Create searches to find and prioritize leads based on relationship pathways - Sales Navigator Tutorial

- You know the saying, people buy from people. Well, it's probably even more true to say that people buy from people they know. So how do you find leads based on relationships, whether that's from your own network, your teammates' network, or even existing satisfied customers? In this video, we'll look at using advanced filters to do just that. From the homepage to the right of the search bar, we'll select lead filters. Let's combine some filters to identify leads based on referrals. Now take a look at the connection filters. You have different degrees of connection here. First degree connections refers to anyone in your existing network on LinkedIn, while second degree connections show all the people your network could introduce you to. Simply add that to our search. Now, you're probably seeing a lot of results, but you want to get introduced to quality leads. So let's add more filters to narrow the search. We've already created personas, which you can see down here in the workflow group of filters. Choose your persona and it can be quickly applied here to our results. You can see on the left that it applies some of those broad filters that we used, but we can also build on these if you want to further customize. And voila, Sales Navigator quickly finds leads matching these criteria. Up here on the top right of our search filters, we'll want to save this search, so that Sales Navigator alerts you to new leads as your network grows. And we'll select the checkbox to the left of each lead's profile picture, and then add them to a list to Ensure Sales Navigator provides us with alerts relevant to each of these leads. When you name this list, give it a clear name so that you can distinguish it from others. I'll call this my Referral Leads from Personal Network. Earlier we spoke about TeamLink, and as a reminder, TeamLink allows you to harness the power of your colleagues' network. So rather than looking for a referral from my own network, I can reach out to my teammate for that warm introduction. For a variation of the search, let's remove the connection filters from our earlier search by clicking on the X beside second degree connections over here on the left. Now, if your colleagues or teammates also share a Sales Navigator contract with you, you'll have access to TeamLink, which allows you to harness the power of their networks for introductions. Remember to save that search so that Sales Navigator continues to look for referral opportunities for you. While the third variation of relationship searches lets you find leads from companies you've already dealt with, if leads have already seen the great things that you did at their previous company, they're more willing to give you a foot in the door at the company they work at now. So let's remove the TeamLink filter here, and up here in the top left, we can click into the past company filter. From here, you can simply type in the name of any company, let's say Microsoft, where you might have had previous dealings. In these searches, we looked at referrals, coming from relationships in our own network, from our teammates' network, and relationships with existing or previous customers. Go ahead and create these searches for yourself and remember each time to select the leads you want to focus on right now and save them to a list. And save each search separately so that Sales Navigator can become a referral engine to help identify new leads.