How to Use LinkedIn, Really!
2 likes310 views
The document discusses leveraging LinkedIn effectively for building sales leadership, emphasizing the importance of a complete profile and advanced search features. It includes a quiz for assessing knowledge, practical steps for generating prospect lists, and strategies to enhance credibility and connection building. Additionally, it encourages regular engagement on the platform to maximize business growth.
![BUILDING
SALES
LEADERSHIP
• 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
9](https://image.slidesharecdn.com/20120719julyalliancepresentationonlinkedinfinal-13430576562629-phpapp02-120723103853-phpapp02/85/How-to-Use-LinkedIn-Really-9-320.jpg)
![• Prospec]ng
BUILDING
SALES
LEADERSHIP
– 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
10](https://image.slidesharecdn.com/20120719julyalliancepresentationonlinkedinfinal-13430576562629-phpapp02-120723103853-phpapp02/85/How-to-Use-LinkedIn-Really-10-320.jpg)
![• Have
one
of
your
admins
look
at
each
BUILDING
SALES
LEADERSHIP
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
23](https://image.slidesharecdn.com/20120719julyalliancepresentationonlinkedinfinal-13430576562629-phpapp02-120723103853-phpapp02/85/How-to-Use-LinkedIn-Really-23-320.jpg)
![Professional
profile
picture
(what
your
sales
team
BUILDING
SALES
LEADERSHIP
•
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?
25](https://image.slidesharecdn.com/20120719julyalliancepresentationonlinkedinfinal-13430576562629-phpapp02-120723103853-phpapp02/85/How-to-Use-LinkedIn-Really-25-320.jpg)
![• Get
Started
(It’s
easy
to
do
and
not
to
do)
BUILDING
SALES
LEADERSHIP
• 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
WHAT
WILL
YOU
DO?
29](https://image.slidesharecdn.com/20120719julyalliancepresentationonlinkedinfinal-13430576562629-phpapp02-120723103853-phpapp02/85/How-to-Use-LinkedIn-Really-29-320.jpg)
![BUILDING
SALES
LEADERSHIP
FORMAT:
• 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
30](https://image.slidesharecdn.com/20120719julyalliancepresentationonlinkedinfinal-13430576562629-phpapp02-120723103853-phpapp02/85/How-to-Use-LinkedIn-Really-30-320.jpg)
![BUILDING
SALES
LEADERSHIP
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
31](https://image.slidesharecdn.com/20120719julyalliancepresentationonlinkedinfinal-13430576562629-phpapp02-120723103853-phpapp02/85/How-to-Use-LinkedIn-Really-31-320.jpg)
How to Use LinkedIn, Really!
- 1. P I V OTA L ADVISORS 1
- 2. • How are you using LinkedIn today? BUILDING SALES LEADERSHIP • How is your sales team using LinkedIn? 2
- 4. • Results update – how are you doing against BUILDING SALES LEADERSHIP 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? 4
- 5. BUILDING SALES LEADERSHIP 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 5
- 6. How You and Your Team BUILDING SALES LEADERSHIP Can Get Much More from the Most UnderuFlized B2B Social Media Tool 6
- 8. DIRECTIONS: BUILDING SALES LEADERSHIP • Take the quiz – four correct answers is really good • Score your quiz • We’ll review the answers, which are on page 2 8
- 9. BUILDING SALES LEADERSHIP • 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 9
- 10. • Prospec]ng BUILDING SALES LEADERSHIP – 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 10
- 11. BUILDING SALES LEADERSHIP 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/ Status Updates Prospects Drive Web Traffic Send Links in Content Hiring LinkedIn Jobs, Candidate Profiles 11
- 12. BUILDING SALES LEADERSHIP 12
- 13. BUILDING SALES LEADERSHIP 13
- 14. BUILDING SALES LEADERSHIP 14
- 15. BUILDING SALES LEADERSHIP 15
- 16. BUILDING SALES LEADERSHIP 16
- 17. BUILDING SALES LEADERSHIP 17
- 18. In the last 90 days my profile has been viewed 398 Fmes, which is 4 – 5 Fmes/ day, 7 days/week BUILDING SALES LEADERSHIP Michael Klawitter 18
- 19. BUILDING SALES LEADERSHIP 19
- 20. BUILDING SALES LEADERSHIP Prospect (advanced search) Review Research (Users who (profiles) viewed you) Contact Credibility (Connection Request or (Your Profile) InMail) 20
- 21. BUILDING SALES LEADERSHIP High “Prospecting “Closing Sales” (LinkedIn)” “Distractions” “Interruptions” Low Low High 21
- 22. BUILDING SALES LEADERSHIP Value Date/Time LinkedIn Activity Description How did it go? Duration (H-M-L-0) 22
- 23. • Have one of your admins look at each BUILDING SALES LEADERSHIP 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 23
- 24. BUILDING SALES LEADERSHIP LinkedI n 24
- 25. Professional profile picture (what your sales team BUILDING SALES LEADERSHIP • 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? 25
- 26. Date: Objectives: BUILDING SALES LEADERSHIP Prospecting Criteria: RATING SCALE: H=High M=Medium L=Low 0=No Value 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 26
- 27. • Business Cards BUILDING SALES LEADERSHIP • eMail Signatures • eBrochures and other Documents • Social Media Profiles • Web Sites 27
- 28. BUILDING SALES LEADERSHIP 28
- 29. • Get Started (It’s easy to do and not to do) BUILDING SALES LEADERSHIP • 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 WHAT WILL YOU DO? 29
- 30. BUILDING SALES LEADERSHIP FORMAT: • 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 30
- 31. BUILDING SALES LEADERSHIP 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 31