LinkedIn’s secret weapon for finding, engaging, and converting new prospects
What I’m about to share with you is gold dust.
In fact, it’s so valuable that most people don’t even realise it exists.
I’m talking about LinkedIn Sales Navigator.
You might be forgiven for thinking that it’s just another upsell from LinkedIn – THE largest B2B online networking platform.
But it’s not.
This is a tool that will make reaching new prospects much easier for you AND help you initiate meaningful conversations with those who are more likely to be looking for products and services that you offer.
What is LinkedIn Sales Navigator?
LinkedIn Sales Navigator is a powerful (paid for) tool designed to take your business development to the next level. It allows you to discover and connect with your ideal prospects using advanced search filters, and receive personalised lead recommendations based on a set criteria. You can then directly engage with new connections in a way that is meaningful, purposeful and aligned with your Ideal Client Persona.
Those who use LinkedIn Sales Navigator build 4.3x more connections on LinkedIn, and experience 17% higher win-rates, and 15% more pipeline.
We’ve been using it for many of our clients to support their lead generation campaigns, and the results have been nothing short of impressive.
There’s no need to send pushy sales pitches or InMail messages that we all delete. It’s prospecting in a way that feels natural and authentic, and I want to share with you some of the ways it can support and lead your business development – without you having to step away from your desk.
Build your sales pipeline with LinkedIn Sales Navigator
Once you have a clear understanding of who your ideal client is, you can build lead lists based on your ideal client profile (job title, level of seniority, how long they have been with the company, etc.) or Account Type (firmographics such as company size, revenue, company type, location).
Depending on how specific you are with who you want to target, your lists may have thousands of prospects that meet your criteria, or a few hundred – which is a little more manageable.
The key with building these lists is making sure you are really clear WHO you are targeting. Take the time to define your ideal client persona in detail – it will really start to pay off when you start your outreach.
Send them connection requests
Here’s where Sales Navigator really shines!
It allows you to send 30-50 connection requests per week, instead of the restricted 3 personalised invitations that you face using standard LinkedIn, giving you so much more freedom and flexibility to grow your network.
Engage with those who actively post on LinkedIn
Targeting prospects who are actively engaged on LinkedIn significantly increases your chances of connection. It will show you their recent activity on LinkedIn which not only signals an active presence on the platform, but suggests they’re receptive to growing their network too.
Get notified when they post
You don’t have to scroll endlessly through your LinkedIn feed to see who has posted. Sales Navigator will notify you when a lead that’s in your list has posted, so you can start engaging with them by commenting on their posts and build those all-important meaningful relationships that create trust.
Now we’re just starting to scratch the surface… there are even more hidden gems within Sales Navigator – this is where the REAL magic happens!
Recently hired
LinkedIn Sales Navigator will tell you who has been recently hired, or new in their role. These people are more likely to be searching for new service providers because they will want to deliver value quickly in their new role. Depending on what you’re offering, this can be a useful conversation-starter.
Buyer Intent
There is a game-changing ‘buyer intent’ feature which helps you find leads or buyers who might be searching for a product/service that is similar to your own.
If you’re ready to up-level your business development and prospecting we’re here to support you.
We provide 1-to-1 or Group Training Sessions to get you up and running on LinkedIn Sales Navigator, establish the right frameworks and processes that will grow your network, put your business in front of the right people and start meaningful conversations.