One of the most powerful ways to generate more leads is by finding prospects that recently changed their jobs.
Think about all the possibilities in terms of sales that you can bring in when a potential customer changed their jobs.
If that prospect was a previous and loyal customer of yours, the prospect can easily ask their new team to use your product or service.
Maybe there’s a prospect in your pipeline that you spoke with a few months back, but the company did not approve the budget for using your service. Now you can re-engage with this lead because they might have the budget at the new company.
Like I mentioned earlier, the possibilities are endless.
Well, with that said, let’s dive into how to find prospects that recently changed their jobs.
How to find prospects that changed jobs
There’s actually a lot of ways you can find prospects that changed jobs or roles, but I found that the most effective way to do this is by using Linkedin.
If you have an in-house engineering team, they can build a tool on top of Linkedin for this or build some in-house tool for scraping the web like we do at GrowthOK.
Method 1: Notifcations
If you’ve been connecting with people on Linkedin, you should be receiving notifications from Linkedin everyday.
Have everyone or at least the sales reps on your team to check their Linkedin notifications. This is the easiest way to get instant updates on people within your connections that changed jobs.
Linkedin also makes it super easy for you to congrats them on their job change. It’s also an excellent conversation starter.
Don’t just say “congrats”
So, Linkedin actually does a good job filling in the conversation starter for you with “congrats on the new job.” , but that’s a bit too generic don’t you think?
If you’ve been in the B2B sales space long enough, you probably recognize that it is the default message that Linkedin provides for you when you click on that notification which is no good obviously.
The best approach to a personalized message would be something with an open-ended question.
This can be something simple like, “Congrats on the new gig, how are you liking the new work environment?”
Having a good conversation starter is a great way to engage with the potential prospect.
If you’re connected with the prospect, you can find their email under contact info within Linkedin. Send them a short and friendly email to congrats them.
Make sure you always end this email with an open-ended question vs a long formal email. Don’t overthink things.
Method 2: Finding prospects who replaced them
Reverse engineering for the win here..
Let’s say your company sells ecommerce software to marketing teams within clothing brand companies.
You noticed that one of your connections changed their job to another company and you already reached out to that prospect using the method above.
The next step would be to find who replaced that person from the previous company.
This can simply be done by going to the company’s page on Linkedin and looking for the person with the same title as before.
Method 3: Using Linkedin Sales Navigator
Linkedin Sales Navigator is the ultimate tool for prospecting, building lead list, and sales in general.
Once you save accounts, save leads, or set your sales preferences, you’ll see the following types of updates on your Sales Navigator homepage as well as in email notifications:
Lead updates – Get notified when leads change jobs, celebrate work anniversaries, and more.
Shares – See what your leads are sharing with their network.
Company updates – View updates posted to your accounts’ Company Pages.
In the news – See the latest news about your accounts.
Potential leads – Get notified when a lead recommendation changes a job or shares an update.
All updates – See an aggregate of lead updates, shares, company updates, news updates, and potential leads.
Of course in sales, we want to take advantage of all of them, but for this specific post, we’ll be using the change jobs lead updates.
Sales updates are prioritized on your homepage and email notifications by recency, relevance, and diversity.
You can filter updates by type using the search criteria in the Filter your updates box on the left. By default, the homepage update feed is set to Most important but you can switch between any of their other filters at any time.
With this in mind, all you need to do is set up the search results to only show updates from people who changed their job titles within 30 days.
Method 4: Have a list building solution do it for you
This is probably the easiest way to find leads that recently changed their job title. You can use a solution like GrowthOK to help you locate individuals in any specific sector that have changed jobs within a certain period of time.
The pros of using an outsourced solution to do it for you is that if you choose the right solution, it can be extremely time saving and effective.
Depending on the company, you can always request custom data points and additional filtering/targeting to help you find the leads you are looking for.
There are also tools out there that can help you find leads while applying the filters such as recent job changes, but the downside to that is that tools aren’t always reliable and data might not be accurate.
If you’re looking for a quality outsourced solution that works, don’t hesitate to reach out to us at GrowthOK.