I thought I would create a little bonus lesson for you because using LinkedIn as a business tool often
includes either the use of LinkedIn business premium or LinkedIn sales navigator.
Now business premium, if you're paying for a version of LinkedIn, unless you turn it off, you're
going to have the gold in on your profile.
And when you do a LinkedIn search, you'll see that anyone who is paying often, unless he turn off
anyone is paying for a premium version of LinkedIn will go what I am will show up in the search results
as well.
Now the gold iam gives you some interesting features.
It gives you on company pages.
You'll see that you have insights and in under insights you have total employee count the distribution,
the new hires, notable company alumni and that they have jobs to see total job openings.
Any time you typically see that yellow bar or the word premium, that means this is information in LinkedIn
that's accessible to premium subscribers.
LinkedIn The other thing you'll notice that when you're using a premium LinkedIn is that you will be
able to see all 90 days, the last 90 days of all of your profile views.
If you're not paying for LinkedIn, you'll only be able to see the last five people unless they're hiding.
Who viewed your LinkedIn profile?
And another advantage of premium LinkedIn is that you can be an open networker.
And what that means is that you are willing to accept an a free email from another LinkedIn member who
is not a premium user.
Some people don't like that because they think it's too easy for spammers and scammers and hackers to
send you messages.
For me, I think it's beneficial for people I'm not connected with who are my potential target audience
or influencers to message me, even though I do make it easier for the scammers, spammers and hackers
to message me.
But I don't really get that much of that stuff, so I'd rather have the benefit with a little bit of
the risk of that other stuff.
Now this is LinkedIn Business Premium.
The next level up that you may be interested in if you're truly serious about using LinkedIn as a business
tool and a business development or a prospecting or research mode is to use LinkedIn Sales Navigator.
Now, Sales Navigator is another interface.
Here it is right here.
It's a whole other interface that accesses all of the same information in LinkedIn, but it gives you
lots of advantages.
I only break those advantages down for you in this next section of this lesson.
First of all, this is the interface.
So across the top you can go home.
Which brings me here.
By the way, this does the same thing.
I can go to my A list, so I've created list and I'll talk about that in a minute.
Of of accounts, accounts or companies, I can go to those lists that I've created.
I can have a lead list.
Leads are in the LinkedIn members.
I can have multiple lead lists that I create.
I can go visit that.
Here's my email messaging.
And this is excuse me, this is my sales navigator messaging, which would also include emails that
I've sent out, not nothing I've received all the messaging that other others send to you directly is
going to be in LinkedIn.
This messaging here is only emails that you've sent out or messages that you've sent out through Sales
Navigator and the replies that you get to those messaging LinkedIn messaging sales navigator messaging
are two totally different buckets of messaging.
Kind of wish it wasn't the case but what it is.
And here's admin tool.
So if you're using an enterprise level sales navigator or team version of sales navigator, then you'll
have admin tools here.
Now, I'll talk about list real quick.
If we're talking about search list are basically where you use sales navigator search and you found
either accounts or you found leads.
These are again companies or LinkedIn members who are relevant to that search that you were doing.
And you can put them all in what I refer to as a bucket or a list for you to work that list.
So it's really beneficial.
The maximum you put in a list is 150 leads or 150 accounts.
But you can have an unlimited number, relatively speaking, an unlimited number of list for leads or
accounts.
So again, you do a LinkedIn search and you find all the leads that are relevant to that search, whom
you want to do something with, engage with, listen to, follow, invite, whatever the words are.
And you can put them in these lists and you can manage the list.
Now let's go to search for a minute.
So I don't need to go home, but I go home for the sake of it.
So I search.
I have two types of search.
I have lead filters and account filters.
So if I go to lead filters, look at the different lead filters you have available to you.
One, two, three, four, five, six, seven, eight, nine, ten, 11, 12, 13, 14, 15, 16, 17,
18, 19, 2021, 22, 23, 24.
25, 26, 27, 28, 29.
Total filters.
Some of those you may not have access to if you're not using team link or you're not using a CRM with
29 different filters for looking for leads and at least 25 of them that are highly relevant to any LinkedIn
member.
Again, you can slice up your search for leads much more deliberately and find to to drive that list
down to the most important list with Sales Navigator Search.
I'm not going to show you how to do that.
It's really pretty easy.
I will show you.
One thing I really like is that when you go to a function or you go to a company type, not company
type, let's say geography, I can include or exclude you can't do that in LinkedIn, but sales navigator,
you can include or exclude in your search filters.
Pretty cool.
Now let's look at accounts.
Accounts.
See all filters I have one, two, three, four, five, six, seven, eight, nine, ten, 11, 12,
13.
I have 14 different filters in Sales Navigator, so I only have five in LinkedIn search.
Again, some of these you may not be able to use if you're not using Chrome, but these are really useful
to again drive your counts down to the smallest viable search.
And again, as with lead search under account search, I can include or exclude again, fine tune this
list to the smallest viable audience.
And then when I create this this search, let's just do a search.
Let's go look for us and just type in USA.
Yes.
I type in United.
So got 14 million companies now from the list here this is looking at cattle so I can I can select them
all I want to select and then I have the execution up top view employees unsaved saved and list whatever
I want to do and then I can also the three dots I can view the company view similar companies.
I can save this and maybe put it in a list.
So there's lots of execution and all of the execution would be for a whole nother course.
I'm giving you a high level view here.
But anyway, LinkedIn Sales Navigator Search, it's a very powerful set of tools, much more filters
that again can refine your search in much more deliberate ways.
Now, the tactic you have with Sales Navigator is that I can go look at someone that I'm not connected
with yet.
Let me go look at Lori, who on first level.
Lori And we find somebody.
I'm not connected with yours, Kara.
So if I'm not connected with Kara on LinkedIn, you typically cannot message them.
But with Sales Navigator, I can.
I get 50 email credits per month and they'll stack up to a total of 153 months.
We're not a wise idea that's to leave them not being used because they are an important and powerful
business tool.
But I can send her an email, give it a subject, give it a title.
Now what she's going to get is she's going to get a message in her LinkedIn that's going to say in mail,
and now the BOM is going to basically say, Do you want to accept or ignore this message?
But again, written properly, which I can teach that in another course, emails are very useful to
use and often can start a conversation in a meaningful way that you move through the process.
Another feature of Sales Navigator is I can go do a search, I can create a search for.
I want to find people whose function is accounting and I want to find people in Asia, and I want to
find people or who are in the industry of banking.
And just haphazardly building my search filters.
But then once I do that, then I can say, save this search.
So here's a here's a list of some saved searches that I've created.
And you can see I try to put enough information in here, shared connections and business development
who've been there more than two years, business developers in the USA, etc..
And these are the new results.
And the really neat thing about a save search is if you built a really highly focused search parameters
and you want to look at that on a regular basis because those LinkedIn members or those accounts are
highly relevant to you, then you should save that search and you should come back and work that save
search just by clicking on it and open it up.
And you work these records just as you would work any other search lists that you create, save searches
for accounts, save searches for leads, very worthwhile using.
And they're accessible only in sales navigator.
And the other tool that's available to you in Sales Navigator that I want to share with you in this
bonus video is the the tactic of social listening.
So when you save leads who are important to you and you really only want to save leads who are really
important to you in your business goal or your career goal, then those leads show up under alerts now
and then everything that shows up in your news feed is lots of content relevant to the people that you're
connected with, the companies you're following, the people you're following.
But most importantly, you're only going to see the content from those groups if you engage with them.
If you stop engaging with the LinkedIn network and they're sharing content, you're not going to see
their content because LinkedIn has done determined that you're not interested in that person anymore.
But on Sales Navigator, what shows up in the alert list?
We don't call it a newsfeed here.
It's an alert list.
What shows up is all of the content from the leads and the accounts that you're following.
So you're going to see all of that content regardless of the fact I have.
I haven't engaged with care or smart in years, but look at all the stuff I see that she shared recently.
But you know, if I have relied on LinkedIn, I never would have seen it because I haven't engaged with
her.
So the powerful thing here is you get to see all the content that these people are sharing and then
you get to click on this and view it over here in the details.
And better than that, I have the ability to come down here and like it or comment on it.
I don't have the ability to share it because the context here is social listening and social engagement
directly with in this case, Bill.
So I can like it.
So Bill knows I saw it or comment.
So Bill can hear my opinion, my philosophy, my perspective of what he shared.
This is called social listening and sales navigator gives you a really good platform for you to be able
to do that only with the people, the leads and the companies accounts that you have said are really
important to you and you have saved them in your list.
In summary, sales navigator works hand in hand alongside of LinkedIn.
So if you want to get the greatest value of using LinkedIn as a business tool and you're in a research
mode or a prospecting mode, I would really encourage you to consider subscribing to Sales Navigator
and use it alongside LinkedIn.
It does not replace LinkedIn.
You use it alongside LinkedIn because there's a lot I can do and say and LinkedIn that I can't do in
Sales Navigator.
Sometimes it's quicker and easier in LinkedIn, but the Sales Navigator is very focused and purposeful
for searching and listening to your target audience.
I hope this bonus lesson is helpful for you.