BRX Pro Tip: 4 LinkedIn Sales Navigator Tips
Stone Payton: And we are back with Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, you and I both have LinkedIn Sales Navigator. What are some tips to get the most out of that service?
Lee Kantor: I think it’s important if you’re going to pay for it, then use it. One of the things that I like to do on Sales Navigator is identify ideal prospects. Having Sales Navigator opens up more search filters and you can really get kind of granular. I mean, not super granular, but granularly enough that you can identify the right folks on LinkedIn to engage with. So, identify your ideal prospects. LinkedIn has billion plus people on the network, so you’re going to find the people you’re looking for there.
Lee Kantor: Secondly, you want to engage with those prospects on a personal level. You don’t want to automate this stuff there. Linkedin is going out of their way to prevent you from automating. They’re limiting the amount of contacts you can make. They’re doing all kinds of work to encourage you to only engage with people in a personal manner, rather than in an automated kind of blunt instrument manner. So, use the wealth of information that’s available to you to interact by finding kind of common threads and interests so you can have this kind of personal relationship with people as much as possible.
Lee Kantor: Number three, when you focus in on building relationships first before trying to sell anybody anything, you’re going to get a better result. So, try to create a human to human relationship if possible. Again, this isn’t scalable. Again, this is important especially in professional services where you don’t need thousands of clients, you just need a handful of clients. So, do the work. Focus on building human to human relationships first before trying to sell anybody something.
Lee Kantor: And lastly, use Navigator to set up alerts for specific types of activities, such as job changes or new openings, so that you can be ready when an opportunity strikes. A lot of times people, if they were using your service before and they switched jobs, they might be open to using your service again. So, it’s a great opportunity to congratulate them on the new job and then let them know or remind them about the service that they had used with you in the past.
Lee Kantor: So, those are some LinkedIn Sales Navigator tips that should help you get more for your money.
