https://business.linkedin.com/sales-solutions/sales-navigator
Sales Navigator is the expensive option. But it will get better results. So in the end, if you are able to get more clients by using this tool, it is well worth the cost.
The reason it gets better results is because you can filter the most active LinkedIn users, which almost always results in higher response rates.
Here are the filters that we use the most to ensure we are reaching the right people:
- In the “Home” tab, use the lead filters to filter the results based on your ideal client profile (ICP).
- These are the filters that we focus on @ Gigleads to create the most qualified lead lists.
- 2nd and 3rd-degree connections only.
- Exclude leads that you have “Messaged” in the past.
- Create a Boolean search to find your audience from there.
- Some other filters you could focus on:
- Specify lead location (Geography)
- Seniority Level (to find only the decision makers)
- Owner/Partner
- CXO
- Director
- VP
- Years of experience
- Years in current position
- Current job title
- Company type
- My personal favorite filter is the “Posted on LinkedIn” filter in the Recent Updates section. If you toggle this on, you only get leads who are highly active on LinkedIn and much more likely to respond. This takes your reply rates from 10% to 40%+. I highly recommend using this filter.
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- You should end up with a saved search of 500-10,000 leads that are qualified.
- You can scroll through a few pages to make sure that the profiles match your ICP.
- Use exclusion filters to exclude common profile types that don’t match your ICP
- You can also use the “NOT” Boolean search filter to exclude these same profiles.
- Save the search in LinkedIn. We will use this saved search as our lead list in Step 2. Make sure to use a consistent naming convention:
- Generic Example: [Job Title] | [# of Employees] | [Location]
- Specific Example: CEO | 1-15 | USA
Use Boolean search in Sales Navigator and Apollo
- Quoted searches: For an exact phrase, enclose the phrase in quotation marks. For example, type "sales manager". You can also use quotation marks if you want to find someone with a multi-word title.
- Sales Navigator search only supports standard, straight quotation marks ("). Other software or websites may use special symbols that our system does not recognize. Curly quotation marks (“), also known as smart quotes or typographer's quotes, aren't supported.
- In order to optimize overall site performance, stop words such as "by", "in", "with", etc. aren't used.
- NOT searches: Type the word NOT (capital letters) immediately before a search term to exclude it from your search results. This typically limits your search results. For example, "sales NOT manager".
- OR searches: Type the word OR (capital letters) to see results that include one or more items in a list. This typically broadens your search results. For example, "sales OR marketing OR advertising”.
- AND searches: AND searches: Type the word AND (capital letters) to see results that include all items in a list. This typically limits your search results. For example, "accountant AND finance AND CPA".
- Parenthetical searches: To do a complex search, you can combine terms using parentheses. For example, to find people who have "VP" in their profiles, but exclude "assistant to VP" or SVPs, type VP NOT (assistant OR SVP).
This can be done inside of Sales Navigator in the “Search Keywords” bar, or in Apollo inside the job titles card (shown in the image below).