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LinkedIn has become the de facto social network for business professionals in recent years. It’s also one of the best ways to grow your own personal brand online – so you can see exactly what people are saying about you (and whether they want to hire you).
But if you’re an independent sales rep that doesn't have direct access to customers, there’s another option - LinkedIn Sales Navigator. Here we take a look at its benefits and share some simple steps to get started with this tool.
Not really. Linkedin Sales Navigator uses data from other sources like Twitter and Facebook to create profiles about businesses you might be interested in. But as far as actually making cold calls goes, there isn’t any way to track or manage those conversations directly through Sales Navigator. You need to log into your account every time you start a new conversation, which could be annoying if you're doing lots of them over a long period of time.
So while you won’t find much functionality in terms of tracking emails sent by potential clients, LinkedIn will let you know when someone reaches out via phone call or text message. And you can always check your profile stats later to see who looked up your number after hearing back from you.
The same goes for managing your contacts within Sales Navigator itself. Your list of prospects will show all their details, but there's no easy way to send them follow-up messages or schedule meetings. Instead, you'll need to manually enter each contact once you've spoken to them. This means more work for you!
That said, if you plan to use LinkedIn Sales Navigator primarily as a lead generation tool, then it may be worth considering. If you don’t already have a lot of connections to begin with, this can make connecting with new ones easier than trying to build relationships using other channels. Plus, you can easily export your entire list of contacts to Excel and save them locally, ready for future reference.
If you have a large enough following on LinkedIn, or regularly speak at events where you meet plenty of local businesses, then you probably wouldn’t consider skipping Sales Navigator altogether. So here’s our advice based on our experience:
Start small. Don’t try to build a huge database overnight. Start slow by just sending out 10 or 20 invitations per day. Focus on building rapport first before asking for anything else. Then slowly increase the frequency until you feel confident adding new names to your list without having to spend too many hours on it.
Keep things short and sweet. We’ve found the most effective approach is to keep your introduction brief and include a link to connect on LinkedIn. That way, your prospect knows right away that you’re serious about finding them something great to buy. After that, you can offer additional information about yourself and ask for permission to add them to your “warm” list.
Don’t spam. Once you reach 100 people in your database, stop inviting everyone you come across. While it’s good practice to stay friendly and open-minded, it’s important not to give off the impression that you’ll sell to anyone. In fact, you shouldn’t even mention price unless asked. Just focus on offering value and helping your prospects solve problems.
Make sure you set expectations early. Before you invite anyone, it’s crucial to talk to them ahead of time to ensure there’s mutual interest. Set clear limits around what you’ll be able to help them with and explain clearly what kind of relationship you expect from them. For example, maybe you’d only be comfortable working with companies over $100k revenue annually. Or perhaps you’re looking for a specific industry vertical. Either way, put it down on paper and stick to it.
You don’t need to be overly formal either. When speaking to prospective buyers, it’s fine to say hi instead of Hi, to address them informally instead of Mr/Ms., etc. These little touches will help make the whole process less intimidating, especially if you’re meeting someone for the first time.
Once you’ve built up your database, it becomes increasingly useful to receive feedback from prospects regarding past purchases. They may appreciate being included in a monthly newsletter or receiving reminders about upcoming shows and workshops where they can learn more about products and services similar to theirs.
Also remember that LinkedIn doesn’t allow you to delete accounts, so if you decide to leave the platform entirely, you’ll still have to clean house afterwards. However, you can remove any associated content and data such as posts, recommendations, groups, etc. To do this, visit LinkedIn Settings " Privacy & Data and select Remove Content & Data.
Finally, if you haven’t yet used Sales Navigator to promote your listings, now would be a perfect opportunity. The more people you introduce to your business, the better chance you have of generating real leads.
There’s nothing stopping you from linking both platforms together. All you need to do is click the settings icon next to your name on LinkedIn, scroll down to Profile Information, and choose Edit Profile. From there, toggle the box under Unlinked Profiles to Off and hit Save Changes.
Now whenever you sign in on Sales Navigator, you’ll automatically be signed out of LinkedIn.
To rejoin LinkedIn, simply head to Settings " Account and Signing In / Logging Out and switch the box back to On. Now you can view your LinkedIn profile again without worrying about logging out of Sales Navigator first.
In addition to this, you can also opt to block specific users from viewing your updates. Click the cog wheel icon next to Update Notifications and select Block Users from Viewing Updates. Select the relevant options and hit Confirm Change.
Sales Navigator provides tons of different types of messaging templates. Some examples include welcome messages, thank you notes, and introductions. Head to Messages " Create New Message and pick the template that fits your situation.
As mentioned earlier, you can import your existing Contacts list into Sales Navigator. Simply click Add Existing List and browse through your Outlook folder. Choose the file extension (.csv) and drag it onto the page.
Next, you’ll need to edit the columns accordingly so that you can filter out irrelevant entries. Open the dropdown menu above each field and select Customize Columns... Alternatively, you can edit individual fields by clicking the pencil icon.
Afterwards, you can export your updated contacts as CSV files or print the spreadsheet to fill out offline.
For further assistance, check out our guide to using LinkedIn Sales Navigator effectively.
LinkedIn has become the hub for business professionals everywhere. It provides an easy way to connect with people in your industry and get their contact information so you can start building relationships that will eventually lead to more opportunities. If you're using LinkedIn as part of your marketing strategy, then chances are good that you've heard about LinkedIn Sales Navigator (LSN).
But have you ever wondered what exactly LSN is or if it’s even worth it for you personally? If so, keep reading! We'll cover everything from its benefits to whether it’s a software or SaaS platform. And we'll also explain how to best leverage this powerful tool to help grow your business -- no matter what stage you're at right now.
No, it isn't. LinkedIn Sales Navigator is actually a set of tools that helps reps create custom campaigns designed specifically for each opportunity they work through. So while there are some pre-made templates available, most of them are targeted towards specific industries such as healthcare or IT. You won't find one campaign template that works well across all industries.
So let's say you want to market to B2B marketers in the technology sector. The templates might include things like "Create a Lead Campaign" which could send out emails and/or post content to social media channels. But those same templates wouldn't apply to your own personal network of friends who just happen to be business owners in other industries. That means you'd need to customize every single message and piece of content before sending it out. This process takes time and resources, but it's necessary because many businesses don't know what questions to ask when prospecting or what type of language to use.
That's where LSN comes into play. Instead of creating individualized messages, you simply select a few options from the library of ready-to-go messages and click submit. Then if someone clicks on any link within that message, they'll see additional options that allow them to continue interacting with you without having to take action themselves. For example, if you're targeting a company with 10 employees, you may choose to offer an hour long webinar instead of a 30 minute phone call. Or maybe you offer to schedule a meeting between two companies. Whatever the case, once someone engages with your message, you can follow up by asking them what types of services they're looking for and offering solutions based on that.
The beauty of this approach is that since the messages already exist, you don't have to waste valuable time coming up with something new. All you do is edit the ones that fit your target audience and tailor them to each particular person or company.
We touched briefly above on the idea behind LinkedIn Sales Navigator being a suite of tools rather than a single product. However, let me walk you through what it really offers:
1) Email automation - One of the biggest issues with cold calling is getting past gatekeepers who aren't interested in talking to you in the first place. With LSN, you can automate emails that reach prospects directly. Say a customer wants to buy from you, but doesn't have enough money yet to make a purchase. They'll receive an automated response inviting them to fill out a form, enter their credit card details, etc. Once they complete that form, you'll receive another email reminding them to confirm their order. When they do, you'll receive payment confirmation and the sale goes through.
In addition to making sure that the customer gets paid quickly, this system allows you to track everything automatically so you never miss out on important data points.
2) Content creation and publishing - Not only can you produce personalized emails and posts, but you can also write blog articles and publish videos. These pieces of content can either be sent to customers individually or shared publicly online to attract attention to yourself and increase brand awareness. The possibilities are endless.
3) Customizable messaging - LSN lets you build customized campaigns based around certain keywords or topics. You can set up different rules for different lists, too, so you can focus your efforts on specific groups of individuals depending on your needs.
4) Tracking and reporting - Since LSN tracks all interactions internally, you can easily monitor performance statistics like open rates, click-through rates, bounce rates, and conversion rates. In general, the higher the numbers are, the better.
5) Social selling - While it sounds similar to email automation, social selling refers to the concept of leveraging social media platforms to promote products and services. Using Facebook ads, Twitter retweets, Google AdWords, and other methods, you can spread your message far beyond the boundaries of your own website.
6) Customer support - Many times, people struggle after signing up for a service and aren't sure how to proceed next. In fact, many people leave the site completely unsure of what to do next. LSN gives you access to live chat agents 24 hours per day, 7 days per week, 365 days per year. Your team members can answer questions, troubleshoot technical problems, handle billing disputes, and much more.
7) Data visualization - There's nothing quite like seeing the results of your actions in real time. By tracking conversions and analyzing patterns over time, you can gain insights into how well your strategies are working.
8) Marketing analytics - As mentioned earlier, LSN keeps track of all interactions. From the moment someone signs up until the end of their relationship with you, LSN records everything. Everything. Even if you don't use LSN itself, you can still benefit from knowing what happened during the entire course of a transaction.
9) Training - If you need help learning how to effectively utilize LSN, there are tons of training courses available. Some are free, others require a monthly subscription fee, and others cost thousands of dollars. Regardless of where you fall on the price spectrum, you can always pay for assistance.
10) Analytics dashboard - After setting up your account and connecting various accounts together, you'll have access to a full view of all your activity. From there, you can drill down into individual metrics to discover trends and figure out ways to improve your overall effectiveness.
11) Automated follow ups - No matter how great your initial outreach was, sometimes people forget to respond back. Luckily, LSN makes following up virtually effortless. Just pick a date range and the system will automatically send reminders whenever someone hasn't responded yet.
12) Integrated CRM - Most modern CRMs integrate with third party applications like Outlook, Gmail, Dropbox, Slack, Skype, and more. LSN connects with almost everyone else, too. So you can stay organized and manage everything from one central location.
13) Mobile app - Finally, if you prefer to interact with clients via mobile devices, you can download an application called LinkedUp. It'll give you direct access to your contacts list, allowing you to instantly look up anyone's name, picture, job title, and more.
There are lots of reasons to try out LSN, but perhaps the biggest reason of them all is that it saves you time. Creating original content requires creativity and patience. Sending mass emails takes energy and dedication. Building relationships takes commitment. Using LSN eliminates all of that hassle. Instead, you spend less time doing repetitive tasks and more time focusing on growing your business.
For more info on how to use sales Navigator to generate leads, check our guide below.
LinkedIn has become an essential platform for anyone in business today. With over 500 million members worldwide, there are now more ways than ever before to connect with people you want to do business with. Whether that means finding new customers or simply connecting with your current ones, LinkedIn can help you get those connections done right from anywhere in the world.
If you're wondering if you need anything other than a basic profile on LinkedIn (which will also give you access to some additional features) then maybe you should consider getting into using LinkedIn Sales Navigator. It allows you to target specific groups within your network to find potential prospects who may be interested in what you have to offer them. You'll know immediately when someone clicks through to read about your company, product, service, etc., so this could lead to a sale straight away!
There are many different reasons as to why you might choose to use LinkedIn Sales Navigator but below we've listed out some of the main benefits of doing so. If you think that using LinkedIn Sales Navigator would benefit your business then click the link below to download our free guide which explains everything you need to know about LinkedIn Sales Navigator and how to make the most of it.
Sales Navigator helps you gain exposure by targeting individual users based off their job title/career field. As part of the process, you’ll get personalized emails telling you about interesting content they’ve been exposed to related to your industry/product. This way you can reach out directly to them to ask if they’d like to hear more about whatever it was you sent them, and potentially convert them into paying clients.
LinkedIn Sales Navigator works best if you already have a decent following on the site. The reason being because it uses social proof to determine who to send targeted emails too - meaning that all you have to do is share relevant content and let it spread naturally amongst your followers. However, even if you don't yet have a large following, it still provides value to prospective clients since it gives you insight into what topics are trending online at any given time. Plus, it makes it easier to track down people who are actively looking for information in your niche.
LinkedIn Sales Navigator is great for reaching out to individuals who work in certain industries, whether it’s healthcare professionals, lawyers, real estate agents, etc. These types of professions tend to gravitate towards particular platforms such as Twitter and Facebook where they post updates regularly. But while these networks allow you to see what kinds of things others are saying, LinkedIn Sales Navigator goes one step further by allowing you to specifically target potential prospects based on their career path.
This means you can easily locate people working in similar fields to yours, without having to manually search through thousands of profiles just to try and figure out where they fit in. And once you start sending targeted emails, you’ll soon notice that you get replies much faster compared to standard outreach.
In addition to this, LinkedIn Sales Navigator is designed to save you tons of time and effort by automatically generating contact lists for you. Each person you send an email to gets added to your list instantly, so you won’t have to worry about wasting precious minutes trying to sort through multiple contacts. All you have to do is sit back and wait for responses.
LinkedIn Premium vs. LinkedIn Sales Navigator is quite simple really - both are paid services available via subscription however, only LinkedIn Sales Navigator offers you the ability to create custom audiences. So instead of seeing everyone in your network individually, you can filter results to show you exactly whom you want to see each day.
Another feature that sets apart Sales Navigator from its counterpart is the fact that you can schedule automated follow-up messages for every prospect on your list. This way you won't miss out on any opportunity to engage with them later on, and you'll always stay top of mind. Not sure if you'd need something like that though? Well, check out the next section to learn more...
Nowadays, almost all businesses rely heavily on digital marketing strategies to expand their customer base and attract new clients. In order to effectively utilize social media sites and boost engagement rates, companies must first build strong communities around their brand.
LinkedIn is no exception, and therefore it comes as little surprise that the platform boasts millions of active users on a daily basis. For any marketer aiming to grow their client base, this is an excellent place to start. However, building up a loyal fanbase takes time, especially considering the sheer amount of competition out there. That's where LinkedIn Sales Navigator steps in.
The idea behind the application is pretty straightforward - you identify potential buyers according to their professional background and send them targeted emails containing valuable links and articles relating to your products and services. By doing so, you increase your chances of converting visitors into paying customers.
As mentioned earlier, LinkedIn Sales Navigator is ideal for small businesses, startups, freelancers, consultants, and entrepreneurs who wish to focus on growing their audience rather than spending countless hours creating compelling ad campaigns.
Furthermore, Sales Navigator has recently launched a few tools aimed at helping marketers improve conversions on the site. Users can opt to receive push notifications whenever someone opens their inbox, view activity reports showing them how well they’re performing across various channels, and monitor traffic stats.
So, aside from letting you keep tabs on what people are reading in your niche, LinkedIn Sales Navigator also lets you measure the performance of your ads and optimize your strategy accordingly. Sounds promising doesn't it?
Finally, there are plenty of extra features offered by Sales Navigator including automatic content curation, message scheduling, and scheduled messaging reminders. While these functions aren't necessary for every single user, they certainly come in handy for larger organizations.
Do you already use LinkedIn Sales Navigator? Or did you never sign up until now? What is your experience with the app like? Do you feel it helped you achieve better results? Let us know in the comments below!
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