LinkediI for Social Selling
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LinkediI for Social Selling

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LinkediI for Social Selling LinkediI for Social Selling Document Transcript

  • The Ultimate GuideHow to Use LinkedIn for SocialSelling " " s SOCIAL SELLING UNIVERSITY Powered by InsideView !"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com @SOCIALSELLINGU" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • s" Koka Sexton Founder of Social Selling University and Director of Social Media Strategy at InsideView. @kokasexton Kevin Baldacci Provost of Social Selling University and Social Marketing Strategist at InsideView. @kevinbaldacci7 >"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • The mission of the Social Selling University (SSU) is to educate sales and marketing professionals on emerging social media best practices for increasing sales and marketing productivity – with the ultimate objective of driving revenue." A word from Social Selling University’s Faculty “Social Selling University is the first program to teach salespeople how to use Facebook, Twitter and other social tools to generate ready-to-buy leads and build relationships with customers that result in long-term business growth." Dan Schwabel, Founder of Personal Branding Blog “Social Selling University levels the playing field by teaching sales executives, managers and reps how to interact with and sell to the modern consumer. These social sales practices breed relationships and eliminate the need for cold calling.” Barbara Giamanco, President at Social Centered Selling LLC “Salespeople who fail to leverage social media do so at their own peril. The problem is, many dont know how. Social Selling University is a great place to start and continue learning whats possible through in the new world of social selling.” Jill Konrath; Author, Speaker, Sales Strategist at SNAP Selling Distinguished Members of Social Selling University’s Faculty Koka Sexton Anneke Seley Joanne Black Barbara Giamanco Kent Gregoire WEBINARS BLOG CONTENT Read blog posts from the top " Increase ROI by " " Be the first to sales professionals learning from receive our new the best in the Social Selling business LIVE books @"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • " " “After Implementing InsideView, we’ve gone from dialing for dollars to targeted social selling. Our team now spends most of their time learning about and understanding their prospects and how to best leverage relationships. As a result, our meeting acceptance rates have gone from 15% to around 60%.” MICHAEL LODATO, SENIOR VICE PRESIDENT, SALES AND MARKETING, NHR !"#$%&()"*("+$,-..! B8/71"<5"+)"-"/4";)C" <%D"*<%+"/+"+%1-"+)" !"#$%&%( " !"#$%&&%("$ E7)F"%"-)7/%8"-88/0&" " G:5+" !"#$!%%&(&#$ !""#$%&! "#$%$&!!"#$%&(!!"# (%)*#+%)%((!)*+!!"# ,$*-%(#,.$-#%$,-.%$+! A"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • Table of Contents 30+5)2C7+/)0IIIIIIJIIIIIIJIIIIIIJIIIIIIIIJIIJIIJJK""Chapter 1: Building Your Personal BrandIIIIIIJIIIIIIIJJJJIL""" 6++/0&",:"M)C5"./01230"$5)4/8IIIIIIJIIIIIIJIIIIIIJIJJN"" $5)4/8"O)-"%02"O)0P+-IIIIIIJIIIIIIJIIIIJIIIIIIIJJIJ!@""Chapter 2: 5 Essential LinkedIn Plug-In Applications for SalesProfessionalsIIIIJIIIIIIJIIIIIJIIIIIIIIIIIIIIIIJIJ!H"" Q)52$5--IIIIJIIIIIIJIIIIIJIIIIIIIIIIIJIIIIIJ!R"" 68/26<%5IIIIJIIIIIIJIIIIIJIIIIIIJIIIIIIIIIIJJ!R"" S)GJ0+IJIIIIJIIIIIIJIIIIIJIIIIIIIIIIIJJIIIIIJJ!K" T5/:3+IIIIJIIIIIIJIIIIIJIIIIIIJIIIIIIIIJIIIIJJJJ!K" ./01230"UD0+-JIIIIIJIIIIIIJIIIIIIIIIIIIIIIIII!L""Chapter 3: Building Your Network on LinkedInIIIIIIIIIJJIJJ>!"" .D5%&/0&"M)C5"V+*)51IIIIIJIIIIJIIJIIIIIIIIJJJIII>>"" ()*".%5&"6<)C82"M)C5"V+*)51"SWJIIIJIIIIIIIIIIIJJII>A" X/02/0&"=%8C%E8"B)007+/)0-")0"./01230IJIIJIIIIIIIIJJII>H" 602/0&"$5-)0%8/Y2"B)007+/)0-"Z[C-+-IJIIIIIIIJJIIII>H""Chapter 4: LinkedIn Groups for Social SellingExcellenceIIIIIIIIIIIIIIIIIIIIIIIIIJIIIIIIJJJIJJJ>K"" H"5)C:-"M)C"V2"+)"S8)0&"T)IIIIIIIIIIJIIIIIIJJIIJ>L"" T):"H"./01230"5)C:-"4)5"6%8-"$5)4--/)0%8-IIIIIIIIIIJIJJ@?""Chapter 5: Prospecting and PreparingIIIIIIIIIIIIIJIJIJJ@>"" $5)-:7+/0&"*/+<"6%57<IIIIIIIIIIIIIIIJIIIIJJIIJJIJJ@@"" $5:%5]"$5:%5]"$5:%5JJIIIIIIIIIIIIIJIIIIIJJIIJJJJ@H""Chapter 6: Social Selling Case Studies Using LinkedInIIIJIJIJ@K" H"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • # /(#(""#010#-.2&#("#$*.,3#(3*#4%$&(# )%++%"!#)*)5*$&6#.!-#!"76#"!#.8*$.9*6# .#!*7#)*)5*$#:"%!&#*8*$2#&*,"!-#"4# *8*$2#-.26#"$#.;;$"<%).(*+2#"!*# )%++%"!#*8*$2#=>#-.2&?" R"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • Introduction^0;)0"/0"-%8-"10)*-"%E)C+"./01230_"+<;"%5"+<"8%5&-+":5)4--/)0%8"-)7/%8"0+*)51/0&"-/+"E)%-+/0&"F)5"+<%0"!"#$%&&()$%*%+*,-"/0")D5">??"7)C0+5/-"%5)C02"+<"&8)EJ"..$%&&()$/*(/*$0&-&1$12*$3&)4*56)$2(%*/78*$*0*,9$579"%02"E%-2")0"-)F"-+%+-]"+<5"/-"%"-+5)0&"7)558%+/)0"E+*0":5-)0%8"/07)F"%02"./01230"C-%&J":2*$70*,78*$;%*,&<7)$-/*)5-$!=$%&)>1*-$()$12*$-&1*$*0*,9579J"34";)C"%5"%"-%8-":5)4--/)0%8"%02"2)"0)+"<%D"%"./01230"%77)C0+]"-+):"5%2/0&"%02"&)"+)"<++:`aaa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bC-+"%-";)C"C-"./01230"+)"&+"%":/7+C5")4";)C5":5)-:7+-]";)C5":5)-:7+-"%5"2)/0&"+<"-%FJ"Q<%+"2)-"9(>,"./01230":5)4/8"-%;"+)";)C5":5)-:7+-W"^5";)C"%":5)4--/)0%8]")5"cC-+"%0)+<5"-%8-":5-)0"+5;/0&"+)"F+";)C5"[C%5+58;"&)%8-W"S8/D"/+")5"0)+]";)C5"./01230":5)4/8"*/88"E"%0"/F:)5+%0+"/F:5--/)0"+<%+";)C"&+"+)"F%1")0";)C5":5)-:7+J"$ K"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • Chapter 1 sBuilding Your Personal Brand " "“Combine your picture with active online participationand you gain important visibility. Crucial to success inthis new social world is being seen. You have to put theeffort into participating so that when your buyer is ready– they think of you!”Barbara Giamanco; EVP Sales and Social Media at SocialCentered Selling LLC L"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • LinkedIn ChecklistC*,*$7,*$12*$12&)8-$9(>$@&$)**5$1($<(%/*1*$+*A(,*$270&)8$!##D$/,(A&*$<(%/*1*)*--B$ ! ,:8)%2"%":/7+C5" ! ./-+"%88"+<"c)E-")5":)-/+/)0-";)CPD"<82]" %8)0&"*/+<"2-75/:+/)0-")4";)C5"5)8-" ! (%D"H")5"F)5"-1/88-")0";)C5":5)4/8" ! ^22"%0"G7C+/D"-CFF%5;" ! ^22";)C5"2C7%+/)0" ! (%D"H?")5"F)5"7)007+/)0-"" ! ^22"@"Z7)FF02%+/)0-"45)F";)C5" 0+*)51J"!$""""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com N"#"$ % & "" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • Setting Up Your LinkedIn $ profile $ 1 Choosing Your Profile Picture "d%1"-C5";)C5":5)4/8":/7+C5"/-"EFGHIJJ6GK;3J"M)C"<%D">JK"-7)02-"+)"-<)*"%":)+0+/%8":5)-:7+"+<%+";)C5"./01230":%&"/-"*)5+<"+</5"+/FJ"O)"0)+"F%1"/+"4%5"%*%;]"*/+<"-C0&8%---]")0"%"4/-</0&"+5/:J"d%1"/+":5)4--/)0%8"%02"D/-/E8J"T</01")4"+</-":/7+C5"%-"<)*";)C"*)C82"*%0+"+)"25--"%02"8))1"2C5/0&"%0"/0+5D/*")5"EC-/0--"F+/0&J"" !?"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • 2 Customize your LinkedIn Headline ";)(12*,$8,*71$/7<*$1($&)<,*7-*$9(>,$<27)<*-$(A$+*&)8$5&-<(0*,*5$()$3&)4*56)$+9$ /(1*)1&7$<>-1(%*,-$&-$1($<>-1(%&L*$9(>,$/,(A*--&()7$2*75&)*B$S;"24%C8+]";)C5"./01230":5)4/8"<%28/0"/-"75%+2"E;";)C5"7C550+":)-/+/)0J"6/07";)C5"7C550+":)-/+/)0"/-"%85%2;"%"-%57<%E8"%5%"/0"./01230]"/+"2)-0P+"F%1"-0-"+)"<%D"+</-"/04)5F%+/)0"%-";)C5"<%28/0J",-";)C5"<%28/0"%-";)C5":5-)0%8"7%88/0&"7%52"4)5":):8"2)/0&"E8%01+"-%57<-")0"./01230"+)"4/02"0*"7)0+%7+-"%02"EC-/0--"*/+<"*</7<"+)"*)51J" "B8/71/0&"e!"#$f")0";)C5":5)4/8"*/88"E5/0&";)C"+)";)C5"E%-/7"/04)5F%+/)0":%&"*<5";)C"7%0"7C-+)F/Y";)C5"g(%28/0Jh"b)E"+/+8"/-"0/7"EC+";)C"-<)C82"%22"/0"-)F"1;*)52-"+<%+"%--)7/%+";)C5"G:5/07"%02"/02C-+5;"e/J"6)7/%8"d2/%]"S>S"6%8-]"B8)C2"B)F:C+/0&]"+7JfJ"M)C"-<)C82"10)*"*<%+"1;*)52-";)C5"7)F:%0;"*%0+-"+)"E"10)*0"4)5"%02"D0"-)F"+<%+";)C"*%0+"+)"7%55;J"$C+"+<-"1;*)52-"/0";)C5"<%28/0"+)"E"4)C02"F)5"%-/8;"E;":):8"2)/0&":):8"-%57<-J" 3 Utilizing Status Updates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www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • "" 4 Building a Search Engine Trifecta "./01230"%88)*-";)C"+)"%22"+<5"8/01-"+)";)C5":5)4/8"+<%+"&+"-)F"))&8"6Ui"cC/7J"30";)C5":5)4/8]"C025"7)007+/)0-]";)C"7%0"%22"+<-"+<5"8/01-"+<%+"7%0":)/0+"+)"%0;+</0&";)C"*%0+J"3"-C&&-+";)C"7<))-"*/-8;"%02";)C"%8*%;-"-87+"+<"g)+<5h"):+/)0]"*</7<"*/88"%88)*";)C"+)"+;:"/0"+<"0%F")4"+<"8/01"-)";)C"2)0P+"<%D"+<"&05/7"g:5-)0%8"E8)&h"8/-+/0&J"M)C"-<)C82"%22"-)F"+;:")4"%07<)5"+G+"4)5"6Ui"cC-+"%-";)C"2/2"/0";)C5":5-)0%8"<%28/0J"" " 5 Add Your Twitter Profile "^22";)C5"T*/++5"<%028"+)";)C5"./01230":5)4/8J"./01230"%02"T*/++5"%5"+/&<+8;"/0+&5%+2J"" JGP6;3$JI336KQ$:6E""M)C"7%0"-<%5"./01230"-+%+C-"C:2%+-"%-"+*+-J" ^22"%#&$)"+<"02")4"-:7/4/7"+*+-"5%+<5"+<%0"7<))-/0&"+)"-02"%88"+*+-"+)" ./01230"" 6 Customize Your Public Profile $i0")4"+<"-/F:8-+"%02"F)-+"*)5+<*</8"+</0&-";)C"7%0"2)"*/+<";)C"./01230":5)4/8"/-"+)"7C-+)F/Y";)C5":CE8/7":5)4/8"8/01J"S;"24%C8+"+</-"/-"%"-;-+Fj&05%+2"-5/-")4"0CFE5-")5")+<5"&/EE5/-<"+<%+"2)-";)C"0)"&))2J"S;"7C-+)F/Y/0&";)C5":CE8/7":5)4/8"8/01]";)C"/075%-"))&8"bC/7"+)";)C5"./01230" !>"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • :5)4/8":5)4/8"%02";)C"<%D"%"8/01"+<%+";)C"7%0"-<%5"%75)--")+<5"0+*)51-"+<%+"%8-)"/20+/4/-"*<)";)C"%5J"T</01")4"%"7C-+)F/Y2"8/01`"***J8/01230J7)Fa/0ac)<02)J" "?271$5($9(>$<>-1(%&L*$9(>,$3&)4*56)$/,(A&*$)7%*$1($+*R"T<5"%5"%"7)C:8"+5%/0-")4"+<)C&<+"%E)C+"7C-+)F/Y/0&";)C5"./01230k":5)4/8J"O)";)C"C-";)C5"4C88"0%FW"^"D%5/%+/)0")4";)C5"0%FW"i5"-)F+</0&"F)5"7C-+)F/Y2"8/1"%"-:7/%8"1;*)52W""3"-C&&-+"C08--";)C"%5"*88"-+%E8/-<2"/0"-)F"4/82")5":8%0")0"E/0&"G+5%")52/0%5;]"&)"*/+<";)C5"4C88"0%FJ"^-";)C"7)0+/0C"+)"EC/82")C+";)C5":5-)0%8"E5%02]";)C"%5"&)/0&"+)"*%0+"-)F+</0&"*/+<"%-"FC7<"8/01"cC/7"%-"./01230k"<%D/0&";)C5"0%F":/712"C:"E;"-%57<"0&/0-J"Profile dos and don’tsX/88/0&")C+";)C5"./01230":5)4/8"-<)C820P+"E"%":%/04C8":5)7--J"X)5":):8"0*"+)"+<":5)4--/)0%8"*)582]";)C"F%;"-+5C&&8"*/+<"*<%+"+)"%22J"T<"+5C+<"/-]"D0"4)5":):8"+<%+"<%D"E0"/0"+<":5)4--/)0%8"-:%7"4)5"F%0;";%5-]"*<%+";)C":C+"/0":CE8/7"D/*"4)5"%0;)0"+<%+"8))1-"%+";)C5":5)4/8"02-"+)"E"+):")4"F/02J" "3+"-<)C82"&)"*/+<)C+"-%;/0&]"EC+"0D5"-%;";)C"*)512" -)F*<5")5"F/-5:5-0+"*<%+";)C"2/2"*/+<"%0"F:8);5J" ./01230"<%-"+<"%E/8/+;"+)"<%D")+<5"8&/+/F%+"F:8);-"48%&" ;)C5":5)4/8"%02";)C"7)C82"E"-C-:022"45)F"C-/0&"+<" %::8/7%+/)0")5"+%10")C+")4"+<"-;-+F"4)5"&))2J" " !@"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • "Setup Your LinkedIn profile to be discovered./01230"-<)C82"0)+"E"%":8%7"+<%+";)C"EC/82"%"*%88"%5)C02J".%D"+<"F%--/D"-7C5/+;"-++/0&"+)";)C5"X%7E))1":5)4/8J",-/0&"./01230"4)5"-)7/%8"-88/0&"F%0-"F%1/0&"/+"D5;"%-;"+)"E"4)C02"E;":):8"8))1/0&"4)5"/04)5F%+/)0"%E)C+";)C5":5)2C7+"-:7/4/7%88;")5"&05%8"-%57<"+5F-";)C"7)F:%0;"7%0"E"%"4/+"4)5J"Be visible to other people30";)C5":5/D%7;"-++/0&-"78/71")0"g$5)4/8"=/*-]h"F%1"-C5";)C"<%D"+<"):+/)0"7<712"+)"-<)*"0%F"%02"<%28/0J"S(>$7,*$&-1*5$7-$7)()9%(>-$+9$5*A7>1J"T<5"F%;"E"5%-)0-"4)5"+</-"EC+"%-"%"-)7/%8"-88/0&":5)4--/)0%8";)C"*%0+"+)"E"-0"E;"+<":):8";)C"*%0+"+)"7)007+"*/+<J""$ !A"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • Chapter 2 s5 Essential LinkedIn Plug-InApplications for Sales Professionals " "“Up to 95% of qualified prospects looking at a company’swebsite are there to research and are not yet ready to talk witha sales rep, but an overwhelming majority of them intend tomake an eventual purchase from you (or your competitors).”Brian Carroll, CEO of InTouch and author of Lead Generation forthe Complex Sale$ !H"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • 5 Essential LinkedIn Plug-In Applications forSales Professionals./01230"&/D-";)C"+<"%E/8/+;"+)"+C50";)C5":5)4/8"/0+)"%"-84j-5D/7]"8%2"&05%+/)0":8%+4)5FJ"T<5"%5"4/D":8C&j/0-"+<%+"-%8-":):8"-<)C82"</&<8;"7)0-/25"%22/0&"+)"+</5":5)4/8J"T<":C5:)-")4"+<-"/-"+)"<8:":5)-:7+-"%02"7C-+)F5-"&+"+<"/04)5F%+/)0"+<;"*%0+"%-"*88"%-"2/57+"+<F"+)";)C5"E-+"7)88%+5%8J$$ 1 WordPress g($)*+,)-./&01/2)*$345)6)*+27)8$+/66#, ,)-9:6)+-)*+:/79:$9/-*:#&8!"#$%"&&;#&<9"=& /..>?"""""l)1%"6G+)0]"30-/2=/*" ?(,5E,*--"/-")0")4"+<"E-+"*%;-"+)":CE8/-<";)C5"D)/7")0"./01230J"34";)C"<%D"%":5-)0%8"E8)&]"-<)*":)+0+/%8":5)-:7+-";)C"%5"%"+<)C&<+j8%25"/0";)C5"/02C-+5;J"$5)-:7+-"%5"8))1/0&"4)5":):8"*<)"10)*"*<%+"+<;"%5"+%81/0&"%E)C+"9"-)"/4";)C"2)]"-<)*"/+"/0"%0;"*%;";)C"7%0J"V)+")08;"2)-"/+"&/D";)C":5)4--/)0%8"752/E/8/+;]"EC+"+<%+"+5%44/7"+)";)C5"7)F:%0;"-/+"7%0"E7)F"%"0*"-+")4"-%8-"8%2-J" 2 SlideShare " J&5*J27,*"/-"+<"*)582P-"8%5&-+"7)FFC0/+;"4)5" -<%5/0&":5-0+%+/)0-J"^-";)C"&+"F)5"/0E)C02"+5%44/7" 45)F":5)-:7+-]";)C"*%0+"+)"F%1"-C5"+<%+":):8" 7%0"*%81"%*%;"*/+<"-)F+</0&"45)F";)C"5&%52/0&" ;)C5":5)2C7+J",-"68/26<%5"%-"%"D/-C%8"5:5-0+%+/)0")4";)C5":5)2C7+"%02"+<"D%8C"/+"7%0"E5/0&"+)":)+0+/%8":5)-:7+-J"" !R"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • G)*$(A$12*$2&55*)$-*<,*1-$(A$J&5*J27,*$@&12$3&)4*56)$&-$12*$7+&&19$1($>/(75$0&5*(-B"T</-"/-"%"+5F02)C-")::)5+C0/+;"4)5";)C"+)"F%1"%":5-)0%8"F--%&"+)"D5;)0"D/*/0&";)C5":5)4/8]"F)5"/F:)5+%0+8;]"9(>$@&$-17)5$(>1$A,(%$12*$<,(@5B"S%5E%5%"/%F%07)")4"6)7/%8"B0+52"688/0&"..B"e5/&<+f"/-"%"&5%+"G%F:8J"" JGP6;3$JI336KQ$:6E""B<71")C+")C5"D/2)`"C(@$1($;55$7$ V&5*($:($S(>,$3&)4*56)$E,(A&*" 3 Box.net " ,-"T(UB)*1"4)5"2%+%-<+-]"7%-"-+C2/-]"*</+:%:5-]" %02")+<5"2)7CF0+-"+<%+"7%0"%8-)"E"7C-+)F/Y2"4)5" ;)C5")08/0"/20+/+;J"T</-"*%;";)C":C+"F%51+/0&" F%+5/%8"/0":5)-:7+-"<%02-"%02"%8-)"&/D"+<F"%-;" %77--"+)";)C5"2/57+"7)0+%7+"/04)5F%+/)0J""T</01")4"/+"%-"45"-+)5%&"-:%7"cC-+"4)5";)C5"E-+"-%8-"7)0+0+J"^-"+<"-+%5+/0&":)/0+"4)5"%":)+0+/%8"-%8-"8%2]";)C5":5)-:7+"7%0"&+"/0+)"+<"0/++;"&5/++;")4";)C5"7)F:%0;"5/&<+"+<5)C&<";)C5"./01230":5)4/8J" 4 TripIt " g%()*+@::$+/#8A$6)+B/+"/..+)/,A-/<9:#$ /""#,$#C9>>>h"9"Q%8+"d)--E5&"6)8C+/)0]"Q%88"6+5+" b)C50%8"" !K"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • 34";)CP5"%8*%;-")0"+<"5)%2]"-<%5"*<5";)CP5"<%2/0&m":,&/61"F%1-"/+"%-;"+)"-"*<5";)C5"0+/5":5)4--/)0%8"0+*)51"/-"+5%D8/0&"%02"*<0";)C"*/88"E"/0"+<"-%F"7/+;"%-";)C5"7)88%&C-J""Q</8"+<"*E"<%-"F%2"/+"%-/5"+<%0"D5"+)"-+%E8/-<"58%+/)0-</:-]"+<5P-"0)+</0&"8/1"E/0&"%E8"+)"&5%E"7)44")5"8C07<"*/+<"%"EC-/0--":5)-:7+"4%7j+)j4%7"*<0";)CP5"/0"+<"-%F"7/+;J" 5 LinkedIn Events " O)-";)C5"7)F:%0;"%++02"+5%2-<)*-W"O)" ;)C"+5%D8"%+"%88"4)5"*)51W"34";)C"%0-*52";-" +)"/+<5")4"+<-"[C-+/)0-";)C"-<)C82"<%D" +<"I0*)1-"%::8/7%+/)0"5C00/0&"/0";)C5":5)4/8J""How to Use LinkedIn Events for Promotionand Lead GenerationT</-"8/++8"*/2&+"-<)*7%--"+<"D0+-";)C"%5"%++02/0&"4)5";)C5"0+*)51"+)"-J"$):8"C-2"./01230"D0+-"%-"%"*%;"+)"8+"+</5"7)007+/)0-"10)*"*<5"+<;"%5"&)/0&"+)"E"%02":)--/E8;"7)007+"/4"+<;"%5"%+"+<"-%F"D0+")5"/0"+<"-%F"%5%"%-"%7<")+<5J"6"lD/0"V/7<)8-P-"7%-"-+C2;")4"<)*"<"8D5%&-"./01230" UD0+-J" T</-"<8:-";)C5"4)88)*5-"%02":5)-:7+-" 10)*"*<%+";)C"%5"/0+5-+2"/0"%02"*<%+" D0+-";)C"*/88"E"%++02/0&J"SC+"E-/2-" +<")ED/)C-"g8))1"%+"*<%+"3PF"2)/0&h"4%7+)5" )4"./01230"D0+-]"+<5"/-"%"*%8+<")4" /04)5F%+/)0";)C"7%0"&+"45)F":%-+"D0+-J"^-"%"-%8-":5-)0";)C"-<)C82"%8*%;-"E")0"+<"8))1")C+"4)5":):8"+<%+":8%0")0" !L"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • %++02/0&")5"<%D"%85%2;"%++022"%0"D0+J"M)C"-<)C82"8))1"%+"+<"F%c)5"D0+-"/0";)C5"-:%7"%02"2/&"C:"-)F"/04)5F%+/)0J"" ;9$@:*:9/+9,9&$D/79:6)+,9>,)-E+9/-6)+,99C9&$/: /&9F/-.79> 6C5]"O5%F4)57"<%2"-D5%8"+<)C-%02":):8" %++02]"EC+"*<%+";)C"%5"8))1/0&"4)5"/-"+<"8)*" <%0&/0&"./01230"45C/+"+)"&5%E")0+)J""30"+<"D0+-" -7+/)0";)C"%5"%E8"+)"8))1"%+"+<"Z6=$"8/-+"%02"-7%0" +<5)C&<"+<"8/-+")4"0%F-]"%02"+/+8-")4":):8"*<)" *5"/0+5-+2"/0"&)/0&"+)"+<"D0+J"T<5"/-"0)"*%;"+)"10)*"4)5"-C5"/4"+<;"%7+C%88;"%++022"+<"D0+"EC+"/4"+<;"8/-+2"/+")0"+</5":5)4/8]"+<5"/-"%"&))2"7<%07"+<;"2/2"%++02")5"5%88;"<%2"%"-+5)0&"/0+0+"+)J""i07";)C"<%D"+</-"Z6=$"8/-+")0"+<"-750";)C"-<)C82"8+";)C5"4/0&5-"2)"+<"F%&/7J"i:0"0*"+%E-"4)5"%0;")4"+<":):8";)C"%5"/0+5-+2"/0"10)*/0&"F)5"%E)C+J"M-]"%-";)C"&)"+<5)C&<"L??"0%F-";)C"F%;"*%0+"+)"7%88"/+"[C/+-"%4+5"%E)C+"KH"%02"+<%+P-"%85/&<+J"eF%1"%"0)+")4"*<5";)C"84+")44f"iC+")4"KH"0%F-"+<%+";)C"*0+"+<5)C&<";)C"F%;"<%D"):02"/02/D/2C%8":5)4/8-")4"%E)C+"!H":):8";)C"*%0+"+)"+%1"%"E++5"8))1"%+J"T<"E04/+")4"):0/0&"+<-":5)4/8-"/0"0*"+%E-"/-`" T*)*A&1-$(A$((4&)8$71$&)5&0&5>7$/,(A&*-$ (A$/(1*)1&7$/,(-/*<1-M$ ! M)C"4/02"%22/+/)0%8"7)007+/)0-";)C"7%0" C-"+)"0&%&"-)F)0" ! M)C"-<)*"C:"%-"%"D/-/+)5")0"%":5-)0P-" :5)4/8" ! M)C"&+"F)5"2+%/8-"%E)C+"%":5-)0" ! M)C"/20+/4;")+<5"-)7/%8"-+5%F-")5" 7)0+%7+"/04)5F%+/)0" !N"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • " SC;5"E<%D/)5"<%-"7<%0&2J"S;"+<"+/F";)C"5%7<";)C5"7C-+)F5-]"" +<;":5)E%E8;"%85%2;"10)*"F)5"%E)C+";)C"+<%0";)C"10)*"%E)C+" +<FJ"T)2%;P-"EC;5-"%5"*E"%02"-)7/%8"F2/%"-%DD;]"+<;"%5"" /04)5F2"%E)C+";)C5")445/0&"9"%02";)C5"7)F:+/+)5-P"9"%02"+<;"" %5"-+%5+/0&"+<"-%8-":5)7--"*/+<)C+";)CJ" "" """"" Social Selling University" IBM surveyed over 1,000" global buyers. They found 65% of a sales 75% of buyers will likely that 1/3 have already used representative’s time is spent not selling – use social media in the social media to engage with" social selling can help purchase process their vendors."""" >?"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • Chapter 3 s $Building Your Network onLinkedIn$$$$$ "$ "$$$“You don’t close a sale, you open a relationshipif you want to build a long-term, successfulenterprise.”Patricia Fripp$ >!"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • Building your network on LinkedIn./01230"/-"%"-:7/%8/Y2"0+*)51"*<5";)C"*/88"E"%E8"+)"1/71-+%5+"%02"2D8):"%"D5;":)*54C8"0+*)51")4":):8"+<%+";)C"7%0"8%50"45)F"%02"<8:J"d)-+"-%8-":):8"<%D"%"E5)*-5"+%E")4"./01230"):0"N?n")4"+<"*)512%;"E7%C-"+<;"%5"7)0-+%0+8;"-%57</0&"4)5"0%F-")5"8))1/0&"4)5":):8"+<;"7%0"<8:J"S/0&"D/-/E8")0"./01230"%02"&5)*/0&";)C5"0+*)51"*/88"<8:";)C"+<5)C&<)C+";)C5"-%8-"7%55J"Leverage Your Existing Network"T<"1;"+)"E&/0"EC/82/0&";)C5"0+*)51"/-"+)"8D5%&";)C5"G/-+/0&"g0%+C5%8h"0+*)51"e45/02-]"7)88%&C-]"-7<))8F%+-]"+7Jf" $Using your email for initial contactsT</-"/-")0"-+:"+<%+"<%-"&)++0"%"4*":):8"/0"<)+"*%+5"*/+<"./01230J""^22/0&"7)007+/)0-"45)F";)C5"F%/8"/-"%"&5%+"*%;"+)"EC/82"%0"/0/+/%8"0+*)51"/0"./01230]"cC-+"E"-C5";)C"%5"%22/0&":):8"+<%+";)C"<%D"%"&5%+"7<%07")4"7)007+/0&"*/+<";)C")5"+<%+";)C"+</01"*)C82"E"<%::;"+)"7)007+"*/+<";)C")0"./01230J""" >>"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • Connect with Co-Workersi0")4"+<"%-/-+"*%;-"+)"-+%5+"EC/82/0&";)C5"./01230"0+*)51"/-"7)007+/0&"*/+<":):8"+<%+";)C"%5"*)51/0&"*/+<")5"<%D"*)512"*/+<"/0"+<":%-+J"M)C"7%0"4/02"+<F"/0"%"0CFE5")4"*%;-]"+<"-/F:8-+"*%;"/-"+)"C-";)C5")*0":5)4/8"%02"25/88"/0+)"7)F:%0/-";)C"<%D"8/-+2J" M)C"*/88"E"%E8"+)"-"*<)";)C"%5" %85%2;"7)007+2"*/+<"%-"*88"%-"%" 7)F:8+"8/-+/0&")4"F:8);-"+<%+" <%D";)C5"7)F:%0;"8/-+2"/0"+</5" :5)4/8J"T)"4/02":%-+"7)j*)515-]";)C"-<)C82"<)D5";)C5"F)C-")D5"+<"P()17<1-"+%E")0"+<"+):"E%5"%02"-87+";55$P())*<1&()-J"M)C"7%0"+<0"7<))-"P(*78>*-"45)F"+<"F0C")5"cC-+"78/71"<5J" M)C"-<)C82"48"45"+)"%22"%0;)0"/0" ;)C5"7)F:%0;"+<%+";)C"10)*J"T</-"*/88"8+" ;)C"1:"C:"+)"2%+"*/+<"+<"F)DF0+-" )4";)C5":%-+"7)j*)515-"%02"%8-)"0&%&" */+<"+<F"5&%528--")4"*<5"+<;"%5J" JGP6;3$JI336KQ$:6E""M)C"7%0"ViT"-02":5-)0%8/Y2" 7)007+/)0"5[C-+-"45)F"+<"^22"B)007+/)0-"E)GJ"T</-"4%+C5" -<)C82")08;"E"C-2"+)"EC/82"+<"4)C02%+/)0")4";)C5"0+*)51"9"+%1" +<"+/F"+)":5-)0%88;"%--FE8";)C5"7)007+/)0-"" >@"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • Connecting with people you may know^4+5";)C"<%D"7)F:8+2";)C5"./01230":5)4/8"%02"%222"-)F"/0/+/%8"7)007+/)0-]"./01230"2)-"-)F")4"+<"8&"*)51"4)5";)C"%02"-7%0-"+</5"2%+%E%-"4)5"7)007+/)0-";)C"F%;"10)*J",-"+</-"%-"%"*%;"+)"&5)*";)C5"7)007+/)0-"%02"4/02":):8";)C"<%D"/+<5"F+"%+")0":)/0+")5"F%;"<)82"-)F"D%8C"*/+<J" "How large should your network be?T</-"[C-+/)0"7)F-"C:")4+0"/0"/005")44/7"2/-7C--/)0-"%-"*88"%-"-:%1/0&"0&%&F0+-"%E)C+"<)*"8%5&"%"./01230"0+*)51"-<)C82"E"%02"2)";)C"8/F/+"+<"%F)C0+")4"7)007+/)0-";)C"<%D"+)"%"-87+"&5)C:")4":):8J"T<5"<%-"E0"-)F"2E%+")D5"+<"02")5"2-/5"+)"7)007+"*/+<"%-"F%0;":):8")0"./01230"%-":)--/E8"9";)C"E"+<"cC2&")4"+<%+J"SC/82";)C5"0+*)51"*/+<":):8"+<%+";)C"7%0"<8:")5"+<%+"7%0"<8:";)C"/0"+<"8)0&"+5FJ"(%D/0&"%"-+5)0&"0+*)51")0"./01230"%02"-:02/0&"-)F"+/F"%7<"*1"8%50/0&"<)*"+)"C-"./01230"+)"o8/1P" >A"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • %02"7)FF0+")0"+</5"C:2%+-"*/88"&%/0"%"8)+")4"D/5+C%8"7C5507;"*/+<"/048C075-J"Finding valuable connections on LinkedIn,-/0&"./01230P-"EC/8+j/0"-%57<"4%+C5"7%0"<8:";)C"4/02"0*":):8]"+<%+";)C"<%D"0)"7)007+/)0"*/+<]"+)"4)88)*J"6%57<"E;"/02C-+5;]"8)7%+/)0]"1;*)52-"%02"%E)C+"%"2)Y0")+<5"4/82-"+)"-:7/4;"%"&5)C:")4":):8";)C"*)C82"8/1"+)"7)007+"*/+<J" "Send Personalized Connections RequestsW($)(1$>-*$7>1(%71*5$&)0&1*-B""Q<0";)C"4/5-+"-02"%":)--/E8"7)0+%7+"%0"/0D/+%+/)0]"2)"/+"45)F"</-")5"<5")*0":5)4/8":%&"E;"78/71/0&"+<"P())*<1"8/01J""^-"$%C8"B%-+%/0"-%;-`"" GHA#&</2)*$$A9.)B9+)66#+:$#-.+9::#)&:/&"-)+9 #-.)+$/&$701$A9.)B9+)629#&8-9-)+/279>I969+9&,9 :)-9$A#&80)*A/C9)2:9+C9"/2)*$$A9-#&$A98+)*.:1/ .)#&$$A90-/"91$A9#+,)-./&01:)-9,)--)&8+)*&">?T</-":%5%&5%:<"-<)C82"E5/48;"2-75/E"*<)";)C"%5]"*<;";)C"*)C82"8/1"+)"F%1"%"7)007+/)0"%02"*<;"+<;"-<)C82"7)007+"*/+<";)CJ" >H"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • T<":%5%&5%:<"/-")08;"%">HR"7<%5%7+5"8/F/+J"@"6+:-"4)5";)C5"/0D/+%+/)0`" !J ()*";)C"10)*"+<":5-)0"9"7)007+/)0]"&5)C:]"488)*"%8CF0/" >J Q<;";)C"*%0+"+)"8/01"C:" @J T<"D%8C")4";)C5"7)007+/)0".))1"%+"/+"45)F"+<"57/:/0+P-":5-:7+/D`"JA/$")=89$)*$)6$A#:KK Your goal should not be to …your goal should be to make a sale… create a relationship Z)E"^--7<5/71" " " 30+5)2C7+/)0" $5-)0%8"B/+%+/)0" =%8C"$)/0+"""" T)"75%+"D%8C%E8"58%+/)0-</:-]";)C"02"" +)"4/02"+<"5/&<+":5-)0]"75%+"+<"5/&<+" F--%&]"%02"10)*"%+"+<"5/&<+"+/FJ"" 6)7/%8"688/0&"C-/0&"6%8-"30+88/&07"/-" PFXP6;3"+)"+</-"-C77--J"E>1$9(>,$-4&-$1($" 12*$1*-1$@&12$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$" " " " >R"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • sChapter 4 "LinkedIn Groups for SocialSelling Excellence""""" "" "“LinkedIn Groups offer us the ability to take strategic verticals, find thediscussions within those verticals and then demonstrate our expertiseby contributing. Do this enough times and people become intrigued byyour personal brand. Intrigue enough people and your opportunitiesmultiply!LinkedIn Groups are totally useless - until you get off the sidelines andget involved. Too many people show up to the groups with an"entertain me" mentality. My suggestion would be to show up withhammer and nails to help build the community. Give it a shot and notethe difference in your results!”Paul Castain, Sales Coach and Author of Paul Castain’s SalesPaybook >K"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • LinkedIn Groups for Social Selling Excellence""i0")4"+<"F)-+"D%8C%E8":8%7-"%"-%8-":5)4--/)0%8"-<)C82"E7)F"%77C-+)F2"+)"/-"+<"D%-+"2/57+)5;")4"./01230"&5)C:-J"./01230"<%-"!??P-")4"+<)C-%02-")4"&5)C:-"4)5":):8"+)"E"%":%5+")4J"6%8-":5)4--/)0%8-"-<)C82"E7)F"FFE5-")4"&5)C:-"%--)7/%+2"*/+<"+</5"-%8-"4)7C-"%-"*88"%-"%0;"/02C-+5;"58%+2"&5)C:-"-)";)C"7%0"1:"C:"*/+<"0*"+502-"%02"2/-7C--/)0-J"Here are 5 types of groups you need to belong to:Z4507`".!$?79-$1($Y7-1*,$3&)4*56)Z"E;"$%C8"B%-+%/0"" " "Industry Groups"e2)0P+")D5"/02C8&f"J"3+P-"%8*%;-"&))2"+)"10)*"*<%+P-"&)/0&")0]":5<%:-";)C"*%0+"+)"E)C07"+</0&-")44")4":5-"+7J"bC-+"10)*"+<%+"%+"+/F-]"+</-"7%0"E"8/1"+<%+"4%F/8/%5"4%7";)C"78/0&"+)"%+"%"0+*)51/0&"D0+J"3+P-"-%4"%02"7%0"E7)F"%"7)0D0/0+"G7C-"4)5";)C"0)+"+)"E5%07<")C+J"O)0P+"-:02"%88";)C5"+/F"<5m "Vertical Groups";)C"*%0+"+)")*0J"^"=5+/7%8"5)C:"/-"%0"/02C-+5;"+<%+";)C" >L"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • %5"+%5&+/0&J"X)5"G%F:8`"34"3"%F"+%5&+/0&"3T]"3"*)C82"*%0+"+)"c)/0"%"&5)C:"45)F"+<%+"/02C-+5;J""" JGP6;3$JI336KQ$:6E"")"*<5"+<"F)0;"/-m"T<5"%5"75+%/0"/02C-+5/-"+<%+" %5"+<5/D/0&"5/&<+"0)*"-C7<"%-"2C7%+/)0]"<%8+<7%5]"7)0-CF5"4))2":5)2C7+-" +7J""S;"c)/0/0&"+<-"&5)C:-";)C"8%50"8/0&)]"7<%880&-]")::)5+C0/+/-"+7J"M)C" %8-)"E&/0"+)":)-/+/)0";)C5-84"%-"%0"%C+<)5/+;"+)";)C5"+%5&+"%C2/07J" " "Local Groups & Groups in areas you want to build up."X)5"G%F:8]"3"8/D"/0"VM"-)"/+"*)C82":5)E%E8;"F%1"-0-"+<%+"3"E8)0&"+)"%"4*"8)7%8"&5)C:-J"^+"+<"-%F"+/F]"3"+5%D8"[C/+"%"E/+"+)"()C-+)0]"<07"F;"FFE5-</:"/0"+<"30()C-+)0"&5)C:J"U%-;"0)C&<m"Professional Groups that help you hone your craft."^-"%0"%-:/5/0&"-%8-"5)71"-+%5"3"E8)0&"+)"0CF5)C-"-%8-"&5)C:-]"F;"575C/+5"45/02-"E8)0&"+)"575C/+/0&"%02"(Z"58%+2"&5)C:-J"d%1"-C5";)C"-C55)C02";)C5-84"*/+<")+<5":5)4--/)0%8-"/0";)C5"7<)-0"8/0")4"*)51m "A Note About Sales Groups:"3F:)5+%0+")0"F%0;"8D8-J"X/5-+]"/+"*/88"<8:";)C"1:";)C5"4/0&5")0"+<":C8-"5/&<+"0)*"-/07"-%8-":):8"%5":5++;"FC7<")C+"+<5")0"+<"45)0+"8/0J"67)02]";)C"*/88":/71"C:"-)F"&))2"E-+":5%7+/7-"%02"8%-+8;]"-%8-":):8"7%0"E"%":)/0+")4"0+5;")4+0")D58))12"/0"&++/0&"/0"+<"2))5J"Parallel Groups:"T<-"%5"&5)C:-"+<%+"-<%5"+<"-%F"+%5&+"%C2/07"%-";)C"EC+"%5"/0"2/4450+"/02C-+5/-J"UG%F:8`"Q<0"3")*02"F;"-%8-"+5%/0/0&"EC-/0--]"3"0+*)512"*/+<"575C/+5-"*<)":8%72"</&<"8D8"-0/)5"-%8-"8%25-J"3"E04/+2"E7%C-"3"<%2"%"0*8;"%0)/0+2"-%8-"F%D5/71"*<)"*%-"):0"+)"F;"b2/"*%;-J"d;"575C/+5"45/02-"E04/+2"E7%C-"3"10*"-%8-"8%25-"*<)"022"+%80+2"-%8-"b2/J"M)C"7%0"2)"+<"-%F"/0"EC/82/0&";)C5"0+*)51"+<5)C&<"+<"D%5/)C-":%5%888"&5)C:-m"" >N"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • The Top 5 LinkedIn Groups for Sales ProfessionalsJ(<&7$J*&)8$X)&0*,-&19$ 6)7/%8"688/0&",0/D5-/+;"/-"0)+" G@)*,`"l)1%"6G+)0"#"" 8/1"-)7/%8"F2/%"7)C5--" *</7<"%5"+;:/7%88;"2-/&02" !]?@L"FFE5-$ )08;"4)5"F%51+/0&" 2:%5+F0+-J"T</-"/-"<)*"+)" C-"-)7/%8"F2/%"+))8-"8/1" $ ./01230"%02"T*/++5"4)5"-%8-" :):8J"$6)-&5*$J7*-$IU/*,1-$ T<")Ec7+/D")4")C5"30-/2" G@)*,`"T5/-<"S5+CYY/"#" 6%8-"G:5+-"&5)C:"/-"+)"&/D" 30-/2"6%8-"G7C+/D-"%" !H]A?A"FFE5-$ 4)5CF"+)"-<%5"/2%-"%02" $ /04)5F%+/)0J"J7*-$E79+((4Z$ 6%8-]"8%25-</:]" G@)*,`"$%C8"B%-+%/0"#" F%0%&F0+]"F%51+/0&]" BZd]"6%8-4)57]"575C/+/0&]" >N]?LA"FFE5-$ -88/0&"+/:-]"8%2"&05%+/)0]" " :5)-:7+/0&]"+5%/0/0&]" " 0+*)51/0&]"c)E-]"+7<0)8)&;]" " -)4+*%5]"-)7/%8"F2/%]" $ E8)&&/0&]"./01230]"X%7E))1" " %02"T*/++5J$ ":2*$J7*-$;--(<&71&()$ T<"6%8-"^--)7/%+/)0"/-"+<" G@)*,`"T5);"O%D/-"#"$ :5F/5"%--)7/%+/)0"4)5"-%8-" p"EC-/0--"2D8):F0+" @>]HAR"FFE5-" :5)4--/)0%8-J"Q":5)D/2" FFE5-"%":)*54C8"F%0-" $ +)"7)007+"%+"D0+-"%02" $ )08/0J"BZd"%02"7%55-"J7*-$T*-1$E,7<1&<*-" T</-"&5)C:"/-"%E)C+"-<%5/0&" G@)*,`".%C50+"OCE)/-"#" )C5"G:5/07-"%02"-)8C+/)0-" !?>]K?R"FFE5-$ %-"+<;"58%+-"+)"688/0&]" F%51+/0&"%02"S-+"$5%7+/7-" $ %02"Z75C/+F0+J$ @?"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • Engaging in Groups"Q<0";)C"%5"0&%&/0&"*/+</0"./01230"5)C:-]"<()1*)1$&-$4&)8J"5)C:-"-<)C82"E"4C0"%02"2C7%+/)0%8J"34";)C"%5"5%88;"8))1/0&"+)"<%D"%0"2&")D5"+<"7)F:+/+/)0]"2)"0)+":5)D/2"%":<)0"0CFE5")5"F%/8"%225--J"$5)D/2"-)F"1/02")4"8%50/0&"7)0+0+"eE8)&":)-+]"D/2)]"E))1]"*</+:%:5fJ""$5)D/2/0&"7)0+0+")5"%"2C7%+/)0%8"%2D/7"-+%E8/-<-"+<"/F:5--/)0"+<%+";)C"%5"7$1,>-1*5$750&-(,[$)(1$7)(12*,$-7*-$,*/,*-*)171&0*J""M)C5":<)0"0CFE5"%02"F%/8"%225--"-<)C82"E":5)D/22"/0":5/D%+"*<0";)C"<%D"-+%E8/-<2"%"7)007+/)0")5"5%7<2")C+"+<5)C&<")+<5"F%0-J"O)"0)+"+C50"%"7)82"7%88"/0+)"%":CE8/7"2/-:8%;J""" " Example """ Educational, not promotional"""" Content provided Finishes with content, not a" phone number of email address @!"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • " sChapter 5 "Prospecting and Preparing"""""" "" "“84% of your prospects will respond to cold-calls or emails when you leverageconnections.”-Kenan-Flagler School of Business University ofCarolina @>"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • Prospecting with Search,-/0&"./01230"6%57<"/-")0")4"+<"E-+"*%;-"+)":5)-:7+"%02"EC/82";)C5"0+*)51J"$,-/0&";507)<*5$J*7,<2";)C"7%0"-%57<"+<"./01230"2%+%E%-"+<5)C&<"4/5-+"%02"8%-+"0%F]"8)7%+/)0]"7)C0+5;]"-7<))8]"+/+8"%02"D0"/02C-+5;J"" $./01230"%88)*-";)C"+)"-%D"-%57<-J"T<5)C&<"+<"6+99"-5D/7";)C"7%0"-%D"@"-%57<-"%+")0"+/FJ"i0")4"+<"&5%+""%-:7+-")4"75%+/0&"%"-%D2"8/-+"/-"+<%+";)C"%5"0)+/4/2"D/%"F%/8")4"%"0*"FFE5")4";)C5"8/-+J""",+/8/Y"%88")5"F)-+")4"+<"4/82-"/0"+<"^2D%072"6%57<":%&J"O)0P+"<%D"+<)C-%02-")4"5-C8+-"9"+</-"/-0P+"447+/D"/0"+<"-8/&<+-+J":2&)4$-%7,1[$)(1$+&8B"""" @@"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • Using ConnectionsT<5)C&<";)C5"^2D%072"6%57<]"E"-C5"+)"0%55)*"/+"2)*0"+<5)C&<"+<"7)007+/)0-"+%E")0"+<"5/&<+j<%02"-/2")4";)C5"-%57<"E%5J"C*,*$&-$@29M",+/8/Y/0&"7)007+/)0-"/-"%-/8;")0")4"+<"F)-+"447+/D"-88/0&"+7<0/[C-J"Q<0";)C"%5"75%+/0&"%"8/-+")4":5)-:7+-"+<5)C&<"6%57<]"&)"+<5)C&<"%02"7<71")44"+<"7)007+/)0-"E)GJ"M)C"F/&<+"4/02"%":)+0+/%8":5)-:7+"*<)"10)*-"%"45/02]"488)*"%8CF0/")5"7)j*)515")4";)C5-J"""$$$$ T<"-%8-"/0+88/&07"%::8/7%+/)0]"6)-&5*V&*@]"C--"g6F%5+"B)007+/)0-"$ +7<0)8)&;h"+)"4/02"58%+/)0-</:-"+<5)C&<";)C5"7)88%&C-]":5D/)C-" F:8);5-]"%02"G/-+/0&"7C-+)F5-J" P&<4$2*,*$1($A&)5$(>1$%(,*$ $ @A"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • Prepare, Prepare, Prepare! ]:($,*9$()$,>-1&<-$7)5$)(1$/,*/7,*$&-$12*$8,*71*-1$(A$<,&%*-^$1($+*$/,*/7,*5$ +*A(,*27)5$A(,$7)9$<()1&)8*)<9$&-$12*$8,*71*-1$(A$0&,1>*-B_$`J>)$:L>$./01230"<%-"%88)*2"-%8-":5)4--/)0%8-"+)":5:%5"4)5"F+/0&-"8/1"0D5"E4)5J"30"+<"N?P-]")0"*)C82"2F"+</-"+;:")4"+7<0)8)&;"%"gF/02j5%25"45)F"+<"4C+C5hJ"T<"-%2"+5C+<"/-]"()9$a"D$(A$3&)4*56)$>-*,-$C-"/+"4)5":5:%5%+/)0")5"-%57<":C5:)--J"T</-"-<)C82"E"!??nJ"$5:%5%+/)0"4)5"%"F+/0&"&/D-"+<"7)04/207";)C"02"+)"7)F")C+")0"+):J""^-/2"45)F"+<")ED/)C-":5)4--/)0%8"G:5/07]"-CFF%5;"%02"57)FF02%+/)0-]"2*,*$7,*$"$2(1$/7<*-$1($((4$()$7$3&)4*56)$/,(A&*$1($8*1$12*$*58*$9(>$)**5M" 1 EducationS4)5"%"-%8-"7%88")5"EC-/0--"F+/0&]"7<71")C+"+<"2C7%+/)0")4";)C5":)+0+/%8":5)-:7+-J"UD5;)0"<%-"%"-0-")4":5/2"%E)C+"+<"-7<))8"+<;"%++022"*<0"+<;"*5";)C0&5J"d%;E";)C5":5)-:7+"/-"+<"%8CF")4"%"7)88&"+<%+"<%-"%"&%F"+<%+"7)F/0&"*102J"d%1"+<"-%8":5-)0%8"%02"-<)*";)C5":5)-:7+";)CPD"2)0";)C5"<)F*)51J"" 2 Twitter Profile34";)C5":5)-:7+-"%5")0"T*/++5]"/+"-<)C82"&)"*/+<)C+"-%;/0&";)C"02"+)"4)88)*"+<FJ"T*/++5"&/D-";)C"%"*/02)*"/0+)"+</5"2%;j+)j2%;"%7+/D/+/-"%02"/0+5-+-J"B<71")C+"+</5":5)4/8-"%02"-"/4";)C"7%0"58%+"+)"%0;"<)EE/-")5"570+"G:5/07-"+<;"F/&<+"<%D"<%2J"" @H"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • 3 Industry GroupsO)0P+"cC-+"C-"./01230"&5)C:-"4)5";)C5")*0":5-)0%8"10)*82&]"7<71")C+"+<"&5)C:-";)C5"%77)C0+-"%5"/0"%02"%-1"[C-+/)0-m"3+P-"%"&5%+":8%7"+)"cCF:"/0"+<"%7+/)0"%02"8%50"%E)C+";)C5":5)-:7+-P"/02C-+5;"%02"%88")4"+<"4%07;"+5F/0)8)&;J"" 4 LinkedIn Signal $U%-/8;]")0")4"+<"</220"-75+-`"LinkedIn Signal"%88)*-";)C"+)"-%57<"1;"+5F-"+<5)C&<)C+"./01230J"X)5"G%F:8"/4";)C"+;:"/0"g30-/2=/*h]";)C5"5-C8+-"*/88"7)F"45)F"C:2%+-]"+*+-"%02"F0+/)0-"/0"&5)C:-")4"g30-/2=/*Jh"6"*<%+")+<5":):8"%5"-%;/0&"%E)C+";)C5"%77)C0+"%02"+<"/02C-+5;"+<;"%5"/0J"M)C"F/&<+"E"-C5:5/-2"*<%+";)C"4/02I"" 5 Profile Plug-Ins "T</-"F/&<+"E"2F2"%-")ED/)C-"EC+"+<"./01230"$8C&j30-"2/-7C--2"%58/5"%5"%0"/0752/E8"5-)C57"4)5":5:%5%+/)0J"T<;"%5"+<"D)/7")4";)C5":5)-:7+"/0"F%0;"*%;-J"34"+<;"<%D"7)0+0+"+)"-<%5"e68/2-<%5-]"2)7CF0+-")0"S)GJ0+]"E8)&":)-+-"45)F"Q)52:5--f"2)0P+"<-/+%+"+)"+%1"%"8))1"%02"-"*<%+"+<;"<%D"+)")445J"d^lU"T(U"6^.U"$UZ6iV^S.U"^6"QU.."^6"$ZiXU663iV^.J"" @R"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • sChapter 6 "Social Selling Case Studiesusing LinkedIn""""" "" ""“Never before has there been a time when business people couldconduct background research on the individuals whom they intend tomeet with without asking them for their curriculum vitaes orbiographies ahead of time, that is, not until LinkedIn.”Kevin Nichols, President & CEO of KLN Publishing, LLC" @K"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • Kevin L. Nichols "lD/0".J"V/7<)8-]":5-/20+"%02"BUi")4"l.V"$CE8/-</0&" ..B"%02":5-/20+")4"l.V"B)0-C8+/0&"5)C:J"("C--"</-" %44/8/%+/)0-"/0"D%5/)C-"./01230"5)C:-"+)"75%+"*%5F" 8%2-J"3&)4*56)$I0*)1-"%5"%8-)"C+/8/Y2"+)")5&%0/Y" :5)4--/)0%8"F/G5-"-)"<"7%0"/0+5)2C7"</-"+%5&+" F%51+"+)"</-"-5D/7-J"V/7<)8-"<%-"E0"-C77--4C8"%+" C-/0&"</-"./01230"6+%+C-",:2%+-"+)"25%*"+5%44/7"+)"</-" QE-/+"%02"%88)*":)+0+/%8"78/0+-"+)"4/02"</F")0"+<"30+50+]"%D)/2/0&":%;/0&"4)5"G:0-/D"BZd"-)4+*%5J"i0")4"V/7<)8-P-"+5%2F%51-"/-"C-/0&"./01230"4)5"g$5j%F"Q%5Fj,:-h":5/)5"+)"EC-/0--"F+/0&-J"V)+/0&"+<":)+0+/%8":5)-:7+P-"2C7%+/)0]"7)007+/)0-]"*)51"G:5/07]"%02"%"&05%8")E-5D%+/)0")4"+<"8%;)C+]"V/7<)8-"/-":5:%52"4)5"D5;"EC-/0--"F+/0&J""" JGP6;3$JI336KQ$:;bI;?;S""S"-C5"+)"$ZU$^ZU]" $ZU$^ZU]"$ZU$^ZU"4)5"EC-/0--"F+/0&-"C-/0&" ./01230J"3F:5--";)C5"78/0+-"*/+<"+<"10)*82&";)C" <%D")4"+<F"%02"+</5"7)F:%0;J"" """"" @L"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • James Filbird b%F-"X/8E/52]")*05")4"%0"/0+50%+/)0%8"+5%2/0&" 7)F:%0;"7%882"bdX"30+50%+/)0%8"T5%2"5)C:"/0" B</0%J"Q/+<"0)"F%51+/0&"EC2&+"%02"%88")4"</-" :5)-:7+-")D5-%-]"X/8E/52"27/22"+)"/0D-+"/0" 2D8):/0&"EC-/0--"C-/0&"-)7/%8"F2/%J"Q/+<"%88"-)7/%8" F2/%":8%+4)5F-"E8)712"/0"B</0%"G7:+"./01230]"X/8E/52"E&%0"-:02/0&"!"+)">"<)C5-"2%/8;"EC/82/0&"</-"0+*)51"+<5)C&<"./01230"5)C:-J""X/8E/52"E&%0"E;"8))1/0&"0&%&/0&"/0"&5)C:-"%02"+<0"*)C82"+%1"7)0D5-%+/)0-"+)"61;:"*<5"%"2:5"58%+/)0-</:"*%-"EC/8+J"30"F)-+"7%--]"+<"58%+/)0-</:"F%2")0"./01230"*)C82"5-C8+"/0"-)F"4)5F")4"EC-/0--"4)5"</FJ"S;"C-/0&"./01230]"H&+&,5$8,*@$2&-$<(%/7)9$1($c"$%&&()$&)$7))>7$,*0*)>*$7)5$A&)5-$="D$(A$2&-$+>-&)*--$0&7$3&)4*56)J"("C-2"+<"-/+"+)"&+"/0+5)2C72"+)]"%02"F%/0+%/0"58%+/)0-</:-"*/+<]"8/1jF/022":5)4--/)0%8-J",-/0&"./01230"+)"2D8):"</-"0+*)51"<%-"7)0-/-+0+8;"82"+)"0*"EC-/0--")::)5+C0/+/-"4)5"</-"^F5/7%0j)*02]"B</0%jE%-2"7)0-C8+/0&"4/5FJ" JGP6;3$JI336KQ$:;bI;?;S"",+/8/Y"^.."%-:7+-")4" ./01230"%02"5F%/0"7)FF/++2J"d%0;":):8":C+"8/++8" 44)5+""/0"%02"%5"2/-%::)/0+2"/0"+<"5-C8+-J"6)7/%8" -88/0&"+%1-"+/F"%02"44)5+"EC+"%-";)C"7%0"-]"+<" 5-C8+-"%5"/0752/E8J" """ @N"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"
  • W(@)(75$6)-&5*V&*@$HFII$7)5$/>1$9(>,$ -(<&7$-*&)8$-4&-$1($12*$1*-1$ OC5/0&"+<"8%-+"4*";%5-]")D5"%"+<)C-%02"30-/2=/*" 7C-+)F5-"<%D"%2):+2"6)7/%8"688/0&]"%02"%5"0)*"-/0&`" • (/&<5"[C%8/4/2"8%2"D)8CF-" • 3075%-2")::)5+C0/+;"7)0D5-/)0"5%+-" • (/&<5"+<%0"%D5%&"7)0+5%7+"D)8CF-"" • (/&<5"50*%8"5%+-"""" The mission of the Social Selling University (SSU) is to" educate sales and marketing professionals on emerging" social media best practices for increasing sales and marketing productivity – with the ultimate objective of driving revenue. Follow us! A?"#"$ % & """""""""""""""""""""""""""""""""""""""""""" www.socialsellingu.com" """""""""""""""""""""""""""""()*"+)",-"./01230"4)5"6)7/%8"688/0&"9"7):;5/&<+"30-/2=/*">?!>"