can use a sales engagement tool to do it for you. Let’s take Skylead for example. In order to create a campaign, take the CSV file from LinkedIn results or URL from Sales Navigator lead’s list, and upload or paste it into Skylead.


Image of Skylead campaign creation, using ICP, Ideal customer profile for lead generation

3. Create a Smart sequence for outreach

To clarify, the smart sequence will allow you to define the steps you need to take for your outreach towards the selected leads. Simple drag and drop of the elements, such as actions and conditions, will result in a sequence such as:


Image of Skylead's smart sequence, Using Ideal Customer Profile (ICP) for lead generation

4. Enjoy the results

And you’re done. Once you’ve started your campaign, relax. Skylead will do each step from the smart sequence for you, so you can focus more on responses from the leads, social selling, and building relationships with your prospects.


Image of CTA banner 2 for Skylead salesbook - ready-to-use outreach template that can be applied to our LinkedIn automation and cold email software


In conclusion

An ideal customer profile first and foremost allows you to narrow down, analyze prospects, and optimize your approach. Furthermore, it shows precise challenges - valuable information to adjust unique selling points and offer tailor-made solutions to their problems.

To repeat, the 4 easy steps you need to take depending on whether or not you already possess an Ideal Customer Profile as your customers:


I already have ICP as my customersI don’t have ICP as my customers
1. Analyze your current customer data1. Identify your ideal customers
2. Identify the patterns2. Identify the key aspects of the company
3. Have a chat with the existing customers3. Find personal information about the company
4. Assemble the ICP4. Assemble the ICP

The next step is to create a Buyer Persona, so take a look at the detailed guide here.  

Wish to use Skylead to outreach to your Ideal Customer profile easier? Come, say hi via chat on our website, and test our LinkedIn Automation & Cold Email software during a 7-day Free Trial


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Despite the countless platform options, finding leads on LinkedIn sometimes might seem like the Wild Wild West. 

And yet, everyone is there. Networking, self-branding, promoting services, and searching for leads for their businesses. 

However, in the sea of professionals and decision-makers, it is a quality lead that is hard to find. And if you make it, that’s already a job half done right there. 

With the premise that your LinkedIn profile is already optimized, something that we cannot stress enough though, let’s move on to 5 hacks for finding leads easier (and smarter). 

Therefore, whether you are running out of ideas for prospecting on LinkedIn or you are just sailing into these waters, we’ll show you: 

Let’s get down to business. 


Approach attendees of a specific LinkedIn Event

The first hack to find leads is to target members who attended a specific LinkedIn event

However, you need to be smart about it. As a professional in a certain industry, you are most likely to attend LinkedIn events that enhance your knowledge and skills or simply benefit the industry you are in. 

Now you need to start thinking the other way around. Take some time to attend a LinkedIn event dedicated to your target clientele. Not only is this the perfect place to find leads, but it also gives you valuable insight into their needs, doubts, and opinions. The knowledge you gain from attending a LinkedIn event of this kind can help you grow your business in the right direction. It can also serve as an excellent way to personalize your outreach and give an impression to the leads you found that you’ve done your research. Because you most certainly did.


How to find leads who attended a specific LinkedIn event

Open your LinkedIn profile. Search for the event which attendees you would like to target. 

There are two ways of searching LinkedIn events: 

  1. Type in the name of the specific event in the LinkedIn search engine (in case you already attended one, and you know where to find your leads).
  2. Run a blank search. It leads you to the “Events” button option. You will get a full list of all future LinkedIn events. Do a little research on an event that you think might work out for finding qualified leads. Use keywords to narrow down your search. 

How to find leads using LinkedIn, Event search image

Step #1 Attend the event. 

You won’t be able to see LinkedIn members who joined a specific event unless you sign up for it as well. Know that you can approach attendees before and after the event. However, as mentioned above, it is beneficial to your outreach to attend it for real and then do the outreach. 


Step #2 Filter the attendees

In case there are too many attendees, or you simply want to put in an extra criterion, go ahead and narrow them down by using LinkedIn filters. 


Find leads on LinkedIn, Narrowing search image

Step #3 Copy - paste the URL to Skylead 

Unless you want to reach out to each lead you found manually, copy-paste the URL into Skylead’s Campaign Creator. 


Image of finding leads on LinkedIn using sales engagement platform Skylead

Click “Next” and create your outreach campaign according to your business needs.


Template

This template is dedicated to personalized Invites to Connect on LinkedIn. However, you can reference a certain LinkedIn event both you and your leads attended in any type of outreach (LinkedIn, Email, or a multichannel one). 

Hello {{Name}},

I saw that you also attended Influential storytelling for Sales Leaders. I find inspiring prospects through storytelling a true superpower. Have you ever used this skill for sales purposes?

Anyways, I would love to connect!


Find leads via LinkedIn Poll

LinkedIn Polls are the new content on the rise that is undoubtedly taking over our feeds. As such, it became convenient for finding leads, as well as gaining valuable insight into industry tendencies, needs, and expectations. Additionally, LinkedIn is encouraging this type of content, and therefore, it awards LinkedIn Survey with high organic reach and visibility. 

If you approach LinkedIn Polls with the goal of generating leads from it afterward, define well what questions can make your target audience engage. Also, for a clearer insight, have in mind that you can conduct different polls for different groups of potential clientele (segmentation) or examine the same aspect through several different polls.


How to use LinkedIn Poll to find leads


Step #1 Create a LinkedIn Poll 


Image of finding leads using LinkedIn poll


Find leads using LinkedIn, How to create a poll image


Offer a minimum of two and a maximum of four answers. Set up the timeframe. It can last for a day, three days, a week, or a maximum of three weeks. 


Find leads on LinkedIn, Image of how to create a poll


Find leads on LinkedIn, Image of creating a poll with extra appealing introduction


Find leads on LinkedIn, Narrowing search image


Find leads on LinkedIn, Image of creating LinkedIn poll, Who can comment on post image

Wait until the poll is over to find leads. 


Step #2 Choose the leads you want to target

As mentioned above, this type of content can be quite a gold mine. Once the survey is done, choose if you want to scrape all participants or just those who answered a certain way. 

If you’ve never used Data Miner, here is a complete guide (section 3 in the Table of Contents) on how to use it to scrape data from a LinkedIn poll (in this case). Once you’ve downloaded all data in a CSV file, you can go ahead and reach those leads. 


Step #3 Upload the CSV file containing the leads’ URLs in Skylead

Unless you want to reach each of your leads manually, which we believe is a pretty arduous task, use the CSV file with the leads you found to make a campaign in Skylead. 


Find leads on LinkedIn, Image of creating campaign in sales engagement platform using CSV lead file

Go ahead and proceed with Skylead’s Smart Sequences for a quality outreach. 


Template

Using reference to a LinkedIn Poll in the Invite to Connect (or any other type of message) is exclusively available to the creator of the LinkedIn Survey. They are the only ones who can find leads who attended and scrape their profile URLs. That’s why your template can go something like this: 

Hello {{Name}},

Thank you for participating in my poll. It is so interesting that you never personalize your Invites to Connect. Does this affect your acceptance rate? I am curious to know more.

Anyways, I would love to connect! 


Find leads through yours or other people’s content

Driving leads through articles and posts on LinkedIn, whether yours or somebody else’s might be the next best thing about the platform. 

When we talk about LinkedIn content, it includes anything from articles, and posts, to LinkedIn Polls (see above). If we put articles aside, that are subject to the laws of B2B SEO and importance, the second best thing to find leads on LinkedIn is through posts. 

Even though the character limit went from 1300 to 3000, the most beneficial advice we can give you is that quality matters. And from the very start. When writing a LinkedIn post, bear in mind that you only have 210 characters at your disposal to make someone click “See more”. The best tactic is to write content that brings value from the beginning to the end. It is the most proven way that your leads will engage with it. 


How to find leads who engaged with a certain LinkedIn post 


Step #1 Find the post with the right leads

Just like with LinkedIn Polls, find or create LinkedIn posts that first and foremost make qualified leads engage. To do that, you need to adopt your target audiences’ perspective. Here are three ways to find leads through LinkedIn content and turn them into prospects: 


Step #2 Opt for Post Engagement Campaign in Skylead

In all the above cases, the process of collecting data is the same. In the top right corner of the post, click “Copy link to post”. 


Find leads on LinkedIn, Image how to create post engagement campaign in Skylead

Paste it in the Skylead’s Campaign Creator. 


Image of campaign creation in Skylead, sales engagement platform from leads that engaged with post

This type of campaign is called “Post Engagement”. It will be automatically selected after you’ve pasted the link.

From here on, create a campaign that works for your business goals. 


Template 

If using automated outreach, have in mind that Skylead can scrape up to 2500 members who reacted (not commented) to a certain LinkedIn post. As mentioned before, it could be yours or other member’s content. Making a reference to the post or the part of it that impacted you most can be a great way to your lead’s Inbox. It can be something as simple as:

Hello {{Name}},

I saw that you are also a fan of Robert Rose from The Content Advisory, and just wanted to connect.

OR

Hello {{Name}},

I saw that you also liked Robert Rose’s post on personalized advertising. It is a thin line indeed between using customers’ data for relevant advertising and its misuse, don’t you think so?

Anyways, I would love to connect. 


Target LinkedIn group members 

LinkedIn Groups are the perfect place to find leads. They indicate in the most direct way the area of interest of your potential prospects. Rumor has it that LinkedIn groups are dead. However, the truth is that it can be a bit challenging to find those with relevant content and engaging community within. Either way, many industry professionals find LinkedIn groups an invaluable source for finding qualified leads. 

Anyways, the “Groups” filter is available for Sales Navigator users only. 


How to use LinkedIn Groups to find leads

Open Sales Navigator’s “All filters” option. Choose “Lead Filters”. 

Image of exclusion option in custom lists

Scroll all the way down. Click on “Groups”. 


Sales Navigator option to find leads, Image of finding people in groups

Type in the name of the group. Sales Navigator will automatically suggest other groups with the same or similar topic. 


Sales Navigator option to find leads, Image of finding people in groups

In the top right corner, you immediately have an insight into the number of leads you found. Go ahead and narrow them further down. Use any of the other available Sales Navigator filters until you find leads that you consider most qualified. 

For a step-by-step guide on how to target members of a LinkedIn group, click here

Copy-paste the URL of your final lead search to Skylead’s Campaign Creator. 


Image of campaign creation from Sales Navigator group connections

Make a campaign according to your business needs. 


Template 

Whether you decide to reach out to all members of a LinkedIn group, or to filter them additionally, referencing a LinkedIn group you are all part of is a good way to get your acceptance rates up. 

Hello {{Name}},

I am also a member of the LinkedIn Social Selling group on LinkedIn. I often post about sales and prospecting, so I saw the value in us connecting. Hopefully, you’ll see it as well.

Have a great day!


Original Sales Navigator filters to find leads

Sales Navigator filters give you so many options to find exactly who you are looking for. With 24 “Lead filters” at your disposal, the sheer quality of your leads improves instantly. 


How to find and filter leads in Sales Navigator image

However, there are 7 Sales Navigator hacks that lead generations expert use for finding leads that most likely convert to prospects. 


Hack #1 Spotlights filter 

Finding leads, image of Sales Navigator spotlights filter

Not only are these members more active on LinkedIn, but the 5 Spotlight filters are excellent for personalizing your Invites to Connect. 


Image of using Sales Navigator filter Spotlight

You can: 


Boolean Search is available for both LinkedIn Premium and Sales Navigator. 

It implies combining keywords with modifiers such as AND, NOT, and OR to produce more relevant results. The three operators (AND, NOT, OR) must be written in uppercase. You can use it for Keyword, Company, and Title filters. It is mostly being used for Keyword filters. 


Find leads using LinkedIn premium or Sales Navigator, Boolean search image

Combine these for advanced search. 

(Copywriter OR “Content Writer”) AND “Content manager” AND Writer 

The results will show one of the criteria from the parentheses (or both) and the other two. 

If you have more than one word, make sure you use quotes.


Hack #3 Exclude leads 

When generating leads on LinkedIn, have in mind that you can exclude some of them from search results. 

Not all the filters support this option, but the majority do.


Gif of exclusion option on LinkedIn search results

Hack #4 Create a Leads List 

After you’ve narrowed down your search by using the necessary filters, go ahead and handpick leads. As you may see, the Leads List option assures the major quality of leads. Not only are they being selected through the Sales Navigator advanced filtering, but are also manually added. 

Once you find leads, click the “Add to list” option in the top right corner of each of the lead’s profiles. 


How to add to the list when finding the leads image

Or, select the leads you want to add by checking the box on the left, by the lead’s profile picture and then click on “Add to list” at the top of your search. 


Image of how to add a lead to the list

You can add your lead to the existing list or “Create a Leads List”. 


Image of how to add a lead to the custom list

Use a Leads List in your automated outreach with Skylead.
Click on the Leads List option in Sales Navigator to see your lists. 


Image of where to find lead lists in sales navigator after finding leads

Choose the Leads List. Copy-paste the URL to Skylead’s Campaign Creator. 


Image of how to copy url and paste it in Skylead to create campaign

Finding leads then creating Skylead campaign from leads list

Go ahead and create a campaign according to your business needs. 


Hack #5 Use alerts 

In the top left corner, click on the “Sales Navigator” or the “Home” option. 


Image how to head back to Sales Navigator homepage

You have insight into all updates regarding the leads you saved in your list. 


Image of Sales Navigator updates regarding leads

This is information that you can use to manually personalize the outreach. You will always get real-time updates regarding the leads you found that are valuable for your business. 


Hack #6 View similar 

Find leads that match your Buyer Persona criteria best.  Once you’ve found them, pick one and click on the three dots in the top right corner. Choose “View Similar”. Sales Navigator will find up to 100 LinkedIn members as similar to your Buyer Persona as possible. 


Image of how to find leads matching ideal customer persona on Sales Navigator

Once Sales Navigator has done the research for you, go ahead and save it in a leads list following the instructions mentioned above. This way, you are able to use the leads you’ve found in Skylead. 


Hack #7 Custom lists 

Here is a hack that not many people know. 

First, use Account Filters to find companies that are your qualified potential customers.


Finding leads using custom lists, image of account filters button

Manually pick and choose the companies you want to be part of your Accounts List. The process is the same as with the Leads List. 

Then, use this Account List in the Lead filter “Custom Lists”. It will take into consideration all people who work in those companies. You can narrow them down additionally by using, for example, the “Title” filter and target only the companies’ decision-makers. 


Sales Navigator custom lists filter, Image of how to find people who work in the same company

Additionally, this filter supports the “exclusion” option. 


Image of finding leads using Sales Navigator filters

By choosing to exclude a certain list, we are able to find leads according to the other filtering option while excluding those that are already part of a list or previously reached out. Or if for any reason you want to exclude reaching out to your competition, this is kind of a Sales Navigator’s blacklist. 


Summary

Yes, these are the 5 hacks that the industry leaders use to find leads on LinkedIn. 

But at the end of the day, all is fair in war, love, and well ... in lead generation. 

That's why you should get as creative and fearless as possible when finding leads for your business. All you need to have is to know the value of your product, a clear vision of whom you need to target, and of course, Skylead as your faithful companion. 

We cannot guarantee the value and the vision, but Skylead we can. So, try Skylead for free and see all the options at your disposal to find leads faster and easier. 


Launch your first outreach campaign today!
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