The SCAN Method (2 minutes total):

Step 1: Smart Targeting (30 seconds)

Use LinkedIn Sales Navigator with these four essential filters:

• Geography - Focus on specific regions for relevance
• Industry - Target sectors where you have proven results
• Role keywords - Use broader terms like "CEO" or "Director" vs specific titles
• "Active on LinkedIn" - Critical filter that most people skip

Pro tip from Kelly (BFM Fitting): "Always use the active filter - if they haven't logged in for months, they won't see your message anyway."

https://www.youtube.com/watch?v=uq8h6Py9A1U&list=PLA4t24JzNORE7TmbAcCJfB1ac7ujl5o1-&index=13

Step 2: Content Assessment (30 seconds)

Quickly scan their recent activity to understand their current focus:

• Latest posts or comments (look for pain points)
• Company updates or announcements
• Industry discussions they're engaged in

As Pooja (Buzz Marketing) explains: "I always engage with their content first, then reach out. This creates that warm touchpoint before I even send the connection request."

https://www.youtube.com/watch?v=T3VldbLMGM4&list=PLA4t24JzNORE7TmbAcCJfB1ac7ujl5o1-&index=23

Step 3: Need Analysis (30 seconds)

Identify specific challenges relevant to their role and industry:

• What problems are they likely facing based on their position?
• What industry trends are affecting their business?