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In today’s newsletter, I’ll walk you through my LinkedIn audience-building process step-by-step.

I do this every week, and it helped me add $23k MRR in February.

Not getting much revenue on LinkedIn?

This is for you.

I’m going to tell you how to target companies & job titles PLUS how to target your messaging to engage your buyers.

Marketing Memos looks a bit little different

I switched to a platform called BeeHiiv.

Make sure you mark this email as important and click the Beehiiv logo to keep it out of spam.

I included more info about why I switched at the bottom of this newsletter.

Check it out!

Pull up LinkedIn Sales Navigator while you read this and follow along.

Let’s get started.

How big should my list be?

I try to make my list 300-500 contacts. This give me 2-3 weeks of messaging.

LinkedIn only lets you connect with 150 people per week.

Start with company information & job descriptions.

I use Sales Navigator for this, so I’ll include screenshots as I build out my target audience of early-stage SaaS founders.

Follow along if you have Sales Navigator.

Start with some company information.

I recommend focusing on 1-2 regions or countries.

This is what my company section looks like

Be specific with your company size, 500-5000 is too big and their needs are going to be too varied to write good content for.

Now jump down to the personal section 

Start with 1-3 industries you want to sell into. 

‘Technology, Information, and Internet’ covers a lot but SaaS is included in that category.

Here is LinkedIn’s targeting categories and what industries are included in each.

I also added ‘Years of Experience’ because I want to reach founders who are a bit older.

They usually have more budget.

Next, refine the role you want to target

A lot of people can be involved in a buying decision. Pick 2-3 job titles to start with

I help early-stage non-marketing founders get to $20k+ MRR.

So I excluded people with marketing experience and narrowed it down to under 1 year as a founder.

Finally, make sure your leads are actually active.

You NEED to check “Posted on LinkedIn”, or you’ll waste your time on inactive profiles.

This will filter out people who have not posted in the last 30 days.

Double-check your leads

I ended up with 369 results.

Perfect.

I take a few minutes to scroll through the lead list and ensure it meets my needs.

Make your messaging targeted & relevant

You’re not just targeting companies and titles.

You’re targeting real people.

With real problems.

You can’t target problems and emotions.

You need to ask yourself these questions;

1. Who influences the decision-makers?

2. What is the reason the problem is bad for them?

3. What are they doing instead of using your product?

4. What is the consequence of not solving the problem?

This is hard to do if you don’t have a defined Ideal Customer Profile (ICP) or haven’t niched down your audience enough.

That’s a newsletter for another day.

If you can’t figure out your ICP and niche, Schedule a B2B SaaS Marketing Jumpstart. You’ll get:

• A focused ICP

• Clear messaging

• A list of 500+ leads

• 2-3 channels to reach them

• Two content frameworks to launch yourself

• 45-day roadmap & action plan to get leads FAST

Once you’ve got all these right, getting good leads and making LinkedIn work for you is WAY easier.

Need more LinkedIn Help? Get it on Friday!

Reply to this email if you’re coming.
Can’t make it? Reply with your questions

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