Turn the people who reacted to a post into qualified prospects

This article explains how to go from a LinkedIn post on your topic to a list of prospects evaluated against your Target. The people who react to a post show an interest in its topic. The platform reads these reactions, imports the people and has them evaluated before any contact.

Start from a watch

The starting point is a watch, on the "Intelligence" screen. A watch follows a topic on RSS feeds and on LinkedIn. For this use, it needs at least one LinkedIn source:

• "Keywords": the posts that contain your keywords;
• "Network": the same posts, limited to your connections and the people you follow;
• "Authors": the latest posts of the people or companies you follow, 10 authors at most.

Each source reads the posts of the past week, 20 at most per run. A run costs 5 credits for the LinkedIn read, and 20 credits for the report if it finds signals.

The posts found appear in the "Detected trends". For a LinkedIn post, the trend shows its reactions, comments and shares at the time of the read. You can sort the trends by "Engagement" instead of "Relevance".

See who reacted or commented

When a trend comes from a LinkedIn post, open it. In "People who reacted or commented", click "See who reacted or commented". The read costs 5 credits. It covers 100 reactions and 100 comments at most.

The list shows each person, their connection degree and their activity: "commented" or "reacted". People already in your database are marked.

Import with a Target

Before you import, choose a "Target". Without a Target, the imported people are not qualified.

The import is free. The result shows the people imported, the duplicates merged and those that exceed your plan's import limit: 1,000 per import for Essai and Essentiel, 2,500 for Croissance, 5,000 for Équipe.

Two rules apply to the import:

• the text of the comments is not kept;
• companies and authors without a profile are left out.

Sort through qualification

A reaction shows an interest in a piece of content. It does not show a business need. Qualification is used to make this distinction.

Each imported person is evaluated against the chosen Target, for 2 credits. The evaluation gives a score out of 10, with five criteria scored from 0 to 2: "Company type", "Decision level", "Domain expertise", "Theme alignment" and "Operational complexity". Your plan sets a number of evaluations per day: 100 for Essai and Essentiel, 250 for Croissance, 500 for Équipe. Beyond that, evaluations wait in the "Queues" tab of "Prospects".

Take a post on health data security, found by a watch. You import 60 of the people who reacted or commented. The cost is 5 credits for the read, 0 for the import, and 60 × 2 = 120 credits for the evaluation, so 125 credits. One credit is worth one euro cent.

After the evaluation, in "My database", choose the Target in the "Target" selector. The "Fit", "Min score" and "Degree" filters give you the list to contact. You can also file a prospect yourself with "Qualify", "Disqualify" or "On hold". A prospect marked "Disqualify" leaves every campaign.

Contact based on the connection degree

The list usually mixes connections and people outside your network. The campaign type depends on this degree:

• your 1st-degree connections: a "Network messaging" campaign;
• people in the 2nd and 3rd degree: an "Acquisition" campaign, which works through invitations;
• to make yourself known without asking for anything: a "Warm-up" campaign (visit, like, comment).

The setting "Only admit leads qualified for the Target" is on by default. A person who is disqualified or not a fit for the Target never enters the sequence.

In practice

1. Open "Intelligence" and create a watch with a LinkedIn "Keywords" source on your topic.
2. In the "Detected trends", sort by "Engagement" and open a LinkedIn post.
3. Click "See who reacted or commented" (5 credits).
4. Choose a "Target", tick the people, then click "Import (N)".
5. Follow the evaluation in the "Queues" tab of "Prospects".
6. In "My database", filter by Target, "Fit" and "Degree", then add the people to a campaign.

With the assistant, "Intelligence" tab:

Follow LinkedIn posts that mention “health data security”.

Show me my trends.

Then, "Campaigns" tab, once the people are evaluated:

How many people in my Target “Healthcare CIOs” are 1st degree vs 2nd?