1 Day Online Course Outline, Course Objectives, and Scheme of Work: Prospecting Pro: Maximise LinkedIn & Sales Navigator Training

Course Title:

Prospecting Pro: Maximise LinkedIn & Sales Navigator Training

Course Duration:

1 Day (6-8 hours, delivered online)

Target Audience:

Sales professionals, recruiters, entrepreneurs, and anyone seeking to enhance their prospecting and lead generation skills using LinkedIn and Sales Navigator.

Course Objectives:

By the end of this course, participants will be able to:

1. Master the use of LinkedIn for lead generation and professional networking.
2. Effectively use Sales Navigator to find, connect, and engage with potential prospects.
3. Understand LinkedIn's advanced search features and filters to pinpoint high-quality leads.
4. Learn how to build an optimised LinkedIn profile to attract prospects.
5. Develop data lists and outreach strategies that drive engagement and conversions.
6. Implement follow-up techniques and build lasting relationships with prospects.

Course Outline and Scheme of Work

Session 1: LinkedIn Essentials for Prospecting (1 hour 30 minutes)

• Objectives:

  • Learn the key features of LinkedIn and how to use them for prospecting.
  • Understand how to build a strong professional profile that attracts prospects.

• Topics Covered:

  • Optimising your LinkedIn profile: Crafting a compelling headline, summary, and experience section.
  • Building a professional network: Expanding connections with strategic contacts.
  • LinkedIn's search filters and how to use them for finding prospects.
  • LinkedIn’s connection request best practices.

• Activities:

  • Practical task: Participants review and optimize their LinkedIn profile.
  • Group discussion: Best practices for expanding a professional network.

Break (15 minutes)

Session 2: Advanced Prospecting with LinkedIn Sales Navigator (1 hour 30 minutes)

• Objectives:

  • Understand the advanced search features of Sales Navigator for targeted prospecting.
  • Learn how to organize and track leads effectively.

• Topics Covered:

  • Setting up and navigating Sales Navigator: Overview of the key features.
  • Advanced lead search: Using filters for job title, industry, company size, and more.
  • Organizing leads: Creating lead lists and tracking prospects within Sales Navigator.
  • InMail strategies: Crafting messages that get responses.

• Activities:

  • Practical task: Participants perform a lead search using Sales Navigator and create a lead list.
  • Group discussion: Successful outreach examples using Sales Navigator.

Break (30 minutes)

Session 3: Creating Effective Outreach Campaigns (1 hour 30 minutes)

• Objectives:

  • Develop Data Lists and outreach strategies that drive engagement and generate responses from prospects.
  • Understand how to personalise messages for different types of prospects.

• Topics Covered:

  • Personalizing outreach messages: How to craft personalized connection requests and follow-up messages.
  • Understanding the needs of prospects: Tailoring messages to solve their problems.
  • Creating value propositions that resonate with prospects.
  • Utilizing LinkedIn's messaging and InMail tools for outreach.

• Activities:

  • Role-play: Participants create personalized connection requests and outreach messages.
  • Peer review: Participants review and provide feedback on each other’s outreach messages.

Break (15 minutes)

Session 4: Building Long-Term Relationships & Maximising Conversions (1 hour 30 minutes)

• Objectives:

  • Learn techniques to nurture leads and build long-term relationships.
  • Understand follow-up strategies to increase conversions.

• Topics Covered:

  • Lead nurturing: Engaging prospects over time and keeping them warm.
  • Follow-up best practices: How often to follow up and what to say.
  • Tracking interactions: Using LinkedIn and Sales Navigator to monitor engagement.
  • Converting leads into clients: Moving from conversation to conversion.

• Activities:

  • Practical task: Participants create a lead nurturing plan.
  • Group discussion: Follow-up strategies and their effectiveness.

Assessment:

• Continuous assessment through practical tasks and role-plays.
• Final task: Develop and present a LinkedIn Sales Navigator outreach campaign, including lead search, messaging strategy, and follow-up plan.

Resources:

• Digital handouts on LinkedIn profile optimization, Sales Navigator tutorials, and outreach templates.
• Suggested reading: LinkedIn articles and case studies on successful prospecting strategies.

This 1 day online course will equip participants with the skills and techniques needed to effectively prospect and engage with potential clients using LinkedIn and Sales Navigator. By mastering both platforms, participants will gain a competitive edge in generating high-quality leads and building valuable professional relationships.