How to use LinkedIn Sales Navigator to get clients, increase revenue, and grow your business

How to use LinkedIn Sales Navigator to get clients, increase revenue, and grow your business

Want to grow your business faster? LinkedIn Sales Navigator is the tool that can help you do  just that.

I talked with Dan Mott, founder of SIX3MEDIA and a successful coach, on my LinkedIn LIVE show. Dan’s a long-time friend. We got started on LinkedIn at about the same time.

Dan showed us how to use Sales Navigator like a ninja – how to use it to actually get clients, to grow revenue, and to grow your business.

In the accompanying video, Dan says, "We're going to be talking about Sales Navigator and how to prospect on LinkedIn organically without spamming people and without automation.”

There are two phases. The first phase is creating targeted lists based on the profile of your ideal client. The second phase is the prospecting phase where you build a relationship with potential clients to find out if they have a challenge you can help them with. It’s an organic outbound approach.

Phase I: Building your targeted list

The primary thing you're going to be doing is looking for leads. Of the tools available on LinkedIn, Sales Navigator gives you by far the best filters.

“The key to success with Sales Navigator is to be hyper-specific and targeted on your niche, your market, whoever you're going after.” The focus of your list is going to impact the messages that you send and is going to impact the people that you target and it's going to impact your content across the board. “

The more specific and targeted and relevant you can be, the better the results that you're going to get.

In the video, you’ll see Dan actually building a prospect list within his niche. He filters by business role, (marketing/advertising), country and language (USA and English profile), and by the specific attributes that he wants in his potential prospects or leads. Your filters will likely differ. He bypasses any existing first degree connections and focuses on adding second and third degree connections.

If you watch the video, you’ll see step-by-step exactly how he chooses and sets up his filters in LinkedIn Sales Navigator. You won’t have to guess how it’s done.

Phase II: Prospecting by building a relationship with potential clients

The goal is to build a conversational relationship with the prospect during this phase using LinkedIn Sales Navigator.

This process helps him decide whether he can help his potential clients. It isn’t cold calling or a sales pitch.

Going back to the Sales Navigator list created in Phase I, you begin reaching out to prospects.  

One of the filters in building your list needs to be that your prospects are active and posting on LinkedIn. Otherwise, this strategy doesn't work.

Dan begins engagement by interacting with posts that his prospects publish on LinkedIn. "I'm going to react to the posts, but more importantly, I'm going to comment on the posts. I'm not going to say, 'nice post'; I'm not going to say 'great post,' I'm going to add value.

"I'm not pitching anything here. I am simply trying to start a conversation. My only goal is to get a response; because once I get a response, I can start to ask questions and try to help."

Find out if your prospect has a challenge, interest, or need that you're able to help with. Another point of potential contact is a shared personal interest or concern that can be the basis of a continuing conversation. You want to be able to ask questions to learn how you can help. You’re vetting and qualifying your leads.

Try to help prospects rather than pushing for a sale

You can explore what they’ve already tried and what has worked and not worked. You can give direction and advice to show your expertise. You can share that you use an organic system based on content and engagement so that you don’t have to do cold calling anymore.

You want to be in a position to say, "If I can help you overcome that challenge....would you be open to a conversation?" There's no cold call pitch.

Ultimately you’ll ask, “Do you want help with that?”

Yes, prospecting is hard and you have to be willing to take a systematic approach to it.  You have to be willing to spend a minimum of three one-hour blocks of time each week, consistently booking that time on your calendar.

“So I think that the most important part is to be human, to have fun, to be yourself, go out there, right? LinkedIn is a great platform to find business, but it is not a sales platform. It is not a marketing platform. It is a networking platform. You have to go out there, and you have to make friends. You have to genuinely want to meet people, get to know them and try to help them.

“So it's a matter of going out there and putting out good into the world, having fun, enjoying it. And that will return to you.”

There’s a ton more useful detail in the video. Watch it and you’ll get all the good stuff. If you don’t you could be missing out on exactly what you need to grow your business to it’s next stage.

To get in touch with Dan for more information, the best way to contact him is on LinkedIn. His profile link is:

His SIX3MEDIA company page is:

If you're interested in more content like this, head over to my website,  

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I'm regularly adding lots of hands-on, how-to information that I'm looking forward to sharing with you.

Stephen G. Pope
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