How to Use LinkedIn Sales Navigator to Find Leads

LinkedIn Sales Navigator

What if there was a tool that helped you find leads for your small business? And not just any leads, either: We’re talking best-fit, low-hanging, extremely-likely-to-convert leads that are just waiting for you to get your product or service in front of their eyes.

That tool does exist, and its name is LinkedIn Sales Navigator.

With Sales Navigator, you can pinpoint the exact people that will benefit from what you offer, do your research, and reach out to and nurture potential customers until they finally make the purchase. That means no more wasted resources targeting a group of people who might or might not be a good fit.

Here are the basics of using LinkedIn Sales Navigator.

3 Steps for Finding Leads with LinkedIn Sales Navigator

1. Whittle down your haystack.

One of LinkedIn’s biggest advantages is that it’s where professionals gather to connect with other professionals. In other words, everything you need to know about their professionals is right there for you to see.

Let’s say you’re selling software that specifically helps architects simplify their work process. You already know that the best person to speak with is either the firm’s chief marketing officer or a team leader. You already have two pieces of information that will drastically narrow down your target pool.

In LinkedIn Sales Navigator, add these parameters to your search fields. You should end up with a list of possible leads that are both in the correct industry and have the correct job titles.

From here, you can start going through the leads one by one. Save or discard them depending on whether they’re worth pursuing.

2. Personalize, personalize, personalize.

Targeted messages build trust and make customers feel like you truly understand their needs.

When using LinkedIn Sales Navigator, you might think that just by reaching out to prospects and introducing your product or service, you’re already doing a great job with targeting. After all, you already know who you’re speaking to, right?

Yes and no. Thing is, LinkedIn users get pitched all the time, be it with cold emails or LinkedIn Sales Navigator. So, how do you stand out?

Do your research. Simply click on your prospect’s profile and see what they’ve been up to. Go to their firm’s website. Did they recently publish a reflective thought piece on the state of their industry? Mention that and your thoughts on it. Does their construction niche have specific needs, such as using antibacterial materials? Tell them exactly how your software can help them do that in less time.

3. Stay organized.

LinkedIn Sales Navigator is great at finding the exact types of people you want to get in touch with, but it’s not perfect. Many times, especially when you’re just starting out, you’ll find that there are prospects who are just not a good fit.

“Leads Lists” is an incredibly helpful tool for this. You can create a list specifically for negative leads and add them there. In the future, when you run additional search parameters and run across the same prospects, you’ll know that you’ve come across them before, and will no longer have to spend time qualifying them.

Additionally, you might notice that a lot of your prospects fall under specific segments. Grouping them according to similar needs and characteristics can help you save time because you can use personalized message templates.

Do you need help using LinkedIn Sales Navigator, or just general help generating leads you’re your small business? Mischa Communications is here to help! Get in touch with us today.