If you want to generate high quality B2B leads, LinkedIn is the place to go. And if you are serious about using this platform for lead generation, you should invest in LinkedIn Sales Navigator.
LinkedIn’s premium version is called Sales Navigator. While you can get a lot of value out of the base version of LinkedIn, Sales Navigator can take your outreach to the next level.
Some business owners wonder if it’s worth their money, and we would say yes—but only if you are actively using LinkedIn to grow your business. Sales Navigator is a fantastic tool when you know how to use it right.
So here we have some of the best tips and tricks that will help you make the most out of your investment.
Why You Need to Use Sales Navigator
LinkedIn offers plenty of different ways to reach your target audience on the platform. You can buy LinkedIn ads, or create your own content to catch their attention. You can optimize your personal brand to attract a loyal community of followers. You can utilize LinkedIn messaging outreach to connect with high quality leads.
But having LinkedIn Sales Navigator can improve every single one of your marketing strategies. And most people don’t even know how useful it is.
The most valuable feature Sales Navigator offers is the Advanced Search. It improves your outreach in every way by giving you access to more search filters, including Title, Geography, Company Size, and Keywords. Sales Navigator has more than 20+ search filters that are not available in the basic version. Your search can be as broad or as narrow as you want.
This Advanced Search feature alone is enough to make Sales Navigator a worthwhile investment. It is an extremely powerful feature that helps you zoom in on your target audience. And with the tricks we’ve listed below, you can get even more value out of it.
The Best Way to Use LinkedIn Sales Navigator
Let’s start with what you shouldn’t do on LinkedIn with Sales Navigator: do not start spamming people with the same repetitive message once you have access to those advanced filters. LinkedIn doesn’t want people spamming their users, and will flag accounts that are doing so. You don’t want to end up in LinkedIn Jail—which means getting your account restricted or suspended.
Sales Navigator will help you find quality leads. It can filter your target audience in a more specific way, and help you connect with them.
When you start reaching out to your leads, make sure you send personalized messages so they don’t think you are a spammer. LinkedIn outreach should be centered on relationship building—so start your conversation by establishing a common ground. Talk about a mutual interest, or a piece of content they engaged with. Do not sell to them right away.
Check out Who’s Viewed Your Profile
One of the best ways to ensure that your outreach message isn’t going to be ignored is to target someone who is already interested. Finding these high quality leads isn’t too difficult with the help of Sales Navigator.
You can just check out the Who’s Viewed your LinkedIn profile tab and find them there. If people are visiting your profile, we can assume that they are interested in what you have to offer.
You can see the Who’s Viewed Your Profile tab in your LinkedIn dashboard. Sending personalized messages to people on this list can help you generate more leads.
Watch Out for Job Changes Using Job Change Alerts
Sales Navigator allows you to see when people switch jobs. You can filter for job change alerts so you can use it as a conversation starter when reaching out to people.
Job change alerts also let you stay up to date on recent developments, so you can maintain strong connections within your network. If you see a job change from someone you’ve talked to before, you can use that to start another conversation with them.
Look for High Quality Leads in LinkedIn Groups
LinkedIn’s Advanced Search has a filter for Groups. Use this to find other LinkedIn users who are interested in a common subject. It’s easier to talk to people when you have mutual interests—and it also gives you an excuse to approach them.
Joining LinkedIn Groups and becoming an active member of different communities is a great way to expand your network. Simply use the LinkedIn search bar and type relevant keywords to find appropriate LinkedIn Groups to join. Sales Navigator lets you narrow down your search even further to help you find the best ones.
Find More Leads by Using the ‘View Similar’ Feature
LinkedIn Sales Navigator can suggest prospects that are similar to the ones you already have. Simply go to the search bar in Sales Navigator, search for your existing customers, select one of them, and just press ‘Show Similar’. LinkedIn will show you more than a hundred leads that are similar to your chosen customer.
You can do this repeatedly with different clients to see even more suggestions. And because they are similar to your existing clients, you can approach them the same way. You can share the same content—there’s no need to create a new one. Just make sure you still personalize your message to cater to your newly-found leads.
Use Sales Navigator with Kennected
Sales Navigator makes the best LinkedIn automation tool even better. With Sales Navigator, you can zero in on your ideal targets—which makes it easier to reach them using Kennected.
Having these advanced search options will help you automate your outreach and target all the right people with Kennected. After using the LinkedIn search feature, you can just copy the URL onto Kennected and set up your personalized messages.
You can manage multiple campaigns at once, which means you can target different groups of leads all at once. Kennected gives you smart prospecting on autopilot.
Some marketers may think that automation can get their LinkedIn account suspended—but not if you’re using Kennected. This is the safest automation tool out there. Even though it sends your messages automatically, it does so one by one—as if you were sending them yourself.
No need to spend countless hours spraying and praying on LinkedIn and hoping for a response. If people forget to reply, Kennected sends your scheduled follow-up messages, up to 10 times or until the lead answers. This increases your chances of getting a reply.
Once they connect with you, you can jump right into the conversation and start building that relationship. You can focus on converting your leads instead of waiting for people to answer.
Imagine being able to send personalized messages to everyone in your defined geographic area or town that has a LinkedIn account. You can send them an intro message, and whether they buy something from you or just connect on LinkedIn—you win. That’s the power of Kennected. Sales Navigator only makes it better.
Kennected gives you predictable revenue by bringing you a stream of leads, connections, and meetings. Book a demo with Kennected today to learn more!