LinkedIn is an amazing tool for finding leads in your target audience. With over 500 million users, nearly anyone you’ll need to do business with will be on there.
More than that, the ‘search and save’ feature on Sales Navigator means the platform can be a great way to target qualified leads for your business.
The bad news is that most people aren’t using Sales Navigator to its full potential.
Yes, it’s super useful. But finding great leads on Sales Nav can take time. A lot of time.
It turns out there’s a better way. By using advanced search on LinkedIn Sales Navigator, you can quickly target the leads you want.
Today I wanted to show you a few tips and tricks to craft amazing searches that result in sales (and how to export these searches into complete, validated lead lists).
The first step is going to be to hammer down who we’re targeting. If you already know who you want to target, skip on to the next section.
If not, here are the most important 3 filters to make sure you’re targeting the right leads on LinkedIn Sales Navigator.
This is a good one to start with. Where do you sell your product? Which market are you focused on?
If your product or service can be sold anywhere, think about which countries are more likely to buy and what language they speak.
Even if you can reach out to any market, consider targeting specific geographical areas to make outreach more customized.
This is another basic one to touch on. Think about what the job title would be of someone that would buy your product.
Also, remember that you want to touch on the seniority of the person as well. Would a Vice President buy your product? Or is it typically purchased by a Coordinator?
Determine who the decision-makers are and target accordingly.
Headcount can often be overlooked, but the size of the company is critical for most products. Do you sell to startups or enterprise clients?
It’s rare that a product will be sold to both. Think about it and make sure you’re using this filter in your searches.