How Solopreneurs Should Use LinkedIn Sales Navigator in 2020

As a solopreneur, selling is what you do. And as it turns out, you can use LinkedIn Sales Navigator to drive more sales. It’s not just for Fortune 500 companies. 

Specifically, Sales Navigator helps you generate solid leads and personally reach out to each of them. In turn, you’ll be able to get more responses, more blog visits, and eventually make more money.

Why Use LinkedIn Sales Navigator?

Every entrepreneur should be using Sales Navigator. Here’s why.

Not only do you get free InMail messages via your Sales Navigator account, but you can also compile a list of people who may want to buy the specific product you offer. 

According to LinkedIn, salespeople using Sales Navigator are:

  • Over four-and-a-half time times more likely to view profiles of decision-makers
  • Two-and-a-half times more likely to connect with those decision-makers
  • Making nearly three times the number of searches (which means they’re finding more leads)

Those are good enough reasons for any business owner to start using LinkedIn Sales Navigator, from small businesses on up. 

But how exactly should solopreneurs use this tool? 

How Solopreneurs Can Use LinkedIn Sales Navigator

Here are some practical steps you can take to grow your solopreneur career with LinkedIn Sales Navigator.

Use advanced searches

The most notable factor for building leads as a solopreneur is the advanced search on LinkedIn Sales Navigator. This isn’t like your typical search feature. 

You can filter potential leads by:

  • Industry
  • Location
  • Professional experience
  • What you offer as a solopreneur
  • Keywords
  • How closely you and the leads are connected on LinkedIn

This can give you hundreds of leads in minutes — hundreds of potential customers you can reach out to.

Create a lead list

Once you have your leads, then you can save those contacts to a lead list. This compiles in one place all of the possible clients to contact. 

After you’ve saved them, you’ll get a notification when those people change their job on LinkedIn. This means they may be at a new company or in a new position where they could use your services. 

Email your leads

Once you have a list of people you want to contact, you can export the email addresses and start cold emailing them. Exporting can be a bit complicated, but there are tools to make this process easier. 

Like I said earlier, LinkedIn does have InMail, but you’re limited to just 20 messages a month. So email is likely the better option here. 

Get personal

As a solopreneur and not a huge company, you have the benefit of being more approachable in your emails. Your message is coming from you, not from some marketing manager at a big firm. 

So make your emails as personal as possible. Check out the person’s profile and mention notable career accomplishments and their personal interests. Use variables (name, company, and domain) to make them feel like you’re speaking directly to them. 

Take the time to get personal in your cold emails and it will pay off.

By effectively using LinkedIn Sales Navigator with the tips I’ve shared, you’ll be on track to grow your solopreneur business in 2020 and beyond.


Brooklin Nash is Head of Content at — a sales prospecting tool focused on LinkedIn Sales Navigator. On the weekends, Brooklin parties hard with his own content marketing business. Find him on LinkedIn and Twitter.


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