Have you ever been on LinkedIn recently? It’s way more vibrant than it was a number of years in the past. Persons are logging in additional ceaselessly, posting higher content material, and interesting extra meaningfully. If LinkedIn as soon as felt stagnant in comparison with Fb and Instagram, it’s a unique animal now.
With regards to outbound prospecting, it’s laborious to discover a higher device than the upgraded model of LinkedIn, which they name Gross sales Navigator. It supplies higher search performance, helps you set up your contacts extra successfully, and alerts you to life and enterprise adjustments that would imply cash in movement. All nice stuff for monetary advisors seeking to proactively market themselves on LinkedIn.
The issue? Gross sales Navigator is filled with options and will be complicated. It looks like a completely totally different social community, which implies yet one more studying curve for monetary advisors. We’ve gotten so many questions not too long ago on this subject, so we thought we’d share a number of insights that will help you get probably the most from this ever-evolving gross sales device.
1. Save prospects, purchasers, COIs, and rivals as “leads.”
Within the free model of LinkedIn, a contact is a contact is a contact. Gross sales Navigator offers you the flexibility to trace a high-priority group of contacts—letting you realize after they put up new content material or make adjustments to their profiles. You’re technically saving them as a “lead,” however on this case consider the lead label as merely a method to signify their significance.
We suggest you have interaction together with your community usually, particularly your high-priority contacts. Gross sales Navigator saves you time by serving to you discover, learn, and interact with their content material, with out having to search out it within the overwhelming conventional information feed.
Additionally, you don’t need to be related to somebody so as to add them as a “lead.” As an alternative, you may observe them in Gross sales Navigator and anticipate the opportune time (function change, job change, content material posted, and so forth.) to succeed in out and strike up a dialog.
2. Attain out to prospects who’ve posted up to now 30 days
The search filters inside Gross sales Navigator are far superior to the free model of LinkedIn. After operating a seek for potential purchasers, you’ll wish to attain out to them. However one irritating side of LinkedIn is that it isn’t used as ceaselessly as Fb or Instagram. In accordance with Pew Analysis, 74% of Fb customers login on daily basis! A distinct LinkedIn examine discovered that of these LinkedIn customers who’re participating with the platform month-to-month, 40% entry it on a every day foundation. Whereas these aren’t apples-to-apples numbers, the discrepancy is essentially obvious. The bottomline is you’ll be able to simply waste time on prospects who by no means login.
With Gross sales Navigator you’ll be able to additional filter your search outcomes for prospects who’ve posted inside the previous 30 days. This can be a sport changer. Give attention to reaching out to this phase first, earlier than transferring on to a good much less engaged viewers.
three. When you discover a good prospect, use the “discover comparable” device to search out much more.
Discovering a prospect on LinkedIn who matches your Ideally suited Shopper Profile is a good feeling, however it doesn’t need to cease right here. When you’ve recognized them, use the “discover comparable” device to let Gross sales Navigator determine extra prospects with comparable skilled traits.
With regards to LinkedIn Gross sales Navigator, that is simply the place to begin. Whether or not you’re going for one-to-one introductions or leveraging a complicated mass messaging sequence, Gross sales Navigator could make your life lots simpler. Take it for a spin—in spite of everything, you get 30 days free earlier than committing to the month-to-month subscription.
Stephen Boswell and Kevin Nichols are companions with The Oechsli Institute, a agency that focuses on analysis and coaching for the monetary companies business. @StephenBoswell @KevinANichols www.oechsli.com