The Key to Prospecting Using Sales Navigator
Updated: Feb 11, 2021
LinkedIn is a great place to connect with professionals, search for new job opportunities, or even post some unique content. This was my original view of LinkedIn until a few months ago. My main use of LinkedIn was either searching for a job or trying to connect with someone who could help get me a job. Once I secured an SDR job, LinkedIn changed for me. Now, not only was this a social media platform to search for jobs and connections but is also an ocean of untapped prospects waiting to be connected with.
Â
LinkedIn Sales Navigator is the only source of prospecting I use. Other companies may have access to other sales software packages, but Sales Nav is what I roll with. We initially had some basic training on how to use the tool in my first week and a half of onboarding. Pretty simple; search for a title you wish to connect with, filter, and go. My typical searches usually lead to thousands of prospects to run through. I have some specific attributes I look for and when I find a potential prospect, I unleash a very powerful tactic called...hitting the connect button. No special messages or fancy tactics, just hit connect and on to the next. Doing some digging beforehand, LinkedIn did a study on the chances of an invitation being accepted and what really surprised me was that your connection request is more likely to be accepted without a personalized message attached.
Â
With this knowledge, all I do is go through page after page of potential prospects hitting connect and moving to another prospect. I try to clear at least 50 pages a day, looking for potential targets on each search. Once I open my laptop the next day, I have a fresh list of new connections I can add to my call list for the day. My experience with this has been great, booking 5 demos just today using this strategy. The call is usually much warmer than a traditional cold call, now that the prospect can put a face to the name. I've been rinsing and repeating this strategy and it has lead me to be the top-performing rep on my team. Quality prospecting leads to quality conversations.
Â
In summary, Sales Nav is a great tool to reach out to new prospects. There are thousands of connections waiting to be made. Just filter the criteria you're looking for in a potential prospect, make the connection, call them, give your value prop, book them, repeat.