Sales Navigator 2021 – Complete User Guide

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Sales Navigator in 2021: Complete User Guide to Predictable Social Selling Results

LinkedIn Sales Navigator is one of the paid versions of LinkedIn. It is arguably the most formidable weapon of social sellers on the platform, allowing you to find prospects more efficiently than ever, despite a price recently increased from € 62 to € 82 / month.

In fact: if you are looking to grow your business on LinkedIn, Sales Navigator is a “MUST have”.

However, whenever we talk about LinkedIn Sales Navigator, this question often pops up: is the subscription really worth it?

If you haven’t already, you’ll probably even consider starting with it.

Either way, you’ve come to the right place.

We will see in this article how to use LinkedIn Sales Navigator for prospecting , how to put the odds in your favor with its use, and more. We will see in particular:

· Why use Sales Navigator and when?

Get started with Sales Navigator

The 8 best lead generation features with LinkedIn Sales Navigator

· Proven methods & Sales Navigator hacks

⚠️ Spoiler Alert: if you are still wondering if you need Sales Navigator, the answer is “Yes”, if you know how to use it.

And if you are not sure, then read on. Because at the end of this guide, you will know.

Let’s get started!

Why use Sales Navigator and when?

Most people think that Sales Navigator is only worth it for the advanced search (an extremely powerful function, that’s not what we mean), but there is many other reasons for which you might want to get this paid version of LinkedIn.

First of all, did you know that LinkedIn limits your searches with the normal version? Unable to access all results.

Profile search limitation

By the way, here’s what LinkedIn says about your monthly use of people searches :

“The people search usage limit is calculated based on your activity on LinkedIn. This is used to determine if you are using LinkedIn to recruit or generate leads. “

Here’s what is considered “recruiting or generating leads,” according to LinkedIn:

· Search for LinkedIn profiles using keywords or filters.

· Click on profiles from the “People also viewed” section in the right sidebar.

When you approach your free search limit (there is a monthly limit), a warning will appear as in the screenshot above.

Your free monthly limit is reset on the 1st of every month, and LinkedIn doesn’t tell you the exact number of searches you have left (it also can’t lift your limit on demand).

The reasoning behind this is that if LinkedIn thinks you are actively using the platform to generate leads , they want to trick you into choosing LinkedIn Sales Navigator, or just make sure you don’t spam people.

Eh yes ! You cannot use LinkedIn to generate leads (or candidates) for free …

Either way, if you are an active user of LinkedIn, you should buy Sales Navigator.

Besides unlimited searches, Sales Navigator also comes with a lot of advanced features that can really help you scale your lead generation. For example :

The ability to research your target audience with advanced filters .

· Recommend prospects , follow updates and connect with specific people.

· Use advanced filtering that is not available anywhere else on the platform.

· Job change alerts , specific keyword mentions, and more.

As you can see, Sales Navigator can get quite complex if needed.

So let’s take a look at some of the best practices of LinkedIn Sales Navigator and proven ways to get the most out of the platform.

Getting started with LinkedIn Sales Navigator

Ideally, before you start using Sales Navigator, you should already know how to sell effectively on LinkedIn . 😉

In other words, you should already have defined your target audience, know what kind of content they like, what groups they frequent, and more.

Once you know this, lead generation becomes (in general) a lot easier.

Sales Navigator allows you to use many different ways and filters to find your target audience.

However, the very first thing to do is to define your sales preferences .

These are criteria you set so that Sales Navigator knows what type of leads you want to see based on region, industry, job title, seniority level, and more.

The platform will then give you prospect recommendations based on your interests.

To do this, hover the mouse over your profile, then select “ Preferences “.

LinkedIn Preferences

Then scroll down to the “ Trade preferences And fill it out according to your target audience.

You can refine your search e according to geography, sector, company size, function and level of seniority.

Trade preferences filters

Once you have completed it, you can then start prospecting like an expert!

Now let’s see some of the best practices LinkedIn Sales Navigator to help you get started.

The 8 best lead generation features with LinkedIn Sales Navigator

Sales Navigator offers many features to refine your audience.

Some are more useful than others.

In this guide, we’re going to see some of our favorite features and other proven ways to generate leads!

advanced search

This is probably the most well-known feature of the subscription and this is where you will spend most of your time looking for your prospects with reliable data.

It exists over 20 advanced search filters that you can apply to your search, the keywords, title and company fields also allow you to perform boolean searches (which we will see later).

LinkedIn searches

Some of the most effective filters for lead generation:

· Key words – Relevant keywords found in the profiles of your prospects.

· Geography – If you are looking for prospects in a specific location (eg where you are based).

· Title – Position, for example whether you are looking for CEOs or sales managers (or both!).

· size of the company – A startup or an SME? This is where knowing your target audience comes in handy.

For a basic search like this, over 1,500 results were found on LinkedIn.

Basic search filter

 

And this without taking into account other advanced filters. Your search can therefore be as specific or broad as you want.

Once you have the results of your research, you can start connecting with them directly through LinkedIn or start collecting their information for an email prospecting campaign.

If you decide to connect with them from LinkedIn, you can use a simple template like the following:

“Hello {{First name}},

You appeared in my news feed and I am happy to have discovered your profile as well as that of {{Company name}}.

Your favorite subjects remind me of what I did for {{votre-travail-similaire-pour-les-premiers-clients} }, and we are still {{your-pitch- or-unique-solution}}.

I wrote a few lines about our unique angle of approach and I think you will appreciate the difference. Are you interested in receiving it? “

The key to prospecting is customization .

Let’s go on !

LinkedIn InMails

LinkedIn Premium Gold Badge

See that golden badge on LinkedIn “in” profiles?

You’ve probably seen it before.

It is one of the many advantages enjoyed by LinkedIn Sales Navigator users: an “open” profile and InMail credits.

InMail is the LinkedIn version of an email or direct message. This is a effective way get in touch with your prospects, given that a person receives on average a lot each day less InMails than emails .

Your paid LinkedIn subscriptions give you a monthly credit (about 30) of InMails that you can use to contact user profiles with whom you are not not connected .

To maximize the effectiveness of InMails, you need to take a detailed look at the profile of your prospect and mention something unique .

Bonus: did you know that LinkedIn profiles with an “in” badge, in other words currently having a paid subscription (Sales Navigator or other paid LinkedIn subscription), or having had a paid subscription, have the ability to receive Free InMails (without using those famous monthly credits) from a LinkedIn user who is not logged in?

The ideal option to use in your sequences prospecting! Rather effective for bypass the LinkedIn limit of 100 weekly connection requests. 😎

For example, you just need to add the “IF Free Inmail” step to your automated sequence …

Smart LeadIn sequences

Job change alerts

On Sales Navigator, you can also filter out prospects who have recently changed jobs.

Job change alert

This is a super simple conversation starter that you can use whether or not you know the prospect.

You can just start a conversation with a template like the following:

“Hello {{first name}}, and congratulations on your new job!

I would like to continue the discussion on “XYZ” (which I had with {{previous company person> with you now.

Let me know if a particular time is best for you to chat? “

Or something like this:

“Hey {{first name}}, congratulations on your new job!

I write a lot of content on {{subject related to their post}} that might be relevant to you because … “

LinkedIn Groups

LinkedIn groups have a rather bad reputation because of the content they contain (often very commercial with little interaction).

But guess what?

You can simply search for relevant LinkedIn groups and start connecting with the members there.

It’s a great way to start a conversation and most people will be willing to hook up with you.

On LinkedIn, you can search for groups using key words simple.

Group search

But on Sales Navigator, you can use the advanced filter for find people in groups.

Group advanced filters

Advanced group filters continued

From there, you can send a personal login invitation, saying something like …

“Hello {{first name}},

I saw that you were also a member of the LI Social Selling group.

It would be great to get in touch with someone who shares the same favorite acquisition topics to see if a collaboration makes sense.

What do you think ? “

NB: You can also fully automate this step so as not to send our connection requests one by one. This is what I did and 72% of people accepted my request. Consult the example of strategy here (cf. paragraph 5) for more information and find out how you can do it too.

See similar profiles

Here’s an extremely simple LinkedIn Sales Navigator hack that can improve your prospecting and build relationships by uncovering a whole new list of relevant prospects.

1. Go to the search bar of Sales Navigator.

2. Find your target market .

3. Select a prospect in the results.

4. Click on “ See similar profiles

See similar profiles linkedin

Once you do that, you will get over 100 leads similar to your existing customers, or your identified ideal leads!

Not bad is not it ? 😎

And since these prospects are similar to the ones you already have, you can approach them the same way! You can also share the same case studies or content without having to create new ones.

You can even use the same template as above to explain that they appeared in your feed and that you liked what they are working on.

“Posted on LinkedIn” filter

You can use this filter to find content posted by your potential buyers .

Let’s say my target audience is marketing professionals who work in the growth industry.

We can use these filters in the advanced search of LinkedIn Sales Navigator.

The secret here is the filter “ Keywords of published content “:

Filter with keyword

This search filter will give you access to a whole audience of people who have posted or engaged in growth marketing related content in the past 30 days.

All you have to do is write a simple and personalized message and send it, for example the following model:

“Hello {{first name}},

I appreciated your recent post on LinkedIn around the {{Keyword-Posted-Content}}.

I tend to cover great content on the same topic and would love to hear your feedback on the relevance of my strategies to help improve prospecting on the network .

If you want to consult it, I will be happy to send it to you.

Let me know if you are interested. “

Label your prospects

This is another cool feature that can make you win time and make things more practice .

To work effectively on an account, you need to follow the people involved in the buying process, be patient, identify their unique priorities, and more.

With Sales Navigator, you can add labels and leave notes for every lead / company in your Sales Navigator news feed.

Add notes when requesting a linkedin connection

Boolean searches

You can perform a boolean search in Sales Navigator by combining keywords with bindings such as “AND”, “NOT”, and “OR” during your search.

Here is how they work:

· Search in quotes – For an exact phrase, put your search in quotes. For example, type “sales manager” to find someone with that title.

· “NOT” searches – Use this expression in front of a search term to exclude it from your results. For example, “sales NOT manager”.

· “GOLD” searches – Use this expression to display results that include one or more items from a list. For example, “sales OR marketing OR advertising”.

· “AND” searches – Use this to display results that include all items in a list. For example, “accountant AND finance AND CPA”.

These searches are to be used directly in the “Keywords” box:

Linkedin keyword insert

Save searches to save time

If you do a lot of different searches in LinkedIn Sales Navigator, having to enter the same search terms (for your different campaigns) can be overwhelming.

Fortunately, you can save your searches and come back to them later to pick up where you left off.

Saved searches

At this point, you probably have a pretty good idea of LinkedIn Sales Navigator and some of its main features that you can use to generate leads !

You probably already have:

1. An audience target specific.

2. A thread of research LinkedIn with your filters defined for your prospects.

3. An idea of people relevant and how to start a conversation with them (using a few message templates).

While it’s entirely possible to take it a step further and start generating leads, there is one more thing you need to know.

What if I told you that you could save your search in the LinkedIn sales browser (by copying the URL) and then automate the whole approach part, whether it’s through LinkedIn or email?

So instead of contacting them one by one, you can set up a LinkedIn campaign which will do it for you in the background, while you work on other aspects of your business.

If you do this right, you’ll be ahead of everyone who uses LinkedIn Sales Navigator in the “normal” way!

Here’s what you need to know:

Proven Methods & Sales Navigator Hacks

Remember the research we saw earlier on Sales Navigator?

You can do a lot of things with this one feature.

Essentially, you’re going to save the search result (prospect list) and then use a LinkedIn automation tool to automatically connect with them.

Let’s copy this url and import it in LeadI not (the most secure LinkedIn and Email automation platform you can use with Sales Navigator to 10x your lead generation).

Copy url prospect list

Next, create a new campaign .

Paste the LinkedIn Sales Navigator search URL here …

Paste leadIn URL

And There you go !

From there you can do all kinds of cool stuff.

For example :

· Set up a prospecting campaign in social selling step by step.

· Automate follow-ups after 1, 3, 7, days.

Write your own custom models (which gather information from their profiles).

· And much more.

In this way, using LinkedIn for sales becomes much, much easier.

We have already written a lot about the automation of LinkedIn and the “hacks” on our blog . We are therefore not going to detail our main strategies here (see the blog for more information on this subject!).

Instead, here are some quick tips you can incorporate into your Sales Navigator lead generation.

“Scrapper” of LinkedIn groups

We saw above that you can do advanced searches on LinkedIn groups using Sales Navigator.

So, once you’ve found your ideal group where your target market ends up, you can grab their members and automate your approach!

It is also very simple. Here is how it works:

1. Find a LinkedIn group where your audience is.

2. Use LeadIn to directly import the list of its members (option below).

Connection groups

3. Use LeadIn to connect with them.

4. Configure your message templates connection and your automated follow-ups.

5. Make yourself comfortable and enjoy the comfort of a quality engagement by Automatic pilot .

Connection with local opinion “leaders”

Are you just starting out and want to get in touch with important influencers and business leaders in your region?

Here is what you can do:

1. Start a advanced search in LinkedIn Sales Navigator for your region (geographic parameter) with the parameters of your target market (for example, tech startups with 1 to 10 members based in your region).

2. Send the connection request message based on the following model:

“Hello {{first name}}, I am currently developing my network with the leaders of {{votre_industrie} }.

Based at {{votre_ville} }, we found great engagement opportunities for {{votre_industrie_niche} }.

I would love to get in touch and share our knowledge on the subject if you are open to it? “

Simple, right?

Here are some quick tips that you should also keep in mind when prospecting on LinkedIn:

· Start with “ Preheat »Your LinkedIn profile. Start slow by sending a maximum of 10-15 login requests per day and monitor your account regularly. After about 2 weeks you can start to gradually increase the demands, up to a maximum of about 100 / week .

· Optimize and update your LinkedIn profile before doing prospecting. No one likes to accept requests from strangers with whom they have nothing in common. Make sure your headline and summary highlight your personality.

Start to create content to share. After all, if someone is looking at your profile for the first time and sees that you are constantly sharing the latest guides for free in your niche, they’ll be more eager to connect with you.

And more. Check out our beginner’s guide to LinkedIn prospecting for the 5 tips for getting started (using Sales Navigator or regular LinkedIn).

LinkedIn Sales Navigator Price

LinkedIn Sales Navigator is a “premium” version of LinkedIn designed to help salespeople identify, qualify, and engage with leads. It also includes additional features such as InMails – a type of messaging service that sends a message directly to a member of your target audience, without needing to be part of their network.

The price of LinkedIn Sales Navigator starts at 29 euros per month for 100 InMails credits. You can buy up to 200 credits per month, and they cost $ 49 or $ 99 depending on how many you buy.

If you’re looking for an affordable way to find qualified leads, Sales Navigator may be your best bet. It is also a good tool if you are trying to grow your business’ online presence.

Conclusion

So, are you ready to achieve predictable results in your prospecting with that formidable weapon that is LinkedIn Sales Navigator?

And if you’re ready to improve your lead generation strategies, here’s one more thing you can do:

1. Let us know that you have read this article (and if it has been useful to you!).

2. Download our ebook “15 message templates to explode your lead generation” at the bottom of this article

3. Take advantage of 14-day free trial of LeadIn and you can start using it the same day.

And the best part of all this?

You can combine the trial version of LeadIn with the free one-month trial version of LinkedIn Sales Navigator and start generating leads automatically and for free!

Finally, if you are looking for other tips for using LinkedIn & Sales Navigator, also read:

How to Network on LinkedIn – Top Dos and Don’ts to Maximize Your Results on this Professional Network

8 Tips for Finding Prospects on LinkedIn Easily (Guide)

LinkedIn smart scenarios and sequences: the future of B2B lead generation

Social Selling Index LinkedIn: How To Increase It In A Few Minutes A Day?

So far, these 15 templates have been kept secret! 👇🏽

One thing is for sure: without the best strategies, the best tools are not enough.

Because everyone uses the same models of messages seen and reviewed,

“Hello, I saw that you are {{titre} }, let me sell you something? “

LeadIn has tried dozens of strategies over the past 8 months on behalf of our clients, and we’ve picked the best performing posts to get you started.

Based on this, we wrote an ebook with some of our favorite approaches that generated hundreds of high potential conversations, and converts like BOOM!

So we decided to share them 👍

This eBook contains 15 templates to start engaging your ideal audience for better results.

For our agency, this generated:

+ 55% acceptance rate in general

+ 40% response rate on follow-ups

+400 reserved demos

A large number of new customers …

So if you want to learn more about sequences and get new ideas to strengthen your acquisition campaigns, download your copy! 👇

Mockup 15 linkedin messages templates

Maximize the potential and results of your prospecting👇🏽

Join our community of experts in social selling / automation / B2B growth and take advantage of the advice and support of expert social sellers to maximize the potential of your sequences to explode your generation of B2B prospects! The community is based on thekey pillars of digital acquisition: strategy, targeting, copywriting and in-depth data analysis.

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The LinkedIn Stack: Best Social Selling, Tools & Automation Hacks

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