Linkedin Sales Navigator is an amazing tool for finding leads in your target audience, the bad news is that most people aren’t using Sales Nav to its full potential. Today I wanted to show you a few tips and tricks to craft amazing searches that result in sales.
Most people are using the basics, like title, industry, etc. but almost nobody takes advantage of “keywords”. Keywords has led to me amazing pools of leads by allowing me to get ultra-targeted. The keyword search field allows me to look for specific words or phrases within a profile that may relate to my solution.
For Wiza, I use keyword search to find people who mention “Linkedin Lead Generation” in their titles, this finds amazing contacts who deal with lead generation at their companies. Our messaging connects with this, and the results are amazing.
A new feature recently rolled out by Linkedin allows users to exclude particular things from keywords. I threw this in here because this can be really valuable to more complex searches. For example, when we target people who mention “Linkedin Sales Navigator”, we inevitably get a lot of prospects who work at Linkedin, which is not who we’re after. With the new exclusions, we can exclude people who’s “current company” is Linkedin, problem solved. Think about how this can be used in your searches to get more accurate results.
Unique Rapport Building
This one’s more basic, but make sure you’re utilizing ways to pool prospects based on similarities. Things like “schools” “groups” and “past company”, can find you a group of leads with similarities you can reference in your outreach, at scale.
Return to Top Searches
If you have a search you’ve done in the past that you exhausted yet it got you great results, make sure to set yourself a calendar reminder to return to it, with one of two changes.
You can add “became a member” to a short time period and you’ll be able to find people that were recently added to the search results because they recently signed up for Linkedin.
You can add “years at current company” to find people who changed companies and are now a part of your search results.
Past company is one of the most underrated fields within the Linkedin Sales Navigator search. With this criteria, you can search for prospects based on their past company. If you set this to one of your clients, they may be familiar already with your solution. If they are not, it’s still a great client to reference, knowing that they worked there. Try a search using this criteria and you will find some great leads.
Am I missing any? Comment below with your favourite advanced search criteria on Linkedin Sales Nav.