LinkedIn is a social network where you can connect with companies, co-workers, and other professionals from the most diverse areas, access professional content and even find vacancies available in the market. But in addition, this social network fulfills another function well: prospecting customers and business partners.
There is a tool on LinkedIn called Sales Navigator, through which it is possible to search for new leads using filters and segmentations. These filters allow you to identify a specific contact based on certain parameters, such as geolocation, the sector of the company you work for, and your position. So, within minutes, you can access a potential customer’s profile. Discover now some benefits of LinkedIn Sales Navigator in prospecting leads.
What are the benefits of LinkedIn Sales Navigator?
One of the advantages is the tool’s ability to provide personalized suggestions for your company. That way, you can prospect smart sales according to your preferences and save the history of potential customers. Another advantage is the use of advanced filters. The Lead Builder, i.e., lead builder, is a Sales Navigator tool through which you can filter contacts based on profile information. Are they:
- the company where the professional works;
- office;
- keywords;
- existence of mutual friends on LinkedIn ;
- locality;
- Postal Code;
- country;
- distance in kilometers;
- a sector where you work;
- job level;
- company size (in number of employees);
- branch/industry of activity.
The tool also has a rich menu, which provides a search bar, a feed with all potential customers, saved and suggested companies, a message box, and a list of potential customers with filters. Social selling, using social networks for sales, has interesting indices. According to the LinkedIn Sales Navigator website, professionals who use the social selling technique generate 45% more business opportunities, 51% more chances of reaching sales targets, and 78% more productivity. It works very well in both field sales and inside sales.
How does Sales Navigator work?
To use the platform best, you must first define your persona. This is a strategically defined character whose profile brings together the most common attributes of your group of potential customers. This is one of the first steps to establishing communication with your target audience. After identifying your persona’s age, gender, location, and other profile information, build lists with the help of LinkedIn Sales Navigator filters. And then, you can make the initial contact via InMail, connect with the prospect, follow them or contact them in some other way, like phone or email. However, try not to be too intrusive.
How to use it?
To start with LinkedIn Sales Navigator, you must fill out a form on the website for a free demo. After the first month’s free demo, payment starts per month, billed annually. Keep an eye out for the billing date if you want to stop the service.
If you use a CRM (Customer Relationship Management) – customer relationship manager in Portuguese -check if it is possible to integrate it with LinkedIn Sales Navigator. Thus, the data will be synchronized between the platforms, and you will be able to visualize better the profile of each contact, company, and interaction between you. After prospecting leads, you will need to find out the emails or other forms of communication and organize them in CRM, an Excel file, or some other way of handling this information. Now that you know more about the tool and the possibility of integrating it into your digital marketing strategies use lead scoring and filters in excel or CRM to identify the most qualified client.