Li Training Ftw

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How to Use LinkedIn How to Use LinkedIn to Grow Your to Grow Your Business Business The Basics of Building Your The Basics of Building Your Profile and Developing Your Profile and Developing Your Network Network

Transcript of Li Training Ftw

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How to Use LinkedIn How to Use LinkedIn to Grow Your to Grow Your

BusinessBusiness

The Basics of Building Your The Basics of Building Your Profile and Developing Your Profile and Developing Your

NetworkNetwork

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A Visualization of the Structure of Social Networks

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Social Media’s Three BucketsSocial Media’s Three Buckets

Professional NetworkingProfessional Networking

Social NetworkingSocial Networking

Information SharingInformation Sharing

The Golden Rule of Professional Networking on Social Media for Business Development:

Manage all content as if your best client, your biggest

prospect, and your closest friend were the only

audience.

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To Grow Sales, I Need…To Grow Sales, I Need…

To TALK to To TALK to more people.more people.

To network To network more.more.

To be viewed To be viewed as an industry as an industry

expert.expert.

More people to More people to call in.call in.

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To grow sales I need to be viewed as To grow sales I need to be viewed as an industry expert.an industry expert.

How can you tell if a someone is an “Industry How can you tell if a someone is an “Industry Expert”? What do they do?Expert”? What do they do?

Share high-level industry knowledge.Share high-level industry knowledge. Offer analysis and perspective on current issues/events.Offer analysis and perspective on current issues/events. Provide suggestions and guidance to others in their Provide suggestions and guidance to others in their

field.field. Are recognized by other VIPs in their industry.Are recognized by other VIPs in their industry. Keep visible and active in their professional Keep visible and active in their professional

communities.communities. Are quoted or referenced in industry publications and Are quoted or referenced in industry publications and

networks.networks. ReceiveReceive calls from people looking for assistance. calls from people looking for assistance.

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To grow sales I need to network more.To grow sales I need to network more.

How does networking help grow your business?How does networking help grow your business? When you call people you’ve networked with, they’re more When you call people you’ve networked with, they’re more

likely to take your call.likely to take your call. You find people who may be good connections/ prospects/ You find people who may be good connections/ prospects/

resources who aren’t currently in your database or on your resources who aren’t currently in your database or on your radar.radar.

You can build brand awareness for your company and for You can build brand awareness for your company and for yourself.yourself.

Networking gives you an opportunity to have CONVERSATIONS Networking gives you an opportunity to have CONVERSATIONS about your industry to show off your skill and knowledge.about your industry to show off your skill and knowledge.

You’re more likely to have referrals sent to you when you’re You’re more likely to have referrals sent to you when you’re actively networking.actively networking.

Networking gives you an opportunity to build trust and Networking gives you an opportunity to build trust and familiarity.familiarity.

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To grow sales I need to TALK to more To grow sales I need to TALK to more people.people.

If you’re in the midst of a very busy day, and If you’re in the midst of a very busy day, and feeling the crunch of unfinished work or unmet feeling the crunch of unfinished work or unmet goals, how would you respond to the following?goals, how would you respond to the following?

Zig Ziglar calls and leaves you a voicemail. Zig Ziglar calls and leaves you a voicemail. Would call him back the same day?Would call him back the same day?

Your Assistant tells you that Angus King or Jim Collins is on hold Your Assistant tells you that Angus King or Jim Collins is on hold for you. for you.

Would you stop what you’re doing and take the call?Would you stop what you’re doing and take the call?

You get an email from the Commissioner of the ME Dept of You get an email from the Commissioner of the ME Dept of Economic & Community Development asking you to schedule a Economic & Community Development asking you to schedule a time to speak. time to speak.

Would you reply immediately?Would you reply immediately?

““John Richardson” calls and asks for ten minutes to talk about a John Richardson” calls and asks for ten minutes to talk about a service he’s offering.service he’s offering.

Would you give him the ten minutes, or tell him you’re Would you give him the ten minutes, or tell him you’re busy?busy?

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To grow sales I need more people to call in.To grow sales I need more people to call in.

Why would someone want to call you? How do Why would someone want to call you? How do you choose who you call for services you you choose who you call for services you purchase?purchase?

In general, a personal connection with a prospect will increase In general, a personal connection with a prospect will increase the likelihood that they’ll call you when they need your service.the likelihood that they’ll call you when they need your service.

When seeking a service or information, people look for trusted When seeking a service or information, people look for trusted vendors.vendors.

They know you will treat them professionally and provide good They know you will treat them professionally and provide good service and value.service and value.

Someone in their circle of influence has suggested that they call Someone in their circle of influence has suggested that they call you.you.

Your name/company name is top of mind when they think of Your name/company name is top of mind when they think of your service.your service.

Your contact information is easy to find.Your contact information is easy to find.

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To Grow Sales, I Need…To Grow Sales, I Need…

To TALK to To TALK to more people.more people.

To network To network more.more.

To be viewed To be viewed as an industry as an industry

expert.expert.

More people to More people to call in.call in.

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Jason’s Network on LinkedInJason’s Network on LinkedIn

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Creating Your Profile: The Basics

Professional Headline: •Your elevator pitch•120 Characters•Not hyperlinked•If you provide email, you will get unsolicited link requests

Employment & Education: •Include RELEVANT past employers•Update when you change titles•Include RELEVANT education

Websites, Interests, Associations, & Honors/Awards: •Add link to your company’s website•Always customize the Website Name•Add links to Non-Profits you volunteer with•Add professional awards, associations & interestsPublic Profile Link & Summary: •Customize your profile link to include your name•Your summary is the extension of your personal professional elevator pitch•Update your summary regularly

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Managing Your accountManaging Your account

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Group ParticipationGroup Participation

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Group ParticipationGroup Participation

DiscussionsDiscussions Add a new discussion or comment on a Add a new discussion or comment on a

discussion a few times each month.discussion a few times each month. NewsNews

When you see good articles, look for a share When you see good articles, look for a share link and share with your group. link and share with your group.

UpdatesUpdates MembersMembers

Search for and connect with people in your Search for and connect with people in your groups.groups.

SettingsSettings Choose how often you want to see updates, Choose how often you want to see updates,

and how people can contact you from the and how people can contact you from the group.group.

ShareShare Send an invitation to join the group to Send an invitation to join the group to

colleagues.colleagues. Leave GroupLeave Group

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Group ParticipationGroup ParticipationRules of ConductRules of Conduct

Don’t try to sell on your first contact!Don’t try to sell on your first contact! Respect group members’ time- provide value!Respect group members’ time- provide value! Don’t over do it! (no one wants 10 emails a week from Don’t over do it! (no one wants 10 emails a week from

you, no matter how wonderful you really are)you, no matter how wonderful you really are) Be thoughtful- remember, you’re the new kid in Be thoughtful- remember, you’re the new kid in

school.school. Respond to discussions and messages.Respond to discussions and messages. Consider the group a valued resource.Consider the group a valued resource. You can never be TOO appreciative or polite.You can never be TOO appreciative or polite. FOLLOW THE GOLDEN RULE OF PROFESSIONAL FOLLOW THE GOLDEN RULE OF PROFESSIONAL

NETWORKING ON SOCIAL MEDIA OUTLETS!NETWORKING ON SOCIAL MEDIA OUTLETS!

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Building Your NetworkBuilding Your Network

Start by using the advanced search Start by using the advanced search features to find people you are already features to find people you are already connected with.connected with.

Current CustomersCurrent Customers Volunteer OrganizationsVolunteer Organizations School ClassmatesSchool Classmates Previous EmployersPrevious Employers

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Building your NetworkBuilding your Network

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Once you start connecting to Once you start connecting to people you know well, you can people you know well, you can begin to find new contacts.begin to find new contacts.

Review the connections of your 1Review the connections of your 1stst level connections.level connections.

Keep you eyes open for connection Keep you eyes open for connection indicators.indicators.

Call your first level connections to ask Call your first level connections to ask for an introduction to their for an introduction to their connections.connections.

Building Your NetworkBuilding Your Network

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Building your networkBuilding your network When speaking with a current When speaking with a current

customer, ask if they’re on LinkedIn.customer, ask if they’re on LinkedIn. If they are, offer to connect and send an If they are, offer to connect and send an

invite.invite. If they are not, suggest they check it out.If they are not, suggest they check it out.

Search for people using Advanced Search for people using Advanced features.features.

Search for people in your Groups.Search for people in your Groups.

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Best Practices: invitationsBest Practices: invitations

Never presume that people will want to Never presume that people will want to connect with you.connect with you.

Don’t send out multiple invitations to link.Don’t send out multiple invitations to link. Don’t attempt to connect with strangers.Don’t attempt to connect with strangers. Always customize your invitation to Always customize your invitation to

connect.connect. Be humble and present WHY you want to Be humble and present WHY you want to

connect.connect. Remind the person how you know them.Remind the person how you know them.

When possible, connect on the phone first.When possible, connect on the phone first.

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Best Practices: RecommendationsBest Practices: Recommendations Never presume that people will want to recommend Never presume that people will want to recommend

you.you. Recommendations from coworkers are less valuable Recommendations from coworkers are less valuable

than from outside contacts.than from outside contacts. Only send blind recommendations to very close Only send blind recommendations to very close

connections.connections. For all others, give them a heads up that a request for For all others, give them a heads up that a request for

recommendation is coming.recommendation is coming. If you choose to recommend someone, be thoughtful If you choose to recommend someone, be thoughtful

and provide details about your work with them.and provide details about your work with them. If you get a recommendation that has grammatical If you get a recommendation that has grammatical

errors, send it back with a note to edit- be errors, send it back with a note to edit- be appreciative and assume it was an oversight on their appreciative and assume it was an oversight on their end. If you’re posting it on your site for all to see, end. If you’re posting it on your site for all to see, they’ll want it to be right.they’ll want it to be right.

Always send a thank you note back to someone who Always send a thank you note back to someone who has recommended you.has recommended you.

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And Don’t Forget!!!And Don’t Forget!!!

Manage all content as if your best client,

your biggest prospect, and your closest friend were the only audience.