1. Social Selling with LinkedIn 2. Intro VP Sales, edSurge Salesforce.com blogger 3. LinkedIn Statistics 332 million people use LinkedIn 200 countries and territories 41% of members have 500+ connections 4. What to use LinkedIn for? Build your network Stay in touch when contacts change jobs Research & prospecting Email outreach: InMail Content sharing & thought leadership Touches - branding 5. What is a touch?It takes 7 touches before a potentialcustomer is willing to transact.-- Tara-Nicholle NelsonVP Marketing, MyFitnessPal &pug aficionado-- Marketing rule of thumb 6. LinkedIn Usage by Career Level Top Level Execs industry networkingand promoting business Middle Management keep in touch &industry networking Entry Level job search & co-workernetworking 7. PERFECTYOURPROFILE 8. LinkedIn: Broadcast Settings 9. Make sure your profile is up to snuffSmart headlineGood profile pic 10. Profile Pic: Dont do this 11. Aim for 100% complete profile 12. Profile: Get recommendations 13. Profile: Skills 14. Profile: Add Rich Media 94% of B2B buyers research online beforetalking to a salesperson provide usefulinformation Rich media: slideshare, video presos 15. RESEARCH 16. Search 17. Advanced Search 18. What can I learn from a profile? Work history Know people in common If you share a LinkedIn Group Community service Personal interests Status updates / publications Twitter account 19. Look at your competitors profiles Did you know that if you are connectedwith someone, you can see their 1stdegree connections? Consider turning this off: Account Settings> Profile > to select who can see yourconnections 20. BE AN INFORMATION PROVIDER 21. Status Updates Broadcasts across your network What to post: Links to useful articles, videos Blog posts Announcements about your company Inspirational quotes 22. GOT A LOT TO SAY? 23. Publishing on LinkedIn 24. GROUPS 25. Whats so great about groups? Finding potential partners Ability to direct message fellow members!! Opportunity to show up as helpful 26. Groups Find groups relevant to your industry Request to join Observe and participate answerquestions, ask questions, share goodinformation do not pitch! 27. 96,425 members 28. Suggested groups to join Data Protection Forum 1300 members Backup and Recovery Professionals 15,000 Cloud Security Alliance 60,000 EMC BRS - 1500 Avamar & Data Domain Specialists Worldwide - 1600 EMC Avamar Users - 2100 EMC NetWorker Backup Community - 2500 29. Participate in the Conversation 30. YOUFOUNDYOURPROSPECT,NOWWHAT? 31. What I do Look for contact information Follow on twitter Send InMail if ready to pitch Add to CRM / lead tracking Add to leads in Sales Navigator 32. Should I invite to connect? Have you met them in person? Have you had a call with them? Can you explain the mutually beneficialrelationship youll have by connecting? 33. How to invite to connect Invite from the persons profile page Scan for information to reference Write a person email explaining why youwant to connect Pro tip: do not use mobile app 34. How to write a killer InMail Think like a marketer What subject line will cause them to open butisnt misleading Explain why you are emailing and how youcan be of use to them Ask for a short conversation, suggest specifictime and date 35. Example of an InMail that workedAppealingsubject lineReason forreaching outMention peoplewe know incommonCall to action inthe form of aquestion 36. Another InMail that worked 37. An InMail to me that worked 38. Action Plan Add connections Premium Account 100% profile completion Join some groups 39. Final thoughts LinkedIn + Twitter = winning combo Experiment Things are changing all the time LI addsnew features try them! 40. Whatare you doingto be known? 41. Lets connect!@motodotwww.alicemyerhoff.comwww.linkedin.com/in/alicemyerhoff