How High Performing Small Businesses Leverage LinkedIn
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This document discusses how small businesses can leverage LinkedIn for sales. It notes that LinkedIn has over 332 million engaged members and can be used for lead generation, visibility, and as a publishing platform. A case study shows that a marketing program on LinkedIn resulted in a 63% increase in website traffic. The document provides tips on how to look like a professional on LinkedIn such as completing your profile, starting a company page, growing your connections, and using it for research and publishing articles and updates about your expertise to engage your audience.
How High Performing Small Businesses Leverage LinkedIn
- 1. 1 Leveraging LinkedIn to Drive Small Business Sales Tricia Akins Walker-Stanley Communications January 8, 2015 © 2015 Walker-Stanley Communications LLC Agenda Why LinkedIn? Does it work? How look like a pro Settings Profile must haves How small business can leverage LinkedIn © 2015 Walker-Stanley Communications LLC Why LinkedIn? Demographics Engaged Free Publishing platform Lead generation Visibility Traffic driver 332 million members 64% say LinkedIn helped them develop relationships and grow new business. © 2015 Walker-Stanley Communications LLC Case Study May June July Aug Sept Oct Nov Dec All Visits 239 339 354 291 390 257 233 219 Referral 27 33 25 28 83 40 24 12 Direct 141 211 233 184 185 130 128 143 Search 70 95 96 79 122 87 81 64 Marketing program = 63% increase Website Traffic © 2015 Walker-Stanley Communications LLC Top Referring Sites linkedin.com superiorchamber.com frontrangeb2b.com louisvillechamber.com © 2015 Walker-Stanley Communications LLC How to Look Like a Pro
- 2. 2 © 2015 Walker-Stanley Communications LLC Profile Basics Handout © 2015 Walker-Stanley Communications LLC How Successful Salespeople Use LinkedIn 1. Complete their PERSONAL profile. 2. Create a COMPANY page. 3. Grow their CONNECTIONS. 4. Leverage their COWORKERS / EMPLOYEES as brand ambassadors. 5. Start and/or join groups. 6. Use it for RESEARCH! a) Find their CLIENTS. b) Research their COMPETITION. c) Find out who else they should know at their CLIENTS office. © 2015 Walker-Stanley Communications LLC How Successful Salespeople Use LinkedIn 7. Publish a. Post updates to strengthen VISIBILITY, showcase EXPERTISE. b. Share 3RD PARTY ARTICLES, BLOGS, and studies that address their targets market’s PAIN POINTS. c. Target updates to their audience. 8. Engage fellow members. a. LIKE, SHARE and comment on their updates. 9. ENDORSE and RECOMMEND connections. 10. Review metrics to see what RESONATES with their audience. © 2015 Walker-Stanley Communications LLC Integrated marketing support to optimize your online presence. Tricia Akins www.linkedin.com/in/triciaakins www.walkerstanley.com