Leverage the profile pages of your saved leads so that you can do business. Donna Alexander shows you how to navigate the profile page to uncover relevant information, add and customize tags, attach notes, and build rapport.
- [Instructor] You've used Sales Navigator to find people you want to do business with, and you've saved leads that you want to follow. So what happens next? Let's look at the profile page in further detail so you can understand the opportunity available to you by using Sales Navigator. At the top of the page, we see our lead recommendations. When you're looking at someone's profile, Sales Navigator surfaces these recommendations based on the profile you're currently viewing.
We know that the number of decision makers involved in buying decisions continues to increase, so these lead recommendations will help you multi-thread throughout the organization. You are surfaced leads within the same organization, generally at the same level, or more senior. Sales Navigator is helping you to diversify your exposure within the org by providing you with additional leads. Below and to the right, we see our tags and notes section. LinkedIn tags are a helpful way to categorize your contacts.
Sales Navigator starts you off with a few generic options, but the real magic happens when you start creating your own custom tags. Let's create a new tag right now. So let's go for buyer. All you need to do is type that in, Create New, and there it is, it exists. The great thing about tags is you can add multiples. You can also search them using the search filters. Now when it comes to notes, those are gonna be your freeform messages, so thinking about the things that are very important for you to remember about a prospect.
So with Jonathan, maybe it's important for me to remember that he receives his budget in June. So that way I know following that timeline I can reach out to him and then we can start to engage regarding some new purchasing. Below, you will see the How You're Connected, and TeamLink. That's an opportunity for you to look at a warm path to engagement using leads that you have in common, but that's something that we're going to go into a little bit more detail later on in the course.
I want to show you some of the other options available to you on a profile page. Let's look at another profile. So this is Krystle. Let's take a look at what we can pull from her profile. When it comes to reaching out and engaging with Krystle, the first thing that I see is her posts. So when I want to reach out and engage, I can comment on her posts. I know the things that she's shared, and that way I can start to build rapport. Scrolling down, I want to start thinking about some of the things that are going to be critical when it comes to building a relationship.
So in order to best work with a prospect, I need to understand them, and that's where the LinkedIn profile comes in handy. I can look at Krystle's background. I can even do an overview of her experience. I can start to ensure that I have a good understanding of the things that are important to her, and the things that she's done in past. Maybe I want to relate to her education, consider any alumni that we have in common, or her skills, so I have a good understanding of the things that she is good at.
Languages, patents, that's going to be critical for me when I'm looking at engaging with someone as far as solar opportunities. This is going to be good in terms of us developing a conversation about sustainability. The LinkedIn profile page contains rich information that you can use in order to build a relationship. You want to increase your ability to build rapport quickly by fully realizing the potential of your prospects' LinkedIn profile using Sales Navigator.
- Social selling
- Setting up Sales Navigator
- Using the mobile app
- Adjusting your settings
- Syncing with your CRM
- Working with accounts
- Finding saved prospects
- Unlocking out-of-network profiles
- Using InMail on Sales Navigator
- Using PointDrive