Happy New Year!đ I hope you've had a chance to recharge, unwind, and spend time with family and friends.
I'm still on a semi-break, trying to enjoy the New Zealand summerâso I'll keep this week's newsletter short but impactful.
A client asked me if Sales Navigator is needed in their lead and sales development.
While Sales Navigator is one of the most powerful prospecting platforms available, it requires strategy, process, and experience to use effectively. Without proper knowledge, its extensive features can be overwhelming. I'm currently developing a Sales Navigator Bootcamp for enterprise sales teams and business owners who want to win more mega dealsâI'll share more details in the coming days.
On the other hand, LinkedIn is free and huge. A lot of people think it's just a social media platform. It's more than a social media platform, it's power-packed CRM. Linkedin has over 1 Billion members, itâs a goldmine for B2B sales professionals, sales managers, account managers, and entrepreneurs. LinkedIn can help you connect with important people and grow your business.
But with such a vast platform, it can also feel overwhelmingâwhere do you even start?
Today, I'll share three easy ways to find your ideal clients (ICP) on LinkedIn.
1. Use LinkedInâs Search Filters Like a Pro
LinkedInâs search filters are a treasure trove for pinpointing your ICP. Here's how to use them effectively.
Basic Search for Easy Prospects
Use the search bar at the top to input job titles, industries, or companies aligned with your ICP.
Examples:
Job Titles (e.g., âIT Manager,â âB2B Marketerâ)
Industries (e.g., âCybersecurity,â âSaaSâ)
Once you hit search, LinkedIn will narrow down the results to relevant profiles.
Advanced Filters to Narrow Down the Best Matches
For better targeting, click the âAll Filtersâ option on your search results page. Advanced filters allow you to refine your search based on the following criteria:
Connections (1st-degree for warm leads, 2nd-degree for introductions, 3rd-degree for broader hunting)
Location (e.g., United States, Europe, specific cities)
Current and Past Companies (to target specific organizations or professionals with relevant experience)
Industry and Keywords (e.g., âMarketing Automation,â âCloud Computingâ)
âžïžLet's pause here.... Take a moment to jump on LinkedIn and try the exercise above. That's the only way you can find your ideal clients--take action.
đĄ Pro Tip: Use the âConnections ofâ filter if any of your existing clients fit your ICP. LinkedIn will show potential prospects within your current clientâs network.
Why Search Filters Work
Search filters allow you to narrow down LinkedInâs massive network to focus only on high-value prospects. This saves hours of manual prospecting and ensures you spend your time connecting with the right people.
2. Tap into LinkedIn Groups for Community Leads
Groups are LinkedInâs best-kept secret for finding prospects who share interests or work in specific industries.
How to Find the Right Groups
Use the search bar and select the âGroupsâ filter.
Examples:
âSaaS Foundersâ
âMarketing Leadersâ
âEntrepreneurs of [city/country]â
Join groups relevant to your ICP so you can immerse yourself in niche conversations.
Engage with the Community
Groups are where your prospects talk about their challenges, ask questions, and share insights. This is your chance to establish authority by:
Answering questions with valuable advice.
Sharing insights/articles that reflect your expertise.
Engaging in meaningful discussions (not just selling).
Direct Outreach
LinkedIn allows you to send messages to group members outside of your connectionsâuse this sparingly and make sure these are personalised messages that offer value. No one likes to be sold to right away.
đĄ Pro Tip: Build credibility within the group before pitchingâfocus on relationships over short-term gains.
Why Groups Work
Groups provide a direct line to an engaged audience thatâs likely aligned with your ICP. Plus, your contributions help you build trust and authority in the eyes of your potential clients.
3. Leverage Company Pages for Account-Based Targeting
If your ideal clients work at specific companies, LinkedInâs company pages can give you every detail you need about them.
Why Target Company Pages?
Company pages are a goldmine for research. Youâll find everything from job postings to recent employee activity, giving you real-time insights into the companyâs priorities and potential pain points.
Steps to Leverage Company Pages
1. Follow Target Companies: Stay up-to-date with their news and updates.
2. Engage with Employeesâ Posts:
Respond to their updates in an authentic way.
Like and comment on posts to increase your visibility.
3. Monitor for Compelling Events: Look for events like promotions, job openings, or new product launchesâthese can be great conversation starters.
4. Reach Out to Decision Makers: Use your saved insights to send personalised connection requests. Mention something specific, like a shared interest or recent company achievement.
đĄ Pro Tip: Focus on nurturing relationships rather than closing deals immediately. Building rapport first benefits your long-term sales pipeline.
Why Company Pages Work
They provide a window into your target companyâs ecosystem. This lets you customise outreach based on real, specific data, making your messages far more impactful.
Putting It All Together
Hereâs how to maximize LinkedInâs potential for client discovery:
Start with Advanced Search Filters: Use refined filters to find high-value leads quickly.
Explore LinkedIn Groups: Build credibility, add value, and identify leads in niche communities.
Monitor Company Pages: Use insights to personalize outreach for better engagement.
To truly see results, consistency is key! Spend a little time each day applying these strategies, 30minutes will make a massive difference over time and theyâll add up to significant results.
Take Action Now
Which strategy will you try firstâsearch filters, leveraging groups, or exploring company pages?
If you want a step-by-step walk-through of these techniques, check out this 6-minute video in action.
Rememberâit will only be impactful if you take action.Hit reply and let me know because I love hearing from you.
Thank you for being here. See you next week with more strategies to grow your sales!
Ren
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