In this video, learn how to leverage the profile pages of your target leads so that you can be informed and how to navigate a profile page to uncover relevant information that will help you build rapport.
- [Instructor] You've used Sales Navigator to target leads that you want to do business with and saved those leads that you want to follow. So what happens next? Use Sales Navigator to understand your prospect by using their profile page to gain valuable insights. So let's start from the top down. Here we've got James' profile. Under the see more is where I'm going to be able to see James' summary. So here's where he tells me all about himself. I want to pay particular attention to a couple of the badges that you will see up here. So first there's going to be gold. Gold badge means that James has a Premium profile. As far as quick wins, these are people who are using LinkedIn's Premium services, so either LinkedIn.com Premium, it could be a Sales Navigator license or a recruiter license. This to me says that more than likely James is going to be a little bit more engaged on the platform. Similarly let's look at this green badge. So the green badge means open. This is great because James has said even if we are not first degree connections he is going to let me send him a message, so that's not going to cost me an InMail credit. That's a great clue as far as some of the people that you might be wanting to engage with. Let's take a look at what else we can see here on James' profile. Since we are connected I'm going to see his contact information. So it's listing all of his contact info. So email, if I had his phone number, Twitter handle, all of the good info that I'm going to need in order to continue to build a relationship with him. From this point there are a couple of things that I think are kind of important, really, really helpful to be able to help you understand and always be engaged with some of your target prospects or buyers. The first is going to be tags. Tags will help you to understand somebody. Rephrase. First we have tags. Tags are a great way for you to categorize your contacts. The real magic happens when you can start creating your own custom tags, for example, B Alexander, or maybe this is James and he's a decision maker. Maybe I could start looking at tags either by territory, maybe a quarterly focus, maybe an internal partnership if you were working in a pair or collaborating with another team member, it could even be another project or a role in the sale. So are they a decision maker versus an influencer. A couple of opportunities for you to customize what you want to do here. I'm going to create a new tag, mark James as a buyer. There we go, tag has been added. So good for my organization. On the flip side we've got notes. Notes are great because this is where you can add some free text in order to ensure that you're always keeping up to date with what it is you want to remember about this particular individual. So here I met James at a conference, he's interested in partnering on a media deal. His fiscal year is end of July. So those are good signals for me just to make sure that I'm always updated on what's happening with James. Click save, now that note lives on the profile, it keeps everything all in one spot. We've got our highlights. So it's going to surface my commonalities. So we've got 20 shared connections, ways for me to be introduced. So who are the people who can provide me with introductions to James, so either via shared connections or people who work with him. A good way to understand the relationship capability there. If James is active on LinkedIn I would be able to see some of the things that he had shared. Moving further down I've got his experience. So I can see the work that he is doing. This is where he's highlighting the things that are important to him. I can see his skills. This is where I can get more information on what is important, but also potentially what do we have in common? How can we start to easily build rapport and what are going to be some of the things that I want to surface when reaching out to James to ensure he returns my message. At the very bottom of the page we've got leads similar to James. This is where Sales Navigator is surfacing other leads that may be similar in terms of James' experience or his profession, potentially his industry. They are going to be people not necessarily working at the same company, but it's a really good idea to look at the leads similar section if you are not working on a name to count or if you're looking to find more logos. Scrolling back up one section I want to touch on really quickly on the right is going to be a pretty important one, and it's going to be recommended leads. So these are people who work at the same company as James, generally are going to be at the same seniority or higher. This is how Sales Navigator helps you map out the buying community. We know that there are more decision makers and influencers involved in buying decisions than ever before. In organizations with over 100 employees that can be upwards of seven people. Sales Navigator is helping you identify who those other buyers might be in order to help you map out your buying community. So here you're going to be given the opportunity to either dismiss or save leads. I recommend that you take action on this, because this is how Sales Navigator learns from you. So I'm going to save Uri, because he's going to be somebody that I want to engage with. Maybe I want to save Sarah as well, so save her to my saved leads and then potentially Nicolette isn't the type of person that I'm looking for so I will dismiss. Sales Navigator has now learned that that type of profile is not of interest to me. So this is where I'm going to be sure to get more targeted leads as I continue to work in the platform. Now I'm back up to the top of James' profile, because there is one thing that I didn't do and the most important thing that you want to do in order to keep on top of your top prospects and your top leads is to save. You want to save your leads. As you save leads Sales Navigator will provide you with updates and alerts on things that they're doing so you can make sure that you are always informed, but also that you've got that real first move or advantage when it comes to engaging with them in conversation. The LinkedIn profile page as you can see contains rich information. Use these insights to your advantage in relationship building. Understanding the LinkedIn profile will help you increase your ability to build rapport quickly and present yourself as an informed partner to your target buyers.
- Setting up Sales Navigator
- Using account pages
- Finding prospects
- Viewing profiles
- Leveraging warm introductions
- Sending InMail
- Using the mobile app
- Syncing with your CRM
- Using PointDrive for insights
- Incorporating Sales Navigator into your daily workflow