How do you use the vast LinkedIn network to connect with people who matter to your business? Through warm introductions! In this video, learn how to use Sales Navigator to leverage people in your organization and further your relationship building.
- [Instructor] On average, 90% of buyers say they won't respond to cold outreach, so a cold call or a cold email. Nothing with personalized information. If that's the case, how do you create conversations? You let Sales Navigator show you the smartest path to relationship building via the warm introduction. How do you do it? Super simple. You use Introduction Paths. Introduction Paths show you who can facilitate an introduction to a potential buyer, as well as how to start your conversation. Let's get an introduction to Krystle. So in this middle section in the highlights, I've got see all introduction paths. Here Sales Navigator highlights shared connections, so mutual friends that we've got in common, people who worked with Krystle in the past, so understand some of her business values, shared groups, so this is where they're having conversations on LinkedIn in groups about things that are of importance. Depending on the profile I'm looking at, some other options that I would see here would be current work colleagues, so really good at understanding what she's driving towards and what drives her towards success. I would also have school alums. So you always want to make sure you are adding your school to your LinkedIn profile. For enterprise and team license holders, you'll also have team link. You'll be able to see Sales Navigator license holders on your contract for first degree connections to the lead, even if you're not directly connected to your teammate. We truly believe that selling is a team sport, and team link is a way to surface some of those mutual connections. Now, to ask for the intro, simply click message. So let's ask Antonio to provide us the introduction to Krystle. As far as some pro tips for creating an introduction that works, you do want the message to be brief. Ain't nobody got time for that is the motto of the day. You also want to focus on why. So not just provide me an introduction to Krystle, please. But please provide me with an introduction to Krystle because based on what she shared in our mutual group, I can see she cares about architectural development. I can provide her with 200% ROI on what she's doing, and you want to make sure that you are specific, and you're showing what your business value is. Next, rapport. Being able to build rapport is great. What else do you have in common? What is going to make it easier for you to start a conversation? Think of cities of interest, schooling, groups. This is where you can really focus on what's in the profile to understand this person better. Then, at the end you do want to make sure that you're providing this person with a comfortable out. It may be the case that Antonio doesn't want to provide me with an introduction to Rochelle based on something that he knows. I am after all asking him to facilitate this conversation based on his relationship. So you do want to provide somebody with the opportunity to politely decline, if it's not in our best interests. As a bonus, you can also ghostwrite your message. This is going to make it even easier for somebody when it comes to the introduction request because all you're doing is providing them with the opportunity to copy and paste the message. Lots of time being saved, and also, if Antonio doesn't want to use my ghostwritten message, that's okay. But at least I'm providing him with some guidelines on the areas of focus that I want him to concentrate on. Now, once the intro has been made, the prospect has accepted the introduction, you can exchange information directly. Remember, you're not connected with another member unless one of you sends an invitation to connect, and the request is accepted. We recommend you only connect with people that you know and that you've engaged with. So don't reach out cold. Have someone you know facilitate the introduction. Use the power of your network or team link connections to find people you can ask for an introduction from. A referral from your extended network can be the key to starting a conversation and booking that meeting.
- 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