Geekdom Presentation - Leveraging LinkedIn to Build your Business
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The document outlines a structured approach to leveraging LinkedIn for business development through Sandler Training in San Antonio. It identifies key objectives, stages, and critical activities for effective prospecting, emphasizing the importance of defining targets and measuring outcomes to achieve desired results. Key rules include managing behaviors over numbers and the necessity of a defined plan to attain specific goals.
Geekdom Presentation - Leveraging LinkedIn to Build your Business
- 1. Leveraging LinkedIn Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230 Ph: (210)365-5746 www.spc.sandler.com
- 2. Rule #1: Decide what you want, build a plan and you can bet on the outcome. Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230 Ph: (210)365-5746 www.spc.sandler.com
- 3. What do you want to accomplish? 1.Build an on-line presence 2.Have a resume available 24/7/365 3.“Quick-Apply” for Jobs 4.Have contact information readily available 5.Be “findable” by keyword searches 6.Publish authoritative content 7.Connect with Prospects & Clients 8.Give/Get Recommendations 9.Be Memorable 10.Learn new things 11.Showcase new products/services Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230 Ph: (210)365-5746 www.spc.sandler.com
- 4. 5 Stages 1.- Universe • Geographic location • Industry/Niche 2.- Suspects • Company: Size, Industry, Products, • Location: Geography • Position: Title, Dept, Area • Prospect/Influencer 3.- Prospecting: Critical Activities • Activities: At least 5 • Frequency: Daily, Weekly, Monthly • Activity Goals 4.- Opportunities: Pipeline Value • Number of quotes • Total Value of quotes 5.- Contracts Suspects Prospecting Opportunities Contracts Universe
- 5. Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230 Ph: (210)365-5746 www.spc.sandler.com Stage 1 DEFINE YOUR TARGET 1.- Suspects • Company: Size, Industry, Products, • Location: Geography • Position: Title, Dept, Area Suspects
- 6. Rule #2: Don´t manage your numbers, manage your behaviors. Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230 Ph: (210)365-5746 www.spc.sandler.com
- 7. Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230 Ph: (210)365-5746 www.spc.sandler.com Stage 2 Critical Activities (Cookbook) 2.- Prospecting: Critical Activities • Activities: At least 5 • Frequency: Daily, Weekly, Monthly • Activity Goals Accountability • Number of Contacts • Number of Meetings Prospecting
- 8. LinkedIn Critical Activities Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230 Ph: (210)365-5746 www.spc.sandler.com • Invitations • Posting: Events, Articles, Product/Service, Comments, Sharing • Referrals: Giving and Asking • In-mails: Focused “30 sec commercial” • Endorsements • Recommendations
- 14. Cookbook 2017 Jan Feb Mar Apr May June July Aug Sept Oct Nov Dec Sales Goal Sales Total Difference(%) #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! ##### #DIV/0! #DIV/0! March Week 1 Week 2 Week 3 Week 4 Week 5 Cumulative Daily Goal Weekly Goal Monthly Goal Performance Key Performance Contracts 0 Opportunities 0 Meetings 0 #DIV/0! Conversations 0 #DIV/0! Prospecting Activities LinkedIn 0 Referrals 0 Dials 0 Alliances 0 NW 0 EB´s 0
- 15. Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230 Ph: (210)365-5746 www.spc.sandler.com Stage 3 Opportunities: Pipeline Value 3.- Pipeline Value • Number of Quotes • Total value of Quotes Opportunities
- 17. Rule #3: If you can´t measure it, you can´t manage it. - Dr. W. Edward Deming Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230 Ph: (210)365-5746 www.spc.sandler.com
Editor's Notes
- #2: How many of you are introverts? How many of you don’t like writing anything that might be seen in public? How many of you are afraid of public speaking? How many would want to showcase your work on The Apprentice or Shark Tank?
- #4: If you search for forensic engineering, international business, or subrogation, my profile pops up first.
- #11: La unica persona que necesitas en tu vida es aquella que te demuestra que te necesita en la suya. The only one you need in your life is that person who shows you he needs you in his.