If you are on LinkedIn to generate leads, then you should definitely consider investing in Linkedin Sales Navigator. It costs about $70/month when billed annually. So, if you think about the huge ROI you will get, it’s really not too much to spend. I’ll talk about how you can use this tool to get tons of leads & simplify the process.
Here are the 5 Sales Navigator best practices you MUST know if you want to skyrocket your business from LinkedIn.
1. Creating a Pipeline of Leads
It is perhaps the most important foundation when using LinkedIn’s Sales Navigator feature. Without a list of leads, you are just shooting in the dark. You need to monitor your sales funnel to know at which buying stage your leads are. This way, you can figure out different tactics to convert them into your customers.
With the LinkedIn Sales Navigator, you can track your prospecting, capture emails & phone numbers from certain events, etc. What’s great about this feature is that it even shows you what steps you need to take to close the deal.
You’ll also see a probability of your prospects become your clients. So use the Sales Navigator insights to keep track of your leads & create a long-term lead generation plan.
2. Save your Top Prospects
LinkedIn Sales Navigator provides you with a feature called ‘prospects list.’ This feature enables you to better organize & prioritize your saved leads. It allows you to receive automatic updates & alerts when the prospects post anything or if anything is posted about them.
This feature lets you have all the relevant information on what’s happening with the user. So, whenever they post a blog, you’ll know; whenever they promote anything, you’ll know & also, if they get a job, you’ll know about that too. Isn’t this remarkable?
I believe the best way to use this feature is to target only high-level prospects instead of wasting time on people who might never respond. This allows you to target them more efficiently & increase your chances of converting them into your clients.
3. Personalize your Message for Outreach
So, you’ve got your leads & you are tracking them too. But then comes a crucial part of outreach. Most marketers mistake sending a generic message to all their prospects. Believe me; most people will just skip your message if you do the same.
You need to personalize your messages according to your prospects to have the most ROI. Whether you send an email or use LinkedIn’s InMail feature, customizing your message as per what your prospects might like can be game-winning!
I highly recommend you personalize your message every single time when outreaching your prospects. You already get detailed information on your leads with the LinkedIn Sales Navigator, so it’s easier for you to personalize your message. Put some time into researching your leads & figure out what they are interested in & the type of business they run. Then, outreach to them with a personalized message to close the deal.
4. Provide Value
Remember, LinkedIn is for building connections & not just for hardcore sales. You can sell the product outside of LinkedIn, but try to stick with just connecting with people. You can obviously sell outside of LinkedIn, so it won’t reduce your sales.
So, how will you effectively communicate with your leads & give them value? Let me explain to you how.
When you are first outreaching your leads, avoid a sales pitch. Rather just give them value. Tell them what they will get with your product or service & let them decide if they want to buy. Of course, you can keep on re-targetting your prospects to increase your ROI.
You can include an e-book, whitepaper, or any such piece of information about your product/service that gives value to your leads. Offer them something before asking them to buy from you. If you ask me, this is the best way to send your first message to your prospect.
5. Target Similar Prospects
Lastly, I’d like to talk about this cool feature of LinkedIn Sales Navigator. It’s called ‘Find Similar Prospect.’ This feature shows you a list of profiles that are similar/related to the profile you are viewing. How to use this feature? It’s very simple; let me explain.
So, when you are viewing a hot prospect that is looking very promising, you can see a list of similar people. To do that, open the drop-down menu & click on the ‘View Similar’ button. This way, the Sales Navigator will show you potential leads that might be worth considering.
These are my top 5 picks for LinkedIn Sales Navigator best practices which you definitely should try.
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