The Traffic Hackers

In this episode of The Traffic Hackers, Brent Stone and Glenn Martin discuss search tactics, specifically focusing on negative Boolean searching. They explain how to use quotation marks and the 'and' operator to find specific audiences on LinkedIn. They also discuss the importance of narrowing down your search to a smaller, more targeted audience. Additionally, they mention the use of Boolean searching in Sales Navigator and tease an upcoming episode on 'or' Boolean searching.

  • Negative Boolean searching is a powerful tool for finding specific audiences on LinkedIn.
  • Using quotation marks and the 'and' operator can help narrow down your search.
  • Focus on quality over quantity when it comes to your search pool.
  • Boolean searching can also be used effectively in Sales Navigator.

Introduction to Search Tactics
Positive Boolean Searching
Negative Boolean Searching
Using Boolean Searching in Sales Navigator
Focus on Quality over Quantity
Upcoming Episode: OR Boolean Searching

Description: Join Brent Stone and Glen Martin in another insightful episode of The Traffic Hackers Podcast, where they delve into the world of advanced LinkedIn search tactics. This episode focuses on negative Boolean searching, a powerful yet underutilized tool for pinpointing specific audiences on the platform. Brent and Glen break down the concepts of using quotation marks and the 'and' operator to refine your LinkedIn searches, helping you target the right people more effectively.

The hosts explore the nuances of negative Boolean searching, emphasizing its importance in curating a smaller, more targeted audience for better engagement and results. They demonstrate how to use this technique to filter out certain demographics, such as excluding specific genders or professions, to tailor your search pool precisely to your needs. This approach is crucial for anyone looking to optimize their LinkedIn strategy by focusing on quality over quantity in their search pool.

In addition to these practical tips, Brent and Glen also discuss the application of Boolean searching within Sales Navigator, highlighting its potential to further enhance your lead generation efforts. The episode concludes with a teaser about an upcoming discussion on 'or' Boolean searching, promising more valuable insights for listeners.

Throughout the episode, The Traffic Hackers share their expertise and actionable advice, making complex search strategies accessible and easy to implement. This episode is a must-listen for entrepreneurs, sales professionals, and anyone seeking to leverage LinkedIn's full potential to find and connect with their ideal clients.

Tune in to this episode of The Traffic Hackers Podcast to learn the art of negative Boolean searching on LinkedIn and transform your approach to finding specific audiences, ensuring your networking efforts are as efficient and effective as possible.

Creators & Guests

Glen Martin
Struggling with month-to-month finances, I reached a breaking point in 2013 and contacted a mentor who changed my life. His guidance shifted my mindset from an employee to an entrepreneur, leading me to create various business ventures in e-commerce, digital marketing, and coaching. Nine years later, my wife is a full-time homemaker, and we've been blessed with success. I'm passionate about helping others escape financial struggles and take control of their lives, aiming for impact, influence, and income. Let's connect to start your journey of growth and change lives together!
Brent Stone
Overcoming early turmoil, I've transformed challenges into resilience and success. My journey includes: Escaping legal trouble in my teens. Achieving national recognition in network marketing at 19. Transitioning from managing a multi-million-dollar dental facility to co-owning a Dental Service Organization in my early 20s. Launching a lead generation firm/software development company and starting the “Traffic Hackers” podcast. Undergoing a spiritual journey and creating the “Changed Podcast” with my wife. Today, I'm an entrepreneur, owner, connector, and author, inspired by my encounters with Jesus. I founded Funnel Force and developed leadtether, an innovative lead generation software. I focus on helping professionals streamline their business processes. Expertise: Advertising/Marketing Strategy, Scaling Systems, Dental Industry, Software Development, Podcast Hosting, Strategic Business Consulting. Looking for: Collaborations, partnerships, opportunities to expand my podcasts, and speaking engagements. Join me for a transformative journey in entrepreneurship. Let’s make an impact together.

What is The Traffic Hackers?

Welcome to "The Traffic Hackers" podcast, your go-to resource for mastering the art of lead generation and demand generation. Each episode is packed with insights and strategies to help companies and entrepreneurs skyrocket their business growth. We delve deep into the secrets of increasing sales and revenue, transforming the way you attract and nurture leads.

Join us as we explore innovative methods to increase lead sources and reveal the tools and tactics for automating your lead generation process. Whether you're a seasoned business owner or just starting out, "The Traffic Hackers" is your guide to putting revenue growth on autopilot. Tune in to unlock the potential of hot leads and learn how to turn clicks into customers, driving your business forward in today's competitive market.

Subscribe now and embark on a journey to elevate your business with "The Traffic Hackers" – where every listener gets equipped to conquer the digital landscape and achieve sustainable growth.

#LeadGeneration #DemandGeneration #BusinessGrowth #IncreaseSales #IncreaseRevenue

Brent Stone (00:00.522)
Welcome back to the Traffic Hackers. I'm Brent Stone. I've got Glenn Martin here with me and we are really excited because today we are going to get really specific into search tactics and we're focusing on a very specific type of search tactic that's not complicated. It doesn't cost you any money to use and it's something that we've actually put out on our social media how to do this stuff. So go follow us on Instagram.

at the traffic hackers. And you can see some of this stuff for a really quick tutorials, but we've got Glenn with us today, who's an expert on this, and he's going to be walking you through some of how to use what's called negative Boolean searching. We've talked about Boolean searching in general, positive Boolean searching specifically. Now we're gonna talk about negative Boolean searching. Glenn, so excited that we can do this. Let's jump right in. I'll turn it over to you and take us away.

Glen (00:58.412)
Man, well, what's up guys? Yes. Like Brent said, welcome to the traffic hackers. I'm super excited to share because this is one of the biggest separators with curating a real actual audience inside of LinkedIn. And, and we've talked about this a lot before, you know, some people look at LinkedIn as like a glorified resume holder and they don't know how to find people. And I think where a lot of you guys are probably losing is

searching for your ideal audience so that you can actually build a connection and grow. And it's like, man, this takes so much time to find the actual people that I want. Well, I've got good news. There is something inside of LinkedIn called a bullion search. So if you just open up your LinkedIn and you click your search bar, and you're probably going to see that, man, there's like 972 million plus people that use LinkedIn, so getting close to a billion now. How do I find the

thousand people that fit inside my niche well there's three different styles of bullion searches and it it's a Positive which is an and it's an or which is or and there's a negative Which is not and I'm gonna explain what this looks like definitely go to our YouTube and you're we're going to have a Loom video there where I actually do this live for you guys So you can see exactly how to do this and how to break this down, but open up your

LinkedIn, click in your search bar. So let's say you want to connect with, let's just call it IT consultants, but you also know that some people put in. IT coaches and you're like, man, how do I find both of them? Well, you can type IT consultant. Now here's the key aspect to this. You want to put IT consultant in quotation marks. So you want to have quotation marks before IT and after consultant. So you have IT consultant.

And then you want to put the word and now if you just type and like you would think no capital letters, it's not going to do anything for you. You want to capitalize. This is very crucial. You want to capitalize and a and D all capital letters. And now you want to add your next search. So these obviously should be separate words. So spaces between, but then the next search should be quotation mark, I T coach, right?

Glen (03:22.896)
quotation mark. Now, when you click that search, you're going to see a whole list of people that pop down inside that search that exactly fit that demographic. And you're like, well, this is still 16,000 people or 60,000 people. How do I get more specific than that? Now, obviously that's where you go into some of the filters and you pick locations and you pick exactly where you want them to be.

If you're in Virginia where we are and you want just inside Virginia, you put just inside Virginia and you want to get that search down to ideally below or right at a thousand people. Um, LinkedIn doesn't typically let you go past a thousand. So that's the first thing that you want to do. That's what I would call a positive bullion search. And obviously you can go. Any word that you want to put in there. If you want to, you want to

find people you're like, man, I work with moms and dads. Cool. Quotation mark mom and quotation mark dad. Boom. You pull in both audiences and that's going to be a big audience, but you can, you can then curate that down to maybe even just a city inside an area that you live and you can find those exact people. So yeah, Brent, that's the, that's the positive bully insert. You want me to dive right into the negative and the, and, or the or as well.

Brent Stone (04:47.71)
Yeah, definitely. I think, I think we've highlighted positive, which is really good to do a refresher today. We've done positive on previous, so let's, let's dive into the negative and, and look at what that looks like for people.

Glen (04:59.66)
Yeah. So I wanted to talk about the positive first because I think it's easy to forget. Now the negative, if you want to only connect with, ideally you just want men. You're like, man, how do I find an audience of just one gender inside of LinkedIn? Now caveat, this isn't going to be 100% accurate, but it will be 99% accurate. So let's say you want to find just dads and you're like, man, I really don't want to see

you know, a lot of women falling in here, but I'd like to find dad CEOs. Well, I've got a great idea for you here, and this is where you're going to combine a positive and a negative. So this is where the negative's going to come very effectively. So you're going to put dad in quotation marks and then you're going to use the positive and Boolean search, and you're gonna add CEO, but now in the negative, you're going to put in not mom.

and not women or not woman, you can use one or the other. And it's going to, that search is going to be very, very niche because now you're looking for dad CEOs and you're going to make sure that no moms or no women pop into that search. And what this does is it actually scrapes LinkedIn profile. So if someone has mom somewhere inside their profile or,

woman inside their profile or something like that, even in a post that they made, it will negatively take that out of the search. And so you have a very curated search based on that exact audience that you want. And obviously you can use it just by itself where you want, you know, IT consultants, but you don't want financial consultants because it can sometimes sneak in there and it's like, man, this is not what I was looking for.

And again, quotation marks, making sure you capitalize the knot and boom, you put it right in there. So super fun stuff. Super fascinating.

Brent Stone (07:01.994)
You know, that's really awesome. It's like, you know, if anyone's listening to this and they're, they're in the sales department for like Esquire magazine or like men's health or something like that, you're welcome. Thank Glenn, send him a thank you note in the mail. Um, because, you know, he just, he just made your search pretty, pretty easy. Um, so if, if yeah, what's, what's that?

Glen (07:22.328)
You know what's cool about this Brent, you can even use these inside a sales navigator and then you can actually curate it even more where you can go income levels, current job, you know, all this stuff. So if you use the same type of searching inside sales navigator, now you can even put it into, I only want dads and CEOs. This using my previous example that run a $10 million plus company. They have 50 employees, you know,

And dude, now you have an audience of like 10 people that you know are exactly who you want to talk to.

Brent Stone (07:55.518)
Well, you know where so many people get LinkedIn wrong when they're talking about searching, because I've done this, where you're like, oh man, I want a search pool of 10,000 people because more is better. More is not better, would you agree?

Glen (08:10.544)
And more is definitely not better.

Brent Stone (08:12.554)
I mean, you wanna focus on as few people that you're trying to talk to as possible so you can give basically fewer people more attention. It's like, I have an almost three-year-old son and he's watching the movie Boss Baby and it's the scene where the baby's like, he's talking to the older toddler and he's like, see Templeton, there's only so many beads and the beads equate to love. And he's like, talking about the shares of love that can go around and he's like, there's just not enough beads.

Glen (08:28.08)
I'm going to go.

Brent Stone (08:42.366)
And it's like, that's your attention. It's like, you can't give 10,000 people your attention. You can give 10 people your attention. You can try to give 100 people your attention, but at that point, you probably need like our automation software for that to be able to try to farm leads from more than 10 or 20 people. So there's answers if you have a pool like that. So you just need maybe some of our help in another capacity with our software, but we can talk about that later. But basically you're trying to focus in on just

Glen (08:56.272)
really get it.

Brent Stone (09:12.362)
a couple people. Is there anything else that you want to leave people with before we wrap up this episode?

Glen (09:21.016)
I mean, we talked about the or bully and search and I'll just kind of put a plug in for that because it's a little bit more in depth. We're going to talk about that in a later episode because I want to give it the time that it deserves. But when you think about or you're looking for, you know, two different types of people that would be in a similar audience, so it's different than Anne. So stay tuned for that one. You're going to love it and go watch boss baby because who doesn't love that. You know what I mean?

Brent Stone (09:24.304)
Oh, yeah.

Brent Stone (09:47.63)
It's awesome. Hey, Glenn, you're amazing. Thank you so much for explaining that to our listenership. And until next time, we'll see you later and keep up the good work and everything you're doing to generate leads. We are excited about your success. See you later.