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How to make your prospecting process better than 99% of companies, and actually find your ideal client in <30min

Steal the process we've built after running B2B marketing for the past 10 years, and find your ideal client.

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Hohoho! The Buro Santa is bringing another gift for you today 🎅🏻

Today we'll address the big challenge people often have.

"How do I find qualified leads?"

This isn't actually super difficult. But as a good friend told me a while ago.

"Everything is easy as long as you know it".

Wise words.

So today, we'll do that. Find your audience, and qualify them.

In todays guide, we'll go through how to find your ideal audience by using LinkedIn, and a neat little qualification flow inside of N8N.

To get started, I recommend you to watch the full video above.

That video will go through all you need.

Then let's get started

Step 1: Prepping your audience

To get things going, you need to have your audience defined. You should have gotten this set by today with yesterday's gift (day 2 of 24). If not, grab it here: https://christmas.buroventures.com/day2

For us to continue, you need to have your ICP scoped.

This would mean:

Role
Industry
Headcount of company
Location
…and other details that would benefit and make it easier to search.

Once you have all of that, get on to step 2.

Step 2: Building the search on LinkedIn

LinkedIn is the default and go-to platform in finding your audience.

Even if your audience isn't hanging around on LinkedIn, I'd still start here.

So what we'll do is go through how to search, find and extract your audience for free using LinkedIn + Google Chrome Extensions we've built for you to get for free.

Yes no more paying for an extension that doesn't do what it's supposed to do.

One thing you need to know, getting a Sales Navigator premium account on LinkedIn is worth it. If you don't have one, you can still do the search and find your audience - but Sales Navigator allows way more narrowing and filtering.

Below is a more detailed description of doing searches in both cases on LinkedIn.

PS. Remember that best way to get the most out of the searches on LinkedIn is to run the qualification flow after.

Regular LinkedIn searches

With regular LinkedIn profile you can use the regular lead search LinkedIn has.

Then you have these filters available to you:

Connection: 1st, 2nd, 3rd+
Locations
Current companies
Connections of…
Past companies
Schools
Industries
Profile languages
Service categories
Keywords (first name, last name, title, company, school)
Boolean search input (AND, OR, NOT)

Most of these are self explanatory, except for Boolean searches. A boolean search is where you add filters to the "input" field for your search.

Boolean search on LinkedIn lets you control who shows up in search by combining keywords with operators like AND, OR, NOT, quotes, and parentheses.

For example, you can find growth leaders with: "head of growth" AND SaaS AND (founder OR "VP marketing").

To exclude agencies you might use: ("demand generation" OR "performance marketing") AND B2B NOT agency NOT freelance.

If you only want profiles with a specific title phrase, use quotes: "chief revenue officer" AND SaaS.

You can also target geography or company type with extra terms, for example: "sales director" AND "account-based marketing" AND ("Series B" OR "Series C") AND Europe.

Using this correctly will make both your regular searches and Sales navigator searches 10X better.

Sales Navigator

To truly get the most out of your search for prospects on LinkedIn, the Sales Navigator premium subscription is highly recommended.

It allows you to filter far more narrow and niche than regular profiles.

You'll have additional and new filters at your disposal:

Current company
Company headcount
Company headquarters location
Function
Current job title
Seniority level
Years in current company
Years in current position
Geography
Industry
Profile language
Years of experience
Groups
School
Following your company
Viewed your profile recently
Changed jobs
Posted on LinkedIn (this is super interesting as you can see % active of all your audience)
Boolean search input (AND, OR, NOT)

My main recommendation when it comes to creating the Sales Navigator searches, is use headcount, industry, posted on LinkedIn, and years of experience (depending on what you're looking for). You should also look at a way to 3 tier your searches.

Tier 1: Key decision makers with signatory rights and purchase power
Tier 2: Supporting and other involved parties
Tier 3: Non decision makers who can become internal champions in the company you want to sell

If you build prospect lists for each of these, and use our extension to extract them, you can easily build campaigns targeting each of the tiers.

Download the Chrome Extensions to extract form LinkedIn

We've made two Chrome extensions for you to more easily extract and scrape your audience off of LinkedIn, instead of marking, copy-pasting all day long. You can download them below 👇

Sales Navigator Chrome Extension

Regular LinkedIn Search Chrome Extension

Want to learn how to install it?

Click here to see how to install the Chrome extensions

Step 3: Sending leads to N8N for filtering and qualification

Amazing, now you got the leads extracted.

Now it's qualifying them.

To help you with this process, we've built a very simple process in N8N which you can import and use in under 5 minutes.

For the N8N template, you need to take your ICP definition you received in your previous Christmas Calendar gift (yesterday day 2), and input that into the N8N node called "QUALIFICATION".

You can also use this CustomGPT to help you create the ICP Matching spec. https://chatgpt.com/g/g-69033f23b37081919f4fb845b9d1d7e9-icp-matching-model-builder

You will also need an Open Router API key which we use in the N8N template to leverage AI to do our qualification for us. There is a button to the tutorial for that below as well.

Download the N8N template here

Watch video on how to get your OpenRouter Key

Info: The tool used to enrich leads to be able to qualify them is shared inside the N8N flow.

Step 4: Building your custom flows with qualified and unqualified leads

Now you have a way to find leads, extract them, and qualify them against your ideal customer profile (ICP).

This is just the start, and the system we wanted to share with you today.

Day 3 of our 24 days of Christmas Calendar.

The best B2B event of the year.

As you now have the system, it's up to you what you built on top.

It could be an automated cold outbound campaign on LinkedIn, cold email campaign, run very narrowed ads towards those qualified leads you generated.

The possibilities are endless.

But you need to figure out how to use the list you have.

Hint: More will come in our Christmas Calendar. We already shared 2 other systems, and have 21 left.

If you're interested in getting all gifts, meaning, all 24 gifts we share. Click here

And that's it my friend.

Now you have a system that will help you make your prospecting - finding the qualified leads, better than 99% of companies.

At least based on the thousands of companies I've consulted and worked with.

But what now?

Getting introduced to this system as a whole is good and all, but when put into a larger system is when it truly shines.

That's why we've recorded a video that takes you through the full engine that you build on top of your prospecting system.

The video reveals the system not even 1% of companies I've spoken with have in place.

Most companies never think about this, and now we've built a strategy that empowers it with AI.

Add your details below and you'll get access immediately.

Ready to grow your company with an AI-powered lead generation system, like 58 other founders?

Get your own private walkthrough of the system that’s helping us (and founders like you) generate more than 1.5 million impressions per month on LinkedIn, resulting in $1 million+ in additional pipeline value every month.

Find a time in the calendar below to get your walkthrough 👇

No availability, click here to submit interest

See you on the other side!

Best regards,

Harald Roine (AKA. Buro Santa #1)

Lasse Flagstad (AKA. Buro Santa #2)