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How to Effectively Use LinkedIn Sales Navigator

Categories: B2B, Marketing, Nonprofits
Author: Kaitlyn Wilcoxson
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LinkedIn is the number one social networking tool in the business and recruiting worlds. LinkedIn has successfully integrated a number of tools to help those in sales and business increase their lead or prospect lists. One of these tools is the Sales Navigator. This sales tool features sophisticated algorithm to give you lead recommendations that are tailored to you. You can easily save leads and create your own sales lead list.

What Do You Do With Sales Navigator?

Creating a lead list is great, but what do you actually do with it? Let’s backtrack a little to see how you can set up your own leads list.

  1. Create lead lists by clicking on Lead Builder with custom searches to source and close deals. You can choose what types of leads you are looking for using a number of demographic information such as: industry, title, company size, company name, geographic location, etc)
  2. Save your leads to your saved lead list and get relevant insights on your accounts and leads, including job changes, news mentions, and new potential leads. You can also save your leads to an account, which is the companies that you are trying to reach.
  3. Check in on your SSI Dashboard to know you’re on the right track and focus on the right activity. You can use the filtering options to see your leads by a specific filter.
  4. Know who’s been interested in you over the last 90 days.
  5. Contact decision makers in a credible way, even if you’re not connected.

So, what is it that you’re going to do when you have your leads list? The best approach is to determine a high level, expert piece of information that you think your leads will benefit from. Whether it is a white paper, an original written article, a download tool that they can use in business, or another piece of information that you are not publishing for the public, you should use this to send to your prospects.

Draft an e-mail introducing yourself, your company, and a friendly way to explain what it is you are sending them. For those who connect with you on LinkedIn, you can send them your information through an e-mail as you will now have their e-mail address. For those that do not connect, you can still send an InMail through LinkedIn with the information. This is a great way to set up a conversation.

If you’re sending e-mails through a service such as Constant Contact, you will be able to track open rates. For those that open and click, it’s highly suggested that you follow up with a personal e-mail or even a phone call if you have that information. These are warm leads and should be followed up within a timely fashion.

 

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About the Author

Kaitlyn Wilcoxson, Account Group Supervisor​, is a data-driven, problem-solving marketing guru who, as one of the firm’s longest employees, has worked with almost every client Paradigm has ever partnered with, and has been instrumental in their success. ​Kaitlyn ensures Paradigm’s clients and internal teams are positioned for growth. She manages resources, develops team members, monitors the quality of deliverables, and manages process and procedure planning. She was awarded the Gold Level Stevie® Award for Customer Service and Sales Manager of the Year in the 17th annual Stevie Awards for Sales & Customer Service. 

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