<p> Workbook: Prospect Profile ••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••• Your Prospect Profile</p><p>Take a moment to think through exactly who it is you want to target. Who is your ideal customer or client?</p><p>These answers are not good enough:</p><p> Everybody.</p><p> Any type of business owner.</p><p> Anybody in marketing.</p><p>You get the picture.</p><p>If all you can come up with is the above, take a closer look at your clients right now. Think about the types of people you really like working with and also are your best clients from a financial perspective. Now it’s time to build a real prospect profile.</p><p>Here are the questions you need to answer:</p><p>1. What are your target industries? </p><p>For a complete list of industries available for targeting in LinkedIn:</p><p> https://developer.linkedin.com/documents/industry-codes</p><p>2. What geographical areas are you targeting?</p><p>3. Are your prospects most likely to be hanging out in certain LinkedIn groups? If so, which ones:</p><p>••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••• ©2012-2013 LinkedUniversity.com, All Rights Reserved Workbook: Prospect Profile •••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••</p><p>4. What company size is the right fit for you? 1 man shop? Only companies with more than 50 employees? It’s important that you determine the right range. </p><p>Note: Within LinkedIn you can select from the ranges in the image to the right.</p><p>5. What types of position titles does your ideal client or buyer usually hold? Come up with the top 10-15 positions that you target. Some examples:</p><p> a. President</p><p> b. Marketing Manager</p><p> c. Purchasing Coordinator</p><p> d. CTO</p><p>••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••• ©2012-2013 LinkedUniversity.com, All Rights Reserved Workbook: Prospect Profile •••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••</p><p>6. What level of annual revenue do your best clients have?</p><p> a. Keep in mind, LinkedIn doesn’t give us the ability to target based on revenue. Typically the best way to target companies of a certain revenue size is to think about approximately how many employees they have, and target based on company size. That said, it’s still good to keep this in mind!</p><p>Now, take this information and build a quick cheat sheet that you can refer to. See below for an example that you can edit and use for your business. </p><p>This information is critical for effective targeting.</p><p>Once you have your ads set up, it’s easy to duplicate existing campaigns so that you don’t have to re-invent the wheel each time.</p><p>Sample Prospect Profile</p><p>(For a consultant who provides sales advisory services to financial advisors.)</p><p>My target industries include: Banking, Capital Markets, Financial Services</p><p>My geographical focus is: North America, with a more intense focus on Midwest USA</p><p>The LinkedIn groups my prospects are most engaged in include:</p><p> Banking Careers</p><p> Financial Services Marketing</p><p> Financial Services Career Center</p><p>My ideal target is a company with the following employee level: Over 50</p><p>The top 10 position titles for my ideal client include:</p><p>1. Financial Representative</p><p>2. Financial Advisor</p><p>••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••• ©2012-2013 LinkedUniversity.com, All Rights Reserved Workbook: Prospect Profile ••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••• 3. Broker</p><p>4. Marketing Manager</p><p>5. Wealth Manager</p><p>6. Investment Advisor</p><p>7. Financial Services Representative</p><p>8. Retirement Planner</p><p>9. Wealth Advisor</p><p>10. Certified Financial Planner</p><p>My best clients have the following volume: Total assets under management of at least $500 million within firm.</p><p>It’s really that straightforward. Armed with this prospect profile, your LinkedIn marketing efforts will be exponentially more effective!</p><p>My Prospect Profile</p><p>My target industries include:</p><p>My geographical focus is: </p><p>The LinkedIn groups my prospects are most engaged in include:</p><p>My ideal target is a company with the following employee level: </p><p>The top 10-15 position titles for my ideal client include:</p><p>••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••• ©2012-2013 LinkedUniversity.com, All Rights Reserved Workbook: Prospect Profile •••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••</p><p>My best clients have the following volume: </p><p>It’s really that straightforward. Armed with this prospect profile, your LinkedIn ad campaigns will be exponentially more effective!</p><p>••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••• ©2012-2013 LinkedUniversity.com, All Rights Reserved</p>