LinkedIn Sales Navigator or the premium version of LinkedIn is the tool tailored for efficient lead generation.
It combines LinkedIn’s network data, relevant news sources, and your leads’ preferences to help connect and engage with your prospects in a better way.
But is LinkedIn Sales Navigator really worth it?
Yes, if you are into B2B business and KNOW how to use LinkedIn Sales Navigator. However, if you DON’T, keep reading because you WILL by the end of this guide.
So, let’s start with…..
Why to Use LinkedIn Sales Navigator in 2022?
Let me answer this with a question!
Do you know LinkedIn limits your searches with the regular or free version?
If you’ve ever come across the warning seen below, you understand what I’m talking about.
LinkedIn calculates your search usage limit based on your activity on the platform. This activity includes:
- Viewing lots of profiles that are not your 1st-degree connections
- Searching for companies or employees of a specific company
- Making too many 3rd-degree searches
Once you reach your free search limit, LinkedIn displays a warning as above. This search limit is reset at midnight PST on the 1st of each month. Also, you can’t view the exact number of searches left, nor they increase it upon request.
The reason behind this is that LinkedIn wants to ensure that you are not spamming people.
So, what if you spend your search limit long before the month ends? Will you wait for the search limit to reset? Can you really afford to do that?
ABSOLUTELY NOT!
That means you should go for LinkedIn Sales Navigator!
Besides unlimited searches, Sales Navigator offers a bunch of features that can elevate your lead generation to the next level.
So, let’s learn what those features are and how to use LinkedIn Sales Navigator to get the most out of the platform.
How to Use LinkedIn Sales Navigator?
LinkedIn offers a free 30-day trial of Sales Navigator so you can test it out and see if it works for your business. After the trial period, you can choose between Core, Advanced or Advanced Plus subscriptions.
Here’s how to get started with LinkedIn Sales Navigator:
1. Start your free trial
First, set up your account on LinkedIn Sales Navigator and start your 30-day free trial. Sales Navigator site is a different platform altogether, and won’t affect your normal LinkedIn account.
2. Set your preferences
On LinkedIn Sales Navigator, you can set your sales preferences; what type of leads you want to target, based on location, industry, function, company size, seniority level and much more.
3. Build your leads list
Once you’ve set up your sales preferences, you are ready to search for prospects and build your leads list.
To do so, click the ‘Lead Filter’ button to the right of the search box. Lead filter offers you advanced search filters to target your audience better.
In the advanced search filter, you can search for job functions, seniority level, companies, industry, etc. to refine your search.
After setting your search parameters, click ‘Search’ to see the results. Sales Navigator provides much more data in its search results than the normal LinkedIn account.
Best LinkedIn Sales Navigator Features for Lead Generation
Sales Navigator offers a lot of features that you can count upon for your lead generation.
Let’s look at those features and how they can serve you!
1. Advanced Search
That’s the most famous feature of LinkedIn Sales Navigator. There are over 15 advanced search filters you can apply to your search, such as keywords, geography, relationship, industry, seniority level, years of experience, and many others.
So, you can narrow down your search as far as you like, and connect with the right prospect for your business.
Once you have your search results, you can connect with them on LinkedIn or collect their emails for an outreach campaign.
2. LinkedIn InMails
You’ve probably seen this golden ‘in’ icon before.
That’s another advantage LinkedIn Sales Navigator users get. Anyone who uses the premium version of LinkedIn can display this icon on his or her profile. It’s an invitation to receive InMails on LinkedIn.
InMails are LinkedIn’s version of emails or direct messages and are an effective way to connect with your leads; even with ones you aren’t connected to on LinkedIn.
3. Job change alerts
Sales Navigator allows you to identify prospects that have changed their jobs in the past 90 days. It’s an opportunity for you to make a new connection or continue the relationship with them even after the job change.
It might be possible that their job change makes them your better prospect in the new position as compared to their previous one.
For example, if somebody has shifted his job from company A to company B, and company B is amongst your target audience list, it’s a golden opportunity to grab it for connecting and engaging with them.
4. Sales Navigator Alerts
Other than the job change alerts, Sales Navigator provides you 3 other insights about your target prospects to know which action to take and when. These alerts include:
- Mentioned in the news gives prospects who have been mentioned in the news in the past 30 days. Use this alert to congratulate your prospects and build a connection.
- Posted on LinkedIn shows prospects who have posted content on LinkedIn in the past 30 days. It reveals the recent posts by your prospects to read, comment, and build connections with them.
- Shared Experience uncovers the prospects who attended the same school or worked at the same company or belong to the same LinkedIn group as you. Connecting and engaging with prospects that have something in common is far easier than completely unknown ones.
All the above insights help you tailor and personalize your outreach message in a better way.
5. View Similar
Besides the advanced search filters, there’s an extremely simple hack to level up your lead prospecting on LinkedIn.
Once you get a list of your selected leads, you can ‘View Similar’ leads by pressing the three dots in front of each lead. Since those leads are similar to the ones you already have, you can expand your leads list by connecting with them too.
6. Saving your searches
With LinkedIn Sales Navigator, you’ll end up doing many searches in a day. However, it’s cumbersome to enter the same search terms repeatedly.
Luckily, in Sales Navigator, you can save your searches and come back later to pick up from where you left off.
7. Building your custom list
Finally, you can organize and prioritize your saved leads and accounts by creating custom lists on Sales Navigator.
You can create an unlimited number of custom lists based on geography, urgency, etc.
So, by now you have a pretty good idea of how to use LinkedIn Sales Navigator and its features for effective lead generation.
Conclusion
If you really want to build a quality lead list for your business, LinkedIn Sales Navigator is your go-to tool. Plus, it’s even more necessary if you wish to use LinkedIn for your lead generation, as the normal LinkedIn account limits your monthly searches.
And this guide will help you get started on how to use LinkedIn Sales Navigator effectively.
So, ready to make the most out of your LinkedIn Sales Navigator?
Share if you know any more hacks about using LinkedIn Sales Navigator!
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