This Is How LinkedIn Sales Navigator Can Help You Make a Targeted List to Close Bigger Deals Faster
I was having difficulty acquiring new clients and my current email marketing approach was failing.
My current strategy was bland, with too broad of an audience, leaving most of my emails unopened and/or in the trash.
It was time for me to update my strategy and personalize and humanize my campaign — to focus on identifying and building a relationship with a highly targeted list from a credible marketing channel, such as LinkedIn.
So I developed a process that would help me build a personal lead list comprised of key decision makers and influencers who were within my LinkedIn’s first degree network connections.
First, if I wanted to maximize my marketing campaign effectiveness I needed to develop a deeper understanding of my specific buyer persona. By reaching an understanding of the different needs, wants, and expectations, I could tailor my message in a way that would be personalized and resonate with each individual recipient.
Leveraging my technology tools, I used LinkedIn Sales Navigator (LSN), which has powerful search capabilities and the ability to target the exact niche I was looking for. I used the filters to find what I was for to target, understand, and engage the right people at the right companies. Some of the filters I used were Geography, Relationship, Company, Industry, Company Size, Function, and Title.
It is important to note that for best results using LSN, you MUST use the ‘YEARS IN CURRENT POSITION” field found in advance filtering if you want to target those who have the power to make strategic decisions. Using the “Seniority” field will not suffice as the length of time in the position can significantly vary.
Next, Hunter.io to grab the emails and save leads, which you will eventually export into Google Sheets. If you are unable to find an email address, consider hiring a Virtual Assistant (VA) to do so for you as you need to be spending your time being productive, not just busy.
It didn’t take long before I had a highly targeted list built. My intent was not to reach thousands of random contacts, rather, a smaller number of individuals I essentially handpicked.
I created personalized, engaging emails for each specific prospect. My approach was professional and respectful, and made sure the recipient was well aware I had done my research. I wanted them to know it was not some random network connection, rather that I was there to help them succeed in some way.
Before long, my response rate grew and I was closing BIGGER deals FASTER. I was quickly becoming a prospecting expert and the sales insights I was gleaning kept me informed and up-to-date. Because I was armed with knowledge and information about each prospect, the conversations were warm and inviting.
Using my process has helped me to discover and contact qualified prospects and substantially improve my return on investment. It freed up hours in the day so I had more time for high-values activities.
If your marketing campaign isn’t going the way you’d like it to then consider creating a specific lead list so you can connect, build and nurture your relationships — and ultimately close bigger deals faster.
