Making LinkedIn Sales Navigator Work for You
LinkedIn Sales Navigator can be great investment. But recovering the money you invest means having an effective, repeatable way to get buyers asking about your product/service.
Having a reliable way to provoke response from buyers is the piece most sales reps and recruiting professionals are overlooking. Today, I'll give you that piece and three templates to take action on—start improving your ROI with Sales Navigator.
"What Does Navigator (Alone) Give Me?"
Sales Navigator provides more access to the LinkedIn database.
- makes automated lead suggestions for you (however, my clients rarely get quality leads this way);
- allows 700 search results (vs. 100) when querying the database;
- lets you access prospects you don't know—via InMail messages.
InMail Rules Totally Changed in 2015
Since Jan. 1, 2015 LinkedIn gives "credits" (you buy) back—but only for InMails that earn a response in 90 days.
This is NEW!
Remember the old system? If you did not receive a response within a week, it was credited back to you. You were rewarded for your success AND for failures. Whoops! This encouraged way too much spam.
Today you receive a credit (get your money back) for each InMail receiving a response within 90 days.
What the New InMail Rules Mean to You
Your money is wasted when your potential buyer:
- hits the "Not interested" button this COUNTS as a response!
- replies negatively or
- ignores your message.
Hence, InMail is not guaranteed to be effective. Plus, if it's not you're punished by LinkedIn.
InMail also is monitored and rated by LinkedIn—and you must maintain an InMail reputation score in order to send messages. If enough prospects mark you as spam, you're out of the game.
That's another reason why you need a reliable communications process that sparks customers' curiosity in InMails you're sending.