In this tutorial, the presenter demonstrates a practical workflow for prospecting on LinkedIn without relying on paid Sales Navigator. He starts by selecting optimized search terms and titles (e.g., MSP owners, compliance, cybersecurity, outsourced IT, CEO) that prospects likely use to improve discoverability. Using the Apollo Chrome extension, he shows how to capture a LinkedIn profile, validate the email, and instantly add the contact to a pre‑configured lead‑generation sequence, ensuring only verified or likely‑to‑reply emails are included. He schedules the outreach for the next business‑day morning, illustrating how to automate timing. The speaker also mentions the Lavender AI plugin for Apollo, which can generate personalized introductory lines, and stresses a hybrid approach: automated warm‑up messages followed by manual, tailored follow‑ups to avoid wasted effort on bounced emails.
Chapters
Hey guys. So I recently had surgery. Ignore this, but I wanted to show you quickly how you should be searching for your prospects on LinkedIn. Use the search terms that they're probably trying to optimize for. So my target is MSP owners, compliance, cybersecurity, outsourced IT. Sometimes I throw managed services in there and then under keywords I just put their title. So right now I'm looking for CEO. But what's really cool about my Apollo integration is since I already have all of my sequences set up in Apollo, I can really simply just pick somebody I wanna target like this Jerry Schwartz, save him as a contact right to Apollo through the integration. And if his email shows up as being valid, then I can add him right into a sequence. I have my Apollo set up so that it does not add anybody to a sequence without likely to reply or verified emails. You know, I don't want to add to a list. I'm using my backup laptop, which is a very small screen. So, so I want to add him to one of my MSP lead generation sequences and I want to schedule it. It's Saturday, so I'm going to schedule it for the next business day morning. Schedule done. So just, yeah, really cool, easy way to using regular LinkedIn without paying for Sales Nav, although I do have Sales Navigator, using that Apollo plugin just to really quickly get people into sequences. If your sequence is niched down and really, really specific, you can get pretty good high performance out of this, even though it is automated messaging. If you have the Lavender plugin for Apollo, you can actually personalize your intro using AI. And make it look like you did a little bit more research than you probably did. I do recommend using manual steps as much as possible, but we tend to use automation to kind of warm up our contacts, and then we follow up with manual emails later on. Because who wants to spend 5 to 10 minutes writing an email just for it to bounce back, right?
