LinkedIn Sales Navigator is a powerful tool for businesses looking to generate leads and close sales, especially for software, web design, and tech-related businesses. With the right strategy, it allows you to pinpoint decision-makers and grow your business. In this blog post, I’ll walk you through using Sales Navigator, including filters, lead lists, and messaging.
Step 1: Navigate to Sales Navigator
To access Sales Navigator:
- Go to LinkedIn and sign in to your account.
- Click the “Sales Nav” icon located on the top-right corner of your LinkedIn homepage.
Once inside, you’ll see various tools like Home, Accounts, Leads, Messaging, and more, all designed to help you generate leads.
Step 2: Set Up Lead Filters
Lead filters help you narrow down your prospects. Here’s how you can use them:
- Target Specific Companies: If you know the company you’re aiming for, simply type in the company’s name and Sales Navigator will display employees working there. For example, entering “Jay Patrick and Associates” will show 27 employees from that company.
- Headcount Filters: Target businesses based on size. For example, if you’re looking for small agencies, you might select “1-10 employees.”
- Location Filters: You can filter companies by their headquarters. Let’s say you want to target digital agencies in New York and Boston—you can specify these cities in the filters.
- Function & Job Title: Define the functions you’re targeting, such as “Marketing” or “Information Technology.” Additionally, choose decision-maker job titles like “CEO” or “Owner.”
Step 3: Build a Lead List
Once you’ve set the filters, Sales Navigator will generate a list of leads based on your criteria. Here’s how to create a lead list:
- Review the Results: Check the profiles to ensure they match your target criteria.
- Save Leads to a List: Select all leads or individual ones by clicking the checkbox next to each name. Then, save them to a custom list. You can name the list something like “Decision Makers – New York & Boston Digital Agencies.”
You can even create multiple lists for different regions or industries to stay organized.
Step 4: Use Messaging to Reach Leads
Once your lead list is ready, you can send messages directly from Sales Navigator:
- Select Leads: Open your lead list and click the three dots next to the prospect’s name. Choose “Message.”
- Utilize InMail: Sales Navigator provides 100 InMail credits, allowing you to send personalized messages to decision-makers. Make sure your message clearly states your value proposition and how you can help.
Step 5: Save Searches and Set Alerts
To streamline your process, save your search criteria so you don’t have to repeat the setup every time:
- Toggle the Save Search Feature: After applying filters, toggle this option to save the search.
- Set Alerts: Sales Navigator will notify you when new leads matching your criteria appear, helping you stay up-to-date with new prospects.
Step 6: Refine Your Lead List
If your initial list contains too many results (e.g., over 2,000 leads), refine it further by:
- Adjusting Seniority Levels: Focus on high-level decision-makers such as “Owner” or “CEO.”
- Job Tenure: Filter by how long they’ve been in their position, e.g., 1-5 years, to ensure they have hiring authority.
- Activity: Only target leads who are active on LinkedIn by selecting the filter for recent activity.
Step 7: Search for Company Accounts
Besides individual leads, you can also search for specific companies:
- Open Account Filters: In the Sales Navigator, click on “Account Filters” to search for businesses.
- Apply Criteria: Filter companies by revenue, headcount, and industry. For example, you could target businesses with a revenue of $0 to $5 million and 1-10 employees for small agencies.
Final Thoughts
LinkedIn Sales Navigator is a paid tool (currently $100/month), but it’s worth the investment if you’re serious about lead generation. With its powerful filters and prospecting tools, you can efficiently build targeted lead lists, send direct messages, and follow up with potential clients.
