Why You Should Leverage Spotlights On LinkedIn Sales Navigator

If you aren’t familiar with leveraging Spotlights on LinkedIn, it is a feature that uses LinkedIn’s data to pick out the prospects in your search who are most likely to be receptive to your communications. On average, prospects in your Spotlights on LinkedIn are 64% more likely to respond to an InMail message.

Here are a few reasons why you should leverage Spotlights on LinkedIn…

• With the ‘Job Changes’ spotlight, you can identify prospects who have changed jobs within the last three months. It’s common for people on LinkedIn to congratulate others on new positions. So, whilst you may not know the lead personally, this is a legitimate reason for reaching out.

• The Shared Experiences spotlight uncovers prospects who attended the same schools, worked at the same companies, or belong to the same LinkedIn Groups as you. Being able to approach a lead with a shared experience makes you seem less like a stranger. People buy from people; leverage these shared experiences to break the ice and create opportunity. 

• The LinkedIn Activity spotlight shows prospects who have posted or shared content on LinkedIn in the past 30 days. This filter makes it easy for you to decide whether or not you want to take the chance on a prospect who may not be an active user. 

• The Mentioned in the News spotlight uncovers prospects who have been mentioned in the news in the past 30 days. This is a perfect reason to reach out to a prospect… You can tell them that you saw the piece and let them know your thoughts – I’m sure they’d love to hear what you think! 

• The Leads that Follow Your Company spotlight uncovers prospects who follow your company on LinkedIn. If someone is aware of your company, the chances are they will be more open to communicating with you. Knowing that the lead is already aware of your company is a great sign, and it’s one you should take advantage of. 

• The TeamLink spotlight finds prospects who are already connected to your colleagues. The importance of utilising your TeamLink connections cannot be stressed enough. It opens up your network and is essentially a foot in the door to leads you otherwise wouldn’t have access to.

With so many options on Spotlight, there are endless opportunities when it comes to prospects. Leveraging spotlights on LinkedIn allows you to target and prioritise ‘warm leads’, whether this is for business or simply to grow your network with like-minded individuals.