How to Use LinkedIn, Really!

P I V O T A L A D V I S O R S

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BUILDING SALES LEADER

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SHIP •  How are you using LinkedIn today?

•  How is your sales team using LinkedIn?

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•  Results update – how are you doing against plan?

•  Issues you would like to group to help you with?

•  What would you like to know about how your Sales Team can use LinkedIn?


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How to Use LinkedIn, Really

  Take the LinkedIn Quiz  Review Answers  What Do You Want to Know?  Quick LinkedIn History  How to Use LinkedIn  Practical Examples  Next Steps  Homework


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How You and Your Team

Can Get Much More from

the Most UnderuFlized

B2B Social Media Tool


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SHIP DIRECTIONS:

•  Take the quiz – four correct answers is really good

•  Score your quiz

•  We’ll review the answers, which are on page 2

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SHIP •  Started in 2002, Launched in 2003 -‐ 4,500 members

•  2012 – 161 million members in 200 countries

•  61% of members are outside the US

•  2012 – projected searches: 5.2 billion – 32/member

•  Es]mated connec]ons per member 150

•  Most members “collect” connec]ons & don’t use LinkedIn to grow their business

•  I’ve been a member since 4/07 – 3,155 connec]ons

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SHIP •  Prospec]ng

–  Least “noisy” channel – Inmail vs. email/phone –  List genera]on capabili]es

•  Awareness –  People can find you (and you can see it)

•  Credibility –  People “checking you out”

•  Research –  Find “relevant” data to get in the door

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What to Do How Generate Prospect Lists Advanced Search Increase Credibility Complete Profile Pre-Call Research Dig into Prospect Profiles Get/Give Referrals Quid pro quo Competitive Research Competitor Profiles Engaged Clients/Prospects Groups – create or join, open or

closed Staying Top of Mind with Clients/Prospects

Status Updates

Drive Web Traffic Send Links in Content Hiring LinkedIn Jobs, Candidate Profiles


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In the last 90 days my profile has been viewed 398 Fmes, which is 4 – 5 Fmes/

day, 7 days/week

Michael Klawitter


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Prospect (advanced

search)

Research (profiles)

Contact (Connection Request or

InMail)

Credibility (Your Profile)

Review (Users who viewed you)


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“Prospecting (LinkedIn)” “Closing Sales”

“Distractions” “Interruptions”

High

Low Low High

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Date/Time LinkedIn Activity Description How did it go? Duration Value

(H-M-L-0)

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SHIP •  Have one of your admins look at each

sales team member’s profile, note number of Connec]ons and Groups

•  Go through LinkedIn 100% Complete Profile check list

•  Give each sales team member’s beginning profile to them

•  Have the admin check weekly for progress

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LinkedIn


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•  Professional profile picture (what your sales team members would wear on a face-‐to-‐face sales call – even inside sales)

•  Make sure that the profile is as impressive as they are

•  Work history

•  Volunteer posi]ons

•  Skills & Exper]se

•  Company or personal business-‐related blog

•  Make it obvious: Why do I want you in my network?

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ADVANCED SEARCH PREP Rating Comments 1.  My profile 100% complete, I know how to use Advanced Search and save my

prospect list 2. I have a complete understanding of who I want as new client.

3. I have concise and value-packed Connection Request text

DURING REVIEWING PROFILES & SENDING CONNECTION REQUESTS Rating Comments 4. I look for, and make note of, Shared Connections 5. I look for, and note, common Groups 6. I look to see how many connections they have (100+ usually means that they

are somewhat active LinkedIn users who may see my Connection Request 7. I click-though to their web site and look for ways that I can be of value 8. I click-through and read their blog and follow them on twitter, if applicable

9. I modify my Connection Request text to make it as relevant as possible for each person

WRAP UP Rating Comments 10. I am keeping track of my Connection Requests and have a follow-up plan

PERSONAL REACTION Rating Comments 11. I feel that I followed the steps and, maybe, discovered some others 12. I feel some of these potential connections will become clients

13. This was a productive use of my time

Date: Objectives: Prospecting Criteria:

RATING SCALE: H=High M=Medium L=Low 0=No Value


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SHIP •  Business Cards

•  eMail Signatures •  eBrochures and other Documents

•  Social Media Profiles •  Web Sites

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•  Get Started (It’s easy to do and not to do)

•  Get into a ROUTINE

•  Do a lijle bit each day •  Divide large tasks, i.e., send a few requests/day

•  Set start and stop ]mes each day so it gets done

•  Regularly plan your ac]vi]es

•  Es]mate ]me realis]cally

•  By sending out an average of 2 – 3 Connec]on Requests each day since 4/07, I have 3,100+ connec]ons and generate most of our business from those connec]ons

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•  Describe your issue with as much background as is relevant

•  Alliance members ask clarifying ques]ons about your issue

•  Alliance members take turns providing recommenda]ons

•  You commit to course of ac]on (if possible)

•  Next mee]ng – follow up on your ac]ons and outcome

FORMAT:


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Thank you for parFcipaFon!

What are you going to apply as the result of today’s session?

UPCOMING EVENTS: Date: Tuesday, August 14th

Loca]on: Host? Topic: Forecas]ng and Pipeline

How to Use LinkedIn, Really!

Documents

Transcript of How to Use LinkedIn, Really!