LinkedIn is one of the main social networks in the world, with more than 740 million users worldwide and more than 199 million members in the US alone. When it comes to professional social networks, LinkedIn is the main one, which means that, unlike other networks, it is focused on sharing your professional achievements, skills and work.
As a result, most businesspeople and professionals from all over the world are present there. Many companies use LinkedIn to find new employees and advertise vacancies, however, another use is to find potential customers for your B2B company.
To do this, you can use the LinkedIn Sales Navigator tool, which allows you to search for ideal customers for your company. If you’re not yet familiar with LinkedIn Sales Navigator or haven’t used it in your company, let’s tell you all about this tool.
What is LinkedIn Sales Navigator?
LinkedIn Sales Navigator is a tool launched in 2014 with the intention of connecting sellers and buyers.
The tool is paid, with three different plans for you to choose from. The plans have differences, but some utilities are common between them.
If you want to get to know LinkedIn Sales Navigator, you can purchase a free trial version.
The tool works through artificial intelligence that can collect and compare information published by users and the company.
Thus, LinkedIn Sales Navigator can indicate which users have the characteristics that match your ideal customer profile.
LinkedIn Sales Navigator is a great B2B Marketing strategy, that is, Business-to-business, when a company wants to sell a product or service to another company. This is because companies’ decision makers are certainly present on LinkedIn and you can use it to create a relationship with them and, in the future, convert them into customers.
What are the advantages of LinkedIn Sales Navigator?
If LinkedIn Sales Navigator is a paid tool, what are the advantages of using it and not LinkedIn itself? After all, it also allows you to find the profiles of potential customers.
It has several features that can make your life easier when finding potential clients.
Advanced Search
Through filters such as job title, company, educational institution and location, you can find people and companies that may be relevant to you.
In addition to the advanced search, you can also perform simple searches using keywords.
Using advanced searches makes it easier for you to find the right people, so having a good idea of your persona is so important.
Lead recommendation
Another way to find good Leads is with the platform’s own recommendations. The difference between this and advanced search is that for recommendations, you don’t have to do anything.
Intelligence identifies leads through your activities on the network and compares them with those of other users.
Smart link
Smart Link allows you to share sales content in a way that is best for both the buyer and the seller.
With them, you can group your sales presentation and product content with a trackable link that can be shared.
Users can view content without having to download it, and you can track real-time insights into views.
How to use LinkedIn Sales Navigator to sell more?
Now that you know what LinkedIn Sales Navigator is and what its main features and advantages are, let’s understand how to use this tool to find more leads and sell more.
The first thing you need to do is configure Sales Navigator so that it can understand and identify your company’s preferences. To do this, just follow the instructions on the page.
With the settings ready, just go to the navigation menu, where you can see filter and smart search options, such as keywords, current company, job title, among other parameters used to refine the search and extract really relevant results. .
You can then use the save accounts feature to monitor leads by viewing updates and content shared by them on your Sales Navigator home page.
This information will be important to start building meaningful conversations with prospects. In addition to saving leads, you can save the search itself.
Count with ASB Marketing to increase your sales
If you want to implement demand generation strategies in your business, it is of paramount importance to start with planning.
In this scenario, understand your audience, online behavior, preferences and, especially, make an analysis of your competitors and current demands of the market.
Then understand how your sales process works and what characteristics need to be changed to meet your ideal customer profile.
In addition, it is essential to keep in mind that demand generation does not only occur by paid media, on the contrary, inbound marketing actions (attraction marketing) and demand generation generate very advantageous results for organizations when well employed.
Finally, you can count on an experienced marketing and sales company to support the implementation of these strategies, such as ASB Marketing.
With the best innovative methodologies and tools, ASB Marketing finds its ideal customer and qualifies them through fully automated and personalized email cadence.
When the lead arrives at the purchase decision phase, we only passed on to your commercial team to close the negotiation. With this, we guarantee increased sales, reduction of trade cycle, cost optimization and support in long -term business expansion.
Do you want to know more? Go now and see how ASB Marketing can help your business!