Step 1: Define Your Ideal Customer Profile (ICP)
Before diving into LinkedIn filters or messaging, you must have clarity on:
Industry: What sectors do they belong to?
Company size: Are you targeting startups, SMBs, or enterprises?
Geography: Local, regional, national, or global?
Job titles/roles: Who's the decision-maker or influencer?
Pain points: What specific problems do they face that you solve?
🔍 Pro tip: If you have successful clients already, reverse engineer your ICP from them.
Step 2: Targeted List Building Using LinkedIn Filters
Use LinkedIn Sales Navigator with these filters:
Core Filters to Use:
Location
Industry
Company headcount
Seniority level (e.g. decision-makers: Manager, Director, VP, CXO)
Job title keywords
Years in current role or at company (for stability)
Posted content in last 30 days (active users = better engagement)
Bonus Filters to Refine Your List:
Groups they belong to (signals interest and community)
Technologies used (via tools like BuiltWith or ZoomInfo)
Shared connections (warm intro potential)
Company growth signals (recent hires, funding rounds, etc.)
✅ Best Practice: Save lists and regularly refresh them to avoid messaging stale contacts.
Step 3: Vet & Filter Out the Right Prospects
Before outreach, manually or semi-automatically review for:
Relevance: Do they align with your solution?
Engagement signs: Are they active or posting? Commenting?
Content themes: Do they discuss topics related to your offering?
Overlap with ICP: If they’re way off, don’t waste a connect.
✂️ Trim the fat: Eliminate anyone who seems like they wouldn’t make buying decisions or who works in irrelevant departments (e.g., HR if you sell marketing software).
Step 4: Messaging Strategy (For Connection + Follow-Up)
Connection Request Message:
Keep it personal, relevant, and NOT salesy.
Follow-Up Message #1 (Post-Connection):
Aim to start a conversation, not pitch.
Follow-Up Message #2 (Light Value Add):
Offer value that aligns with your solution.
🔍 Pro tip: Use the Alsona workflows and templates to kickstart your messaging with battle-tested copy.
Step 5: Test, Track, Tweak
Test different job title variants and pain points.
Track connection + response rates.
Tweak messaging based on what resonates.
Pro Tips for Campaign Success
Keep outreach warm and value-driven—nobody likes a cold sales pitch.
Hyper-personalize when possible (mention content they shared, mutual interests, etc.).
Follow up consistently, but don’t spam—3-4 messages max if they haven’t responded.
Batch by persona—craft messaging that speaks only to one type of decision-maker per sequence.
Happy Prospecting!