The Most Important Search Filter On LinkedIn

Here’s where I get in trouble, making a statement like that in my title, but hear me out on this one, I think I may be able to bring you around. 

The bad news is this search filter is in Sale Navigator. You can’t access it using free LinkedIn. The good news is that it is a very powerful one, especially in today’s volatile job market. 

For people searches, Sales Navigator has a couple dozen filters. Some are really important and get used in almost any search, things like keywords, title, and geography. Others are more subtle such as industry that can be used in some cases, but in those cases it can make a big difference. And some are pretty marginal, things like company type, or when the people you are searching for joined LinkedIn. 

With judicious use of all these filters you can find almost anybody, and even better, you can change the filters after you have done your search, effectively fine tuning it. 

But there is one special filter that can change the quality of your LinkedIn outreach. Notice that I say “the quality of your outreach” and not “the quality of your search” because this filter is only accessible after you have performed your initial people search. It is buried in an innocuous section on the left hand side of your search results screen.  

Notice that the search results pictured below originally yielded 8,000 people. What I will do next is apply the secret filter that is buried behind the “Spotlight” heading in the left hand column of my screen. 

The filter is “changed jobs in the past 90 days”. Here is what happened when I applied it to my search results – I got 78 results. 

There actually is another filter on Sales Navigator that selects people who have changed jobs, but it’s finest granularity is changed jobs within the past year. This one is within the last 90 days. 

Why is this important? 

New people are often open to new ideas. They often want to bring in fresh vendors. They are interested in putting their stamp on the new job. Which means opportunity for us. In the first pass of the search above I came up with eight thousand people. If these were prospects and I can see that seventy-eight of them in particular are new to their jobs, guess who I am reaching out to first? And because they are new I have something to use when I message them. 

Here’s an idea I use when I reach out to new people like this. I usually don’t ask them about some aspect of the new job because that’s an obvious question that everyone has already put to them in congratulating them on the new job. What I will do instead is ask about some aspect of the new job and how it is different from their last job. I have found people will open up on that topic. 

Take advantage of this information. 

Obligatory boilerplate:

I do not work for or have any association with LinkedIn, other than being a user who pays them for his Sales Navigator subscription every month. But I was an early subscriber to Sales Navigator and have a grandfathered subscription with less InMails than most Sales Navigator Pro users have. But it’s still pretty awesome, and worth every penny. 

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