• Lysa

Lead Generation: LinkedIn Sales Navigator


Picture of LinkedIn Sales Navigator logo

While LinkedIn can be used to some extent for social selling, LinkedIn Sales Navigator provides several more filters and tools that will enable you to even further narrow your search and find your ideal customer profile, build the perfect list of customers, and largely increase your chances of conversion.


You can filter millions of leads down to the most relevant leads for your business, transforming you into a social selling rockstar.


What is LinkedIn Sales Navigator?


LinkedIn Sales Navigator, available for individuals or teams, is a paid upgrade of LinkedIn for entrepreneurs and sales professionals. Sales Navigator features a strong set of search capabilities, improved visibility into extended networks, and personalized algorithms to assist you in reaching the right leads.


Prospecting with LinkedIn Sales Navigator


How to Edit Sales Preferences


You can change the initial preferences you made on LinkedIn Sales Navigator by modifying your preferences now.

​Edit your preferences by hovering over your profile photo in the blue bar at the top right corner, and click on Settings.

When you scroll down the page, you will see the Sales Preferences section.

Picture of LinkedIn Sales Navigator's Sales preferences

Add the locations that you want to target under Geographies. Type the city, and click the “+” when the right option shows up. Click on Done to save the edits.


Picture of Geographies filter in LinkedIn Sales Navigator

Next, check the industries your target clients belong to. Click Done to save.

Picture of Industry filter in LinkedIn Sales Navigator

You can target companies based on their size, check the Company size ranges that apply. Click Done to save.

Picture of Company size filter in LinkedIn Sales Navigator

To target certain Functions of a company check any of the options that apply. Click Done to save.

Picture of Function filter in LinkedIn Sales Navigator

Finally, you can pick specific roles of your target clients. Click Done to save.

Picture of Seniority Level filter in LinkedIn Sales Navigator


You can remove sales preferences by clicking the checkmark beside any of the items you want to remove.



Process of Creating and Sending InMail to Leads using Templated InMail



Account Types


Open

  • With Open in the Profile

  • These are the accounts where you can send messages without using any of your InMail credits.



Closed

  • No gold badge IN or Open

  • This will use (1) InMail credit per message that you send.


Premium Private

  • With GOLD Badge IN only

  • This will use (1) InMail credit per message that you send.



Click the MESSAGE button at the upper right corner of the lead profile’s window if qualified




InMail conversation window will pop-up

  • Enter your chosen Subject Line

  • Enter your template message

  • When pasting to the message box

  • Make sure to reduce spacing between sentences or lines

  • Edit out if needed



  • Update the profile Signature field with:

  • Warmly,

(Your name or the name of the profile that you’re using)

  • Click the pencil icon so you can edit it



  • Then click SAVE

  • The SEND button at the bottom right will enable once the Subject and Message fields are filled-out

  • The InMail message should be like this:

  • As you can see, the profile is not open so it will use 1 of 60 remaining credits that your profile has.



  • The InMail message should be like this:

  • As you can see, the profile is not open so it will use 1 of 60 remaining credits that your profile has.




  • Once InMail is sent to the lead, it will appear at the top part of the conversation window.



  • Click SAVE to leads profile if you were able to send a message

  • Click Create Lead List

  • Put in the Save Search for that profile that you used

  • Click Save


  • If something like this shows up

  • Choose the company that you targeted. Then click save so you have track of the people that you already sent a message to.





Conclusion


Not having the right tools and best practices, social selling and prospecting can be time-consuming tasks. Using LinkedIn Sales Navigator, you can quickly and easily create a large contact database.