Are You LinkedIn for Sales Success - Final
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Are You For Sales Success?
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Social Media…Is it a Fad?
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Where to start…choose 3…
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Average Age 41
Household Income $109,703
Male 64%
Comp
HHI $100K+ 53.5%
Own Smartphone/PDA 34%
College Grad/Post Grad
80.1%
Business Decision Maker
49%
EVP/SVP/VP 6.5%
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LinkedIn….So many uses…Finding a job….(Recruiters, Job Seekers,
Companies…)Managing a network of colleagues….Build a reputation….Community (online) involvement….Exposure….Marketing….Research…..Business Development….Sales….
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IntroductionOver 20 years sales, sales management,
and business development experience.LinkedIn member since January 27, 2004
500+ connections18 recommendationsMember of 35 groups (3 of which I manage)Have generated at least 25 new sales
opportunities from LinkedIn
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Exercise…
Choose someone at your table or close by. Take 2 minutes each to introduce yourself…
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Show of Hands -What did you learn?
-Where they work?-How long they have worked in the industry?-Awards?-Education?-Who they know?-Who they know…that you know?-How they can help you to find new opportunities for your product/service?
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AgendaLinking Yourself In
Getting startedProfile / SettingsMaking connectionsRecommendations
LinkedIn For SalesNetworking eventInitial Sales CallMaintaining relationshipsProspectingLead Generation
11:15 Q&A11:30 Wrap Up
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You are now officially LinkedIn…Check your email and validate your
accountDepending upon your current contact list,
you may or may not want to upload to LinkedIn. Personally, I did not do this!Personal contactsEmail sent inviting them to connect via
LinkedInStep 2 – Profile & Settings
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Profile & Settings“You only have one chance to make a good
first impression” still holds true.Fill out your complete profile!
Upload an appropriate photoWork ExperienceEducationAdditional InformationContact SettingsStatus Update
SettingsControl all aspects of LinkedIn
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Profile TipsProfile
Make sure bar is 100% completePut a good summary sectionAdd a bit to each job/role about accomplishmentsAdd your company or personal blog & twitter
accountsHonors & Awards…put them up thereMake sure people know how to contact you and
for what reasonsStatus updates…once a week…Something changed or added to profile…update
your contacts
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Settings TipsPublic Profile – Make sure it shows full profileGet your personalized LinkedIn URL
Add it to your email or business card. Also, get a customized button to add to your site, blog, etc.
Status Visibility – EveryoneMember Feed – Your ConnectionsEmail Notifications – Make sure it is correct.
Receive ALL InvitationsPrivacy Settings – Decide what others can and
cannot see. Connections Browse & Profile Views are key
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Making ConnectionsSearching for people you know & Inviting
them to connectLinkedIn wants you to connect with others…
use the site to find new connectionsManaging your connections. Tags, Notes, etc.Browsing connections & finding common
connectionsUnderstanding your networkTracking your invitationsExporting contacts
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Connections TipsAdding to your network – Make sure you have a history
or reason to connect. If nothing…use email address…or an introduction from someone in your network
Personalize the message. People will be more open to connecting
Use “People You May Know” & “Just Joined LinkedIn”Browse your connections connections to see who you
may know. Again…make sure you have a reason to connect!
Add a notes, tags, etc. to your contactsNetwork Statistics…are you connected in the right
area?Connections can be colleagues or classmatesConnections can be removed or exported
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LinkedIn Mobile –
Get it!
Connections via Bluetooth
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Source: AC Nelson July 2009
Recommendations…who cares?
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Recommendations TipsThe best way to get a recommendation is
to write one!Ask if you want to get!Have a purpose. Be sure to proof-read
before accepting and posting to your profile. Don’t be shy in asking for changes
Make them visible
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Networking Event
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Networking EventImpossible and often inappropriate to try and get
the same type of information you can get from LinkedIn
Send them an invitation to connect. If possible include some “rapport” in your invitation
Find out who they are connected toFind out more about their current and past
companiesOnce connected, contact to discuss any potential
opportunities….but remember the golden rule….make sure you can articulate “What’s In It For Me”
Keep track of them via blogs, groups, etc.Send them pertinent information or profiles
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Prospecting
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ProspectingSearch by CompanySearch by PersonAdvanced Search (Saved Search)Tip: If name is hidden – Use the “Viewers of
this Profile also viewed…”GroupsAnswersTip: Use the “Who’s Viewed My Profile” to
see if they have checked out your profile
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Initial Sales Call
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Initial Sales CallDo your research to set yourself apart from your
competitionResearch the person
Common Connections? Use to build rapport and to gain information about the client before meeting
Background, Awards, Blog, Presentations, Books, etc.Groups, Questions & Answers
Research the companyWebsite, etc.LocationsOther Employees…Past, present, & new hires. Any
connections?Competitors
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Maintaining Relationships
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Maintaining RelationshipsMake sure your homepage is set up to get
updates from your connections (Network Updates)
Activate applications like Slideshare, Bloglink, & Events
Take the time to send them information that may be relevant or of interest. Blog posts, Events, etc.
If you have someone in your network that may be of interest to them…send them the profile
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Lead Generation
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Lead GenerationGet involved in the groupsGet involved in the Question & Answers
sectionIf applicable, list yourself within the Service
Provider DirectoryPost your eventsPost your presentationsLinkedIn AdsMake sure people know how to contact
you!
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Questions?
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Next Steps
Lets connect: http://ca.linkedin.com/in/randywhitcroft
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