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The Link Collective


Nov 29, 2023

Sales Navigator and Google are two powerful tools in the arsenal of anyone looking to connect with their ideal client on LinkedIn. My guest, Nigel Cliffe, is a LinkedIn trainer who specialises in helping his clients find and grow their target audience on LinkedIn. In this conversation, we’re talking about what Sales Navigator and why you would use it, how much dedication it needs, and why Google is a better search engine for finding your ideal clients on LinkedIn.

Use LinkedIn’s Built-In Algorithm to Find Your Target Audience

  1. Update your profile with your keywords
  2. Write about what you’re known for, including keywords
  3. LinkedIn puts your content in front of your target audience

Using Sales Navigator

Sales Navigator is a tool that lets you collect, navigate, and sort different types of people on LinkedIn. In the right hands, it’s a very valuable tool to help grow and connect with your target audience. Nigel Cliffe explains how to use Sales Navigator to find your audience and then have LinkedIn send you new leads who match your criteria each week.

However, in order to be an effective tool, Sales Navigator takes serious commitment. Users need to dedicate around two hours every day to using the tool, and they also need to commit to using it regularly. Nigel says it’s not a tool that you can just dip your toe into and expect success.

Search Engines and LinkedIn

According to Nigel, using Google is a more effective way to find your ideal clients on LinkedIn. As a search engine, Google allows you to filter words and phrases with an effectiveness that doesn’t exist on LinkedIn. 

This allows you to finesse your search criteria and find the exact right people in your target audience. From here, Nigel recommends building a list with this data and connecting to your audience on LinkedIn. 

Google and LinkedIn searches pick up the keywords that exist in someone’s LinkedIn profile. Industries, job titles, experience, and other target keywords filtered through profile information and someone’s about section all contribute to being effectively discovered on LinkedIn.

Call to Action

Do you utilise Sales Navigator to find leads? How have you used Google to find your target audience? I’d love to hear about how these tools have helped you connect with your ideal clients in the comments on the episode page.

In This Episode

  • What Sales Navigator is, and why you would use it [6:15]
  • How much time you need to dedicate to Sales Navigator each day [10:15]
  • How much Sales Navigator costs [15:15]
  • Why Google is a better search engine to find people on LinkedIn [24:00]
  • How to use Google to create a list of people you’d like to work with the most [25:00]
  • How LinkedIn puts your content in front of your target audience [28:00]

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The Visibility Package

Find Nigel Cliffe Online
Follow Nigel Cliffe on LinkedIn | X | YouTube

Find Louise Brogan Online
Follow Louise Brogan on LinkedIn | Facebook | Instagram | YouTube
Subscribe to LinkedIn with Louise Brogan on Apple Podcasts | Spotify