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How to use Sales Navigator to Target Customers through Existing Connections

Matt Hlavacka
April 11th, 2022
linkedin marketing

When using Sales Navigator, the approach is usually the same. We search using certain keywords and based on industry or job title. Then we target the people on the list with the most obvious template ever:

Hey {first_name}! Saw you working at {company_name}! Let's connect!

Most people are tired of this, so they'll simply ignore you.


Despite the negative impact, there is still a chance to generate solid results and increase your sales.

Perform Customer Segmentation

We will use Sales Navigator for this operation in a different, not typical way.

First, prepare your ideal customer from your network and find them via the search in the Sales Navigator. Once there, click on more and view similar. Voilà!

Sn results

The specific list of customers will be displayed similar to the one you have selected. Each of these leads you can save in specific lists (I will note why this is important in a bit)


Once you add the number of qualified prospects, we can continue in the sales process.

Increase the leverage of each sales process

Everyone is familiar with the automation tools, but most people use them in the wrong direction. The spammy attitude doesn't lead to anything more than lowering your SSI score and getting a limit on your requests.

However, with Icereach, there is a lot more to be achieved. Using a LinkedIn automation tool like Icereach can significantly help scale your outreach without getting banned or flagged. It's your leverage to success.

First, add the list you have saved in Sales Navigator on the platform.

The platform will scrape the list and all available public information for its prospects. Before assigning them to an outreach campaign, consider our approach.


The connection request can be left empty, but the chances of connecting with your prospects are a lot less. Setting a good approach is critical for achieving higher response rates. Using targeted icebreakers is the best way to go about it.

But first, let's discuss what an Icebreaker is.


No worries, it's not like the picture above. We have figured out from our marketing experience that using a new stylish approach related to people's profiles and adding your unique value to them can be a game-changer. It is not only increasing the chances of getting replies but also successfully closes the deal. Our team has made a good blog guide on this type of icebreaker.


If you don't know how to write a successful connection message yet, you can check out outreach template examples to get more ideas.

Creating intro lines for each prospect manually will take a lot of time. Luckily there is a faster way by using Coldlist platform. We found it pretty handy.

By importing the list from Icereach into their platform, Coldlist will automatically generate personalized intro lines for each of the imported prospects.

It will help you create intro lines without spending too much time on manual research.


Once the process is over, export the list, add it to google sheets, and import it again into Icereach. An important note is to match the icebreakers as a custom placeholder which you can use directly inside your sequences.



We recommend trying this approach out with your target audience to see if personalized intro lines start more conversations. We have achieved a very decent 59% acceptance rate and a 39% reply rate.


If you'd like to grow more business opportunities and engage with your leads better, take a chance to book a free demo call or directly try our platform with all features included for a 7-days free trial.

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