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of
Contents
Why
Hack
LinkedIn?
...............................................................................................
3
Overview
...............................................................................................................
4
Prerequisites
........................................................................................................................................................
4
Step
1:
Construct
LinkedIn
Advanced
Search
..........................................................
5
Boolean
Examples
.............................................................................................................................................
5
Keywords
................................................................................................................................................................
5
Company
.................................................................................................................................................................
5
Title
..........................................................................................................................................................................
6
Industry
..................................................................................................................................................................
6
Relevance
..............................................................................................................................................................
6
Step
2:
Extract
Results
into
CSV
Files
......................................................................
7
LinkedIns
Terms
of
Service
..........................................................................................................................
8
LinkedIn
vs.
Sales
Navigator
.........................................................................................................................
8
Saving
the
Results
..............................................................................................................................................
8
Step
3:
Merge
&
Cleanup
CSV
Files
.........................................................................
9
Merging
Multiple
CSV
Files
............................................................................................................................
9
Delete
Unwanted
Records
..............................................................................................................................
9
Remove
Unnecessary
Data
from
Full
Name
...........................................................................................
9
Get
Correct
Company
Name
........................................................................................................................
10
Convert
Non-Printing
Characters
.............................................................................................................
10
Step
4:
Prepare
for
Email
Search
..........................................................................
11
Find
Provided
Email
Addresses
&
Domains
.........................................................................................
11
Split
Full
Name
into
First
and
Last
...........................................................................................................
11
Find
Company
Email
Domain
.....................................................................................................................
11
Step
5:
Address
Collection
....................................................................................
13
Most
Common
Work
Email
Formats
.......................................................................................................
13
Hunter.io
Process
.............................................................................................................................................
14
Conversion
Rates
.............................................................................................................................................
15
Done
for
You
Service
............................................................................................
15
Appendix
1:
Additional
Prospecting
&
Business
Generation
Tools
........................
16
Recommended
Third
Party
Products
......................................................................................................
16
Prepared
by
Michael
Haupt
&
Associates
Cape
Town,
South
Africa
November
2016
Version
1.0
W:
https://michaelhaupt.com
LI:
https://za.linkedin.com/in/michaelhaupt
E:
hello@michaelhaupt.com
T:
+27
21
813
6206
How
to
Hack
LinkedIn
Overview
The
process
consists
of
5
simple
steps,
which
well
explain
in
further
detail.
If
you
need
help
with
any
of
the
steps,
or
you
dont
have
the
necessary
prerequisites,
youll
find
a
Done
for
You
Service
introduced
on
page
15.
Briefly,
the
steps
are:
Side
Note:
You
will
notice
that
this
document
is
written
for
a
South
African
audience,
but
the
principles
can
be
applied
in
any
country
except
Canada,
since
they
have
strict
laws
regarding
email
communication.
Prerequisites
You
(or
the
person
who
will
do
this
on
your
behalf)
will
need
the
following
in
order
to
get
the
most
value
from
this
process.
Lets
dive
in.
How
to
Hack
LinkedIn
Quotes
[]
Parentheses
[(
)]
NOT
AND
OR
If
youre
not
familiar
with
exactly
how
LinkedIns
Boolean
search
works,
we
recommend
reading
this
LinkedIn
article.
Your
advanced
search
should
ideally
return
1k-2k
results
for
each
batch.
Since
LinkedIn
returns
results
ranked
by
relevance,
results
more
than
2,000
tend
to
be
less
relevant
and
therefore
less
responsive
to
your
emails.
Dont
be
fooled
by
large
numbers
of
results.
Save
your
advanced
search
and
set
the
reporting
frequency
to
Weekly
so
that
youll
be
notified
of
new
people
who
match
your
criteria.
Boolean
Examples
Keywords
We
generally
avoid
using
Keyword
searches,
however
this
search
is
useful
if
youre
looking
for
people
who
have
been
recommended
for
specific
skills.
An
example
would
be:
("web
development"
OR
"search
engine
optimisation"
OR
"wordpress")
NOT
("social
media"
OR
"content
marketing")
Note
that
the
case
of
the
query
is
irrelevant
we
simply
like
to
capitalise
Boolean
operators
to
make
them
easier
to
identify
in
long
search
terms.
Company
If
you
enter
any
value
in
Company,
you
will
be
asked
whether
you
want
to
search
only
in
Current
Company,
Past
Company
or
Both.
We
generally
use
Current
Company
to
exclude
people
from
companies
we
already
have
a
relationship
with.
An
example
would
be:
How
to
Hack
LinkedIn
NOT
("Standard
Bank"
OR
"Absa"
OR
"Nedbank"
OR
"FNB"
OR
"Vodacom"
OR
"Liberty"
OR
"Discovery"
OR
"Sasol"
OR
"Barclays"
OR
"Dimension
Data"
OR
"MTN"
OR
"South
African
Breweries"
OR
"Unilever"
OR
"EOH"
OR
"IBM"
OR
"Old
Mutual"
OR
"Sanlam"
OR
"Edcon"
OR
"Woolworths"
OR
"Investec"
OR
"Eskom"
OR
"Business
Connexion"
OR
"Accenture"
OR
"Microsoft"
OR
"Telkom"
OR
"Internet
Solutions"
OR
"University
of
Johannesburg"
OR
"Distell"
OR
"SABC")
Title
We
find
Title
to
be
the
most
useful
filter
for
an
advanced
LinkedIn
search,
because
it
allows
you
to
target
the
precise
level
of
decision
maker
you
need.
Here
is
an
example
to
find
senior
business
development
people:
("sales"
OR
"marketing"
OR
"business
development"
OR
"growth")
AND
("manager"
OR
"director"
OR
"head"
OR
"lead"
OR
"VP"
OR
"president"
OR
"managing")
NOT
("self
employed"
OR
"consultant"
OR
"independent"
OR
"coordinator"
OR
"co-ordinator"
OR
"secretary"
OR
"account
manager"
OR
"accounts
manager"
OR
"account
director"
OR
"account
executive"
OR
"account
management"
OR
"branch
manager"
OR
"brand
manager"
OR
"creative
director"
OR
"copywriter"
OR
"art
director"
OR
"CEO"
OR
"chief
executive"
OR
"CFO"
OR
"chief
financial"
OR
"COO"
OR
"chief
operations"
OR
"chief
operating"
OR
"CTO"
OR
"chief
technology"
OR
"client
service"
OR
"partner"
OR
"trainee"
OR
"social
media"
OR
"email"
OR
"CRM"
OR
"retail"
OR
"assistant")
Industry
We
generally
ignore
LinkedIns
industry
classification
because
there
is
no
consistency
in
how
its
used.
For
example,
the
CFO
of
a
retail
group
sometimes
selects
Financial
Services
and
sometimes
Retail
as
their
industry.
One
refers
to
the
individuals
industry
and
the
other
to
the
organisations
industry.
Both
are
correct,
but
neither
is
helpful
when
trying
to
narrow
search
results.
You
can
find
the
official
list
of
industries
here:
https://developer.linkedin.com/docs/reference/industry-codes
Relevance
The
key
in
this
step
is
to
ruthlessly
narrow
the
search
to
exclude
anyone
who
doesnt
match
your
ideal
client
avatar.
Spend
a
fair
chunk
of
time
browsing
through
individual
profiles
in
the
results
and
use
what
you
find
to
continue
refining
the
search.
When
we
do
this
for
our
clients,
we
usually
go
through
ten
or
more
iterations
before
were
ready
to
progress
to
Step
2.
How
to
Hack
LinkedIn
data-miner.io
dexi.io
diffbot.com
import.io
lix-it.com
octatools.com
octoparse.com
parsehub.com
salestools.io
skrapp.io
How
to
Hack
LinkedIn
Cons
Sales Navigator
Company
has
to
be
extracted
from
Title
and
often
refers
to
a
previous
position
How
to
Hack
LinkedIn
How
to
Hack
LinkedIn
Once
complete,
each
cell
should
contain
only
First
and
Last
Name
with
a
single
space
between
each.
Explanation
Count
=FIND(" at ",A2)
Length
=LEN(A2)
Company =RIGHT(A2,C2-B2 - 3)
Copy
and
paste
the
Company
Name
column
into
a
new
column
as
Values
and
delete
the
3
calculation
columns.
Excel
Replace
With
Delete
or
How
to
Hack
LinkedIn
10
Now
that
weve
cleaned
up
our
search
results,
save
this
master
file
in
XLS
format.
Formula
Explanation
Count
=FIND(" ",A2)
Length
=LEN(A2)
How
to
Hack
LinkedIn
11
You
might
also
be
interested
in
a
database
of
over
6,000
of
South
Africas
largest
companies
together
with
their
email
formats,
which
we
built
from
scratch
and
add
to
on
a
daily
basis.
Ping
us
a
quick
email
to
hello@michaelhaupt.com
and
lets
chat.
Now
that
you
have
company
email
domains,
you
have
everything
you
need
to
start
automagically
finding
company
email
addresses.
How
to
Hack
LinkedIn
12
Direct
access
to
all
the
web's
email
addresses.
No
longer
waste
your
time
looking
for
contact
information.
Rapportive
Email
Format
Save
time
and
energy
-
find
the
email
address
formats
in
use
at
thousands
of
companies.
FullContact
SellHack
Sell
Hack
is
a
browser
extension
to
help
you
build
targeted
lists
so
you
can
send
cold
emails
to
your
leads.
LiveHive
Toofr
Toofr
figures
out
business
email
addresses
using
only
the
first
and
last
names,
and
the
website
domain.
last@domain.com
lastf@domain.com
f.last@domain.com
How
to
Hack
LinkedIn
13
Hunter.io
Process
1. Install
the
Chrome
Add-on:
https://hunter.io/help/articles/2
2. Install
the
Google
Sheets
Add-on:
https://hunter.io/help/articles/10
3. Upload
your
final
spreadsheet
to
Google
Sheets:
https://docs.google.com/spreadsheets/u/0/
4. Use
Hunters
Email
Finder
in
the
Sheets
Add-on
to
find
low-hanging
fruit
using
only
First
Name,
Last
Name
and
Company
Name.
(Hit
rate
will
be
low,
but
its
worth
performing
this
step.)
5. Using
either
a
third
party
tool
or
a
manual
process,
find
the
email
domains
for
each
search
result
that
doesnt
yet
have
an
email
address.
This
will
require
finding
each
companys
website
and
checking
their
Contact
page
for
their
email
domain.
6. Once
you
have
all
the
email
domains,
repeat
the
process
using
Hunters
Email
Finder
and
tell
Hunter
which
column
contains
the
Domain.
And
thats
the
process
complete!
You
now
have
a
list
of
highly
qualified
prospects,
together
with
their
company
email
addresses.
Upload
these
into
your
CRM
or
create
a
mail
merge
with
your
desktop
mail
program.
Next
well
discuss
how
to
achieve
the
best
possible
conversion
rates.
How
to
Hack
LinkedIn
14
Conversion
Rates
Naturally,
the
conversion
rate
youll
achieve
depends
on
the
type
of
email
you
send,
so
keep
these
basic
principles
in
mind:
1. The
message
must
appear
like
a
personal,
one-to-one
message.
If
youre
going
to
go
to
the
effort
of
gathering
email
addresses,
dont
blow
your
chances
by
sending
yet
another
of
the
million
canned
emails
sent
every
day.
Just
like
you
can,
others
can
spot
a
canned
email
very
quickly.
2. The
message
must
create
the
expectation
of
a
response.
Never
expect
to
close
business
or
set
a
meeting
date
and
time
on
the
first
outreach.
The
objective
in
the
first
cold
email
is
to
simply
get
a
reply.
The
most
effective
way
to
achieve
this
is
to
ask
a
question
pertinent
to
the
recipient.
3. The
message
must
start
a
conversation
about
something
the
reader
has
top
of
mind.
Its
definitely
not
about
you
or
your
company.
How
many
chest-beating
emails
have
you
received
that
you
simply
deleted
because
the
sender
didnt
demonstrate
that
they
understood
you
or
your
business?
Put
yourself
in
your
recipients
shoes
before
writing
a
single
email.
4. Keep
it
brief
(usually
less
than
5
lines).
The
majority
of
these
emails
will
be
read
on
a
mobile
device
while
the
recipient
is
on
the
go.
Whatever
you
do,
never
start
the
email
with
Its
Joe
Soap
from
XYZ
Corporation.
This
is
an
open
invitation
to
have
your
email
immediately
deleted.
Enjoy
the
extra
business
youll
generate
as
a
result
of
starting
conversations
with
these
new
leads!
Youre
welcome.
Michael
Haupt
The
Authentic
Business
Growth
Strategist
&
Resultist
Cape
Town,
South
Africa
November
2016
How
to
Hack
LinkedIn
15
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How
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LinkedIn
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