Using LinkedIn as a Sales Lead Tool
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This document provides tips for using LinkedIn as a sales and lead generation tool. It recommends developing an comprehensive "all-star" profile, building a strong professional network, positioning yourself as an industry expert through your updates and group participation, and searching and engaging with others on LinkedIn to develop relationships and find referral sources and leads. The key aspects covered include profiling, networking, thought leadership, relationship building, and utilizing search and company pages to identify potential customers. With 10 minutes a day, LinkedIn can effectively be leveraged for professional and business development purposes.
Using LinkedIn as a Sales Lead Tool
- 1. LinkedIn Training Using LinkedIn as a Sales Lead Tool Catherine Buck Morgan 2/5/14
- 2. The Plan Learn how to: โข โข โข โข โข Make an โall-starโ LinkedIn profile Build your network Position yourself as a leader in your industry Develop relationships Get referrals and leads
- 3. Which one is yours? Is this how you show up on LinkedIn?
- 4. Who would you buy from?
- 5. An all-star profile builds trust โข โข โข Profile photo Headline Background o Summary o Experience o Awards, Certifications, etc. โข Recommendations
- 6. Who do you know? Building your network: Business cards Rolodex Email contacts Other pieces of paper Alumni o Previous co-workers o School โข โข โข โข โข LinkedIn will suggest connections, but you donโt necessarily need to act on each one. Image courtesy of Flickr
- 7. Itโs not always easy Groups can provide a common ground for making that first contact.
- 8. Position yourself in the market โข โข โข โข Use Updates to become consistently visible and valuable o Industry news o Articles about your interests Comments and likes also appear in your update stream Join Groups and participate in discussions Follow channels in Pulse for articles
- 9. Meeting new people โข โข โข Groups Company pages Advanced search The key to LinkedIn is Relationships. Itโs also about solving problems for people. Image courtesy of Flickr
- 10. Relationships โข โข โข LinkedIn will email you about career changes, work anniversaries, and even the birthdays of your connections. Take advantage of these updates and make someoneโs day great. Is there someone you can help?
- 11. Using Search to find leads โข โข โข Your search can be narrow or broad Narrow the search by choosing a category Narrow it further by using Advanced Search
- 12. Using advanced search โข โข โข โข โข Begin with some keywords o HVAC, hospital, facility Choose a location Save searches that are most productive The same search can be used to find groups and companies Company pages will lead you to the key individuals you need to target
- 13. Using your companyโs page โข โข โข โข โข Follow your company Like or comment on the updates Share the updates If your company posts jobs, share the jobs Check out the โPeople Also Viewedโ section
- 14. 10 minutes a day Once your profile is at โall-starโ level, it takes just a few minutes a day to make LinkedIn work for you. Rock on! Scan through the updates on your home tab; like or comment on a few Check Pulse for news you can share Check your companyโs page for updates Check your Groups; make a comment or two Try to find 1 person to connect with โข โข โข โข โข Questions?
- 15. Thank you! Questions later? Just email me. catherine@dppit.com Connect with me on LinkedIn! https://www.linkedin.com/in/catherinebuckmorgan