Ever wondered if you can generate leads easily and efficiently spending the least amount of time and money? We will teach you how to do it using the reliable LinkedIn Sales Navigator. We have simplified the process into 6 steps that will help you make the best use of this tool for lead generation for your training company.
1.Figure out ideal customer profile
The first and the most important step is to first figure out the buyer persona or the ideal customer profile for your company. The more specific you are , the better leads you can generate. The answer to ‘ who is my target audience?’ should be really specific because if it’s everyone it’s actually no one. Here is an example of a buyer persona.
2.Use search filters to find the best matches
With LinkedIn Sales Navigator, you can use advanced filters for lead generation that you don’t have available with your regular account search. This feature is the key element of this lead generation process and how successfully you use the filters and how targeted your searches are will decide how much business you can generate by using the sales navigator. Try to be as specific as you can with your searches, this will make the process much easier.
3.Save searches and create lead lists
The next step of the lead generation process will be to build a lead list. Go to your Sales Navigator and select Lists – Lead Lists. Once you have searched for your ideal customer profiles, you need to save them into a list to be contacted later during the process. Searching and saving the lists beforehand will give you ample time to go through the profiles and also to optimize your profile accordingly.
4.Optimize and complete your profile
Now the most important thing before adding or sending connection requests to your prospects is to get your profile ready! Your LinkedIn profile is your visit card, and it will say a lot about you and your company. Nothing screams more unprofessional than lacking an optimized, up-to-date profile. When people receive a request , there is a high chance that they are going to check up on you. It increases their level of trust and helps them decide whether to respond to your message. First impressions do matter, and how good or bad your LinkedIn profile is will decide whether your prospects will add you or not.
5.Send connection requests with notes
While sending connection requests to the people in your saved lists , one thing to keep in mind is to use the free notes option available while sending invites. While there are only a limited number of Inmails you can send, notes are free and unlimited. A personalized note will increase your chances of being noticed and added back.
Beyond the saved list, which is more strategic effort, you can also send more connection requests to about 100 search results every day, which can easily lead to 15 – 30 leads being generated in a day.
6.Use the right messaging and generate leads
Another key deciding factor is how well you communicate. The type of message, the language, the tone, the approach , everything will decide how well will your prospects respond to you. The communication has to seem personal and not like bulk spam messages. The human element and personalized warm messages always have a much better response rate.
Also, shorter messages are better at getting initial responses as people are too busy to read a long message.
Your message also has to adapt for the target audience. For example, if you are messaging coaches, you would find them to be motivated by learning, teaching and sharing. In comparison a learning and development HR person may be more interested in mutually beneficial synergy. So the same message may not work for these two audiences, and you may need to experiment to refine your message.
You may also want to compliment the person in your first message. E.g. Have a look at this message
Tools like LinkedIn Sales Navigator are a part of the digital transformation that your company needs to be future ready. This blog is a part of our free digital transformation guide. Click here to subscribe to them for free !
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