3 Ways to Use Sales Navigator to Get Referrals & Introductions
Referrals and introductions are one of the most effective ways to generate new business. Yet, many business people overlook this opportunity.
In this article, I’ll explore the why for referrals and identify three ways to use Sales Navigator to get referrals and make the best use of these opportunities. Let’s look at the why for referrals first.
Why Referrals Work
Referrals aren’t just about a convenient way to speak to new potential clients, statistically they are not only a huge missed opportunity, but they drive better results. Here’s why:
91% of customers said they’d be happy to give referrals. But conversely, only about 11% of salespeople actually ask for them. This translates into 80% of missed opportunities.
84% of buyers are influenced by recommendations from colleagues or peers (because trust is passed on).
50% of referrals convert to actual conversations.
Referred leads are a very low-cost way of generating leads. It’s very hard to beat the time it takes to ask for a referral.
Referrals shorten sales cycles by coming with built-in trust, credibility, and a higher likelihood of conversion.
3 Referrals & Introduction Methods
Sales Navigator can be used strategically to tap into the potential of referrals and introductions to consistently add high-quality prospects to your pipeline.
1. Leverage Mutual Connections for Warm Introductions
Sales Navigator allows you to filter search results by second-degree connections. In doing this, you can see the shared connections you have with people you want to speak to, who can facilitate introductions. This feature is invaluable for turning cold outreach into warm conversations.
How It Works
Use the Advanced Search filters to identify highly targeted second-degree connections. Review the mutual connections who know both you and the prospect. Select the best one (or a handful) with which you have the strongest relationship. Reach out to this mutual connection with a personalised message asking for insights or an introduction. This strategy not only increases your chances of a response but also builds trust faster by leveraging existing relationships.
💡 If your mutual connection isn’t comfortable making an introduction, ask if you can name-drop them when reaching out to the prospect.
2. Ask for Internal Referrals
For account-based sellers, Sales Navigator’s ability to map out connections within target companies is a powerful tool. It helps you identify key stakeholders and potential internal champions who can refer you to decision-makers.
How It Works
Navigate to an account you want to target and filter for first-degree connections who work there. Look for past colleagues, clients, or even acquaintances. Reach out with a personalised message to start a conversation to find out some insights about the company and the people.
💡 Even if the person isn’t the decision-maker, they can often connect you with someone who is or provide valuable insights about the organisation.
3. Networking Introductions/Referrals
Networking works best when there is reciprocal help. Using Sales Navigator and the filters it has, you can easily identify those whom you can be introduced to and those whom you can introduce to your networking buddy.
How it Works
Go to the Sales Navigator search and use the Connections of filter to find your contact. Add additional filters to find your ideal clients who are 2nd connections. The people in this search are potential contacts your Networking buddy can introduce you to. When they do the same in their account, they will have a list of people you can introduce them to.
💡 Clients are the ultimate partner to do this with, as they can refer you on with the benefits you have brought to them. Absolutely, credibility and trust.
In Summary
Gaining referrals and introductions is a strategy not enough people employ, especially given the upside this strategy brings. Sales Navigator isn’t just a tool for finding potential leads, it provides users with an opportunity to roll out many strategies for building meaningful relationships that will lead to new business opportunities.
These three strategies enable users to find some of the best opportunities out there, with less cost and a much higher success rate.
3 Ways to Use Sales Navigator to Get Referrals & Introductions
3 Ways to Use Sales Navigator to Get Referrals & Introductions
Referrals and introductions are one of the most effective ways to generate new business. Yet, many business people overlook this opportunity.
In this article, I’ll explore the why for referrals and identify three ways to use Sales Navigator to get referrals and make the best use of these opportunities. Let’s look at the why for referrals first.
Why Referrals Work
Referrals aren’t just about a convenient way to speak to new potential clients, statistically they are not only a huge missed opportunity, but they drive better results. Here’s why:
3 Referrals & Introduction Methods
Sales Navigator can be used strategically to tap into the potential of referrals and introductions to consistently add high-quality prospects to your pipeline.
1. Leverage Mutual Connections for Warm Introductions
Sales Navigator allows you to filter search results by second-degree connections. In doing this, you can see the shared connections you have with people you want to speak to, who can facilitate introductions. This feature is invaluable for turning cold outreach into warm conversations.
How It Works
Use the Advanced Search filters to identify highly targeted second-degree connections. Review the mutual connections who know both you and the prospect. Select the best one (or a handful) with which you have the strongest relationship. Reach out to this mutual connection with a personalised message asking for insights or an introduction. This strategy not only increases your chances of a response but also builds trust faster by leveraging existing relationships.
💡 If your mutual connection isn’t comfortable making an introduction, ask if you can name-drop them when reaching out to the prospect.
2. Ask for Internal Referrals
For account-based sellers, Sales Navigator’s ability to map out connections within target companies is a powerful tool. It helps you identify key stakeholders and potential internal champions who can refer you to decision-makers.
How It Works
Navigate to an account you want to target and filter for first-degree connections who work there. Look for past colleagues, clients, or even acquaintances. Reach out with a personalised message to start a conversation to find out some insights about the company and the people.
💡 Even if the person isn’t the decision-maker, they can often connect you with someone who is or provide valuable insights about the organisation.
3. Networking Introductions/Referrals
Networking works best when there is reciprocal help. Using Sales Navigator and the filters it has, you can easily identify those whom you can be introduced to and those whom you can introduce to your networking buddy.
How it Works
Go to the Sales Navigator search and use the Connections of filter to find your contact. Add additional filters to find your ideal clients who are 2nd connections. The people in this search are potential contacts your Networking buddy can introduce you to. When they do the same in their account, they will have a list of people you can introduce them to.
💡 Clients are the ultimate partner to do this with, as they can refer you on with the benefits you have brought to them. Absolutely, credibility and trust.
In Summary
Gaining referrals and introductions is a strategy not enough people employ, especially given the upside this strategy brings. Sales Navigator isn’t just a tool for finding potential leads, it provides users with an opportunity to roll out many strategies for building meaningful relationships that will lead to new business opportunities.
These three strategies enable users to find some of the best opportunities out there, with less cost and a much higher success rate.
How many of these strategies are you using?
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