How LinkedIn's Sales Navigator works to attract new customers

LinkedIn is one of the world's most popular social networking platforms, with more than 830 million monthly active users. For technology companies, LinkedIn is an invaluable tool for attracting new customers.

One of the top LinkedIn features that technology companies use to engage new customers is Sales Navigator. Sales Navigator is a premium sales tool that provides companies with a number of features to identify, connect with and qualify leads.

How does Sales Navigator work?

Sales Navigator uses a number of filters to help companies identify the right leads. These filters include:

• Demographic information: such as company size, industry, location and job title.
• Interests: such as the companies they follow, the pages they visit and the groups they belong to.
• Activity: such as the posts they share, the events they attend and the messages they send.

For example, a marketing software company might use the following filters to identify potential customers:

• Company size: Companies with 100 to 500 employees
• Industry: Marketing
• Location: Spain
• Job title: Marketing Manager
• Interests: Digital marketing, social media, marketing automation
• Activity: Publications on digital marketing, attendance to marketing events.

Sales Navigator also provides companies with a number of features to connect with potential customers. These features include:

• Inmail: allows companies to send personalized messages to potential customers.
• Recommendations: provides companies with suggestions of potential customers based on their profile.
• Insight: provides companies with information about the activity of potential customers on LinkedIn.

The customer search process in Sales Navigator

The customer search process in Sales Navigator can be divided into the following steps:

1. Definition of the target audience

The first step is to define the company's target audience. This involves determining what type of companies and professionals you want to reach. What are their needs and challenges?

Once the target audience has been defined, Sales Navigator filters can be used to identify the right prospects.

Identification of potential customers

Once filters have been defined, they can be used to identify potential customers. Sales Navigator provides a number of tools to help companies identify potential customers, such as:

• Search: allows companies to search for potential customers by keywords, location, title and other criteria.
• Lead lists: allows companies to create lead lists based on their specific criteria.
• Insight: provides companies with information about the activity of potential customers on LinkedIn.

3. Connecting with potential customers

Once you have identified potential customers, you can connect with them using Sales Navigator's connection features. These features include:

• Inmail: allows companies to send personalized messages to potential customers.
• Recommendations: provides companies with suggestions of potential customers based on their profile.

4. Qualification of potential customers

Once you have connected with potential customers, it is important to qualify them to determine if they are genuine prospects. This involves assessing their interest, buying power and level of authority.

Companies can qualify leads using the following techniques:

• Activity tracking: companies can track the activity of potential customers on LinkedIn to determine their interest in the company's products or services.
• Qualifying questions: companies can send questions to potential customers to determine their buying ability and level of authority.

5. Closing the deal

Once you have qualified potential customers, you can begin to close the deal. This involves presenting the company's products or services to potential customers and negotiating a deal.

Advantages of using Sales Navigator

Sales Navigator offers a number of advantages for technology companies looking to attract new customers. These advantages include:

• Access to a large database of potential customers: Sales Navigator gives companies access to a large database of potential customers, allowing them to reach a wider audience.
• Advanced segmentation tools: Sales Navigator provides companies with advanced segmentation tools to help them identify the most suitable prospects.
• Connection and follow-up features: Sales Navigator provides companies with connection and follow-up features to help them connect with prospects and maintain the relationship.

Tips for using Sales Navigator to attract new customers

To effectively use Sales Navigator to attract new customers, companies can follow these tips:

• Personalize your messages: potential customers are more likely to respond to personalized messages than to generic messages.
• Be patient: attracting new customers takes time and effort. Don't expect immediate results.
• Keep learning: Social media platforms like LinkedIn are constantly changing. It is important to keep up to date with the latest trends to make the most of the tools available.

Conclusions

Sales Navigator is a powerful tool that can help technology companies acquire new customers. Using Sales Navigator's features, companies can identify, connect with and qualify the most suitable prospects, enabling them to close more deals.