How to Use LinkedIn
to Advance your
Business
Friday December 20, 2013
Presented to:
SENG Networking Group, Lutherwood

Gor...
About Gordon
Principal at Diverse Achievements, focuses
on Micro and Solo Entrepreneurs. Helping
these organizations level...
Evidence of LinkedIn Power
A survey by Ardath Albee and Jill
Konrath discovered:
•

LinkedIn contributes opportunities
(4....
What we’ll cover
•

•

How to effectively use LinkedIn
to add to your personal and
professional networks.

•

gordon@diver...
Your Profile

Build your profile, connect
with those you know

5

3

1

2

4
diverseachievements.com

Gordon Diver

gordon...
Your contact information
Know how you want your
connections to be able to
contact you. There are lots of
opportunities for...
Build you Network
Now that you‟ve built your profile, it‟s
time to make connections.
You‟ll note that folks have taken two...
How to Add Contacts

LinkedIn is a great way to stay in touch with professionals you
know. You may not work with them toda...
LinkedIn Company Pages

diverseachievements.com

Gordon Diver

gordon@diverseachievements.com
Getting started with your Page

To Create a LinkedIn Company Page you must meet these
requirements:
 Be an employee of th...
LinkedIn adding your Services
1. Go to main company
page and choose
“Products”
2. Click Edit Page and
then choose “add a
p...
LinkedIn Search
Basic LinkedIn Account

Premium LinkedIn Account

Full Profiles of 1st and 2nd degree

Full Profiles of 1s...
LinkedIn is Networking Power

Quickly identify who
can help you connect.

diverseachievements.com

Gordon Diver

gordon@di...
LinkedIn: Save your Search

On the Basic version, you can save three searches
for future reference.
One of the added advan...
LinkedIn is Networking Power

Based on our search results, Scott
might be someone I‟d like to connect
with.
What should be...
LinkedIn looking into his Company

diverseachievements.com

Gordon Diver

gordon@diverseachievements.com
See who we know in common
You‟ll see how you‟re connected and who is the
best person to make a “warm‟ introduction for
you...
Create Tags for your Contacts

Add tags to your connections
based on role, industry, how you
know them, etc. to make it ea...
LinkedIn Groups
LinkedIn allows you to be a member
of 50 different groups.
Best practices suggest joining
industry, alumni...
LinkedIn Etiquette
Asking someone to connect – Please
write a personal message why

Recommendations and Endorsements –
onl...
LinkedIn Rich Media
In 2013, LinkedIn added the ability to add
rich media to your LinkedIn profile.
This is not only a gre...
How to Add Rich Media.

diverseachievements.com

Gordon Diver

gordon@diverseachievements.com
LinkedIn: The Big Pet Peeve

It‟s about making it as
easy as possible for the
person you‟d like to
connect with to say yes...
An Example of Success
In LinkedIn Sales Secrets Revealed, Jill
Konrath provides some excellent examples.
Read how Robbie J...
Thank You for your time
It‟s been a pleasure to meet with
you.
As a thank you for your attention, I‟d
be happy to do a rev...
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How to use linked in to advance your business

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  • Here’s a quick summary of the other survey respondents: • 55.5% have never generated an opportunity via LinkedIn. Many of these respondents still see LinkedIn primarily as a site for job hunters. They use LinkedIn sparingly for research. They’re connected to a small number of people. In some cases, due to what they sell, their prospects are not on LinkedIn (e.g. physicians, school administrators). They’re unaware of many of LinkedIn’s capabilities and, because they don’t get value from it, have invested minimal time learning what’s possible. • 39.4% attribute one or more opportunities to LinkedIn. These survey respondents are active on LinkedIn, but to a lesser degree than the top sellers. They have a moderate number of connections and participate in some groups. They leverage LinkedIn for research on a regular basis. But, as our study showed, they haven’t tapped into nearly as many of LinkedIn’s capabilities as the top sellers.
  • LinkedIn User DOs & DON’Ts“As a condition to access LinkedIn, you agree to this User Agreement and to strictly observe the following DOs and DON’Ts:Don’t – Invite people with whom you have no prior relationship to join your network.”By choosing I Don’t Know or Report as Spam, the recipient of your invite is citing you as an ABUSIVE LinkedIn user!  If you get 5 invites marked as IDK (IDK stands for I don’t know), your LinkedIn account will be set to “restricted.”  Once restricted, you must enter an E-Mail address each time you try adding new people to your network.  This is a major inconvenience to say the least.So instead of aiming low and wide and inviting the world, YOU HAVE TO MAKE SURE YOU ARE ONLY INVITING PEOPLE WHO WILL NOT CLICK IDK OR REPORT AS SPAM. By connecting with people who are LIONs, you can rest assured they will NOT report you as SPAM or click IDK. Usually. There are jerks in this world but more often than not, by connecting with LIONS, you are safe from the dreaded IDK/SPAM label.
  • Have quality connectionsQuality is a more important than quantity when it comes to measuring the strength of your LinkedIn network. I don’t recommend adding people you don’t know because if you can’t ask them for an introduction or introduce someone you trust to them, then there’s not much benefit. It looks good to have over 500 connections, but after 500, the value of additional contacts starts diminishing.Ask for introductionsGetting introductions is one of the most effective ways to make new professional contacts. I take time to figure out what demographics of people I need to connect with in order to improve my career and business. I then identify specific people within those demographics, find them on LinkedIn and see if I share any connections. I then send a brief e-mail to the shared connection asking to be introduced.
  • Basic – FreeSales Basic: 200/yr or 21/mthSales Plus 490/yr or 51/mthSales Ex 911/yr or 101/mth
  • Two additional ways – Scott and I share a group. I can monitor conversations there and interact with anything that he does in the space. In addition, we both have ties to the Cambridge Chamber of commerce and can connect thorough that venue. A well placed call to my Chamber staff connections to ensure that they introduce me to Scott the next time we are at a function together. Which brings us to etiquette.
  • Examples of interacting with content includes commenting on articles they share, endorsing their skills, and “liking” their updates. Engaging with your connections’ content accomplishes two important things. First, it keeps you on their radar. Many people have a lot of connections and are very busy so it can be easy for them to forget about you. You want to have some form of engagement people on a regular basis. Second, when you’re interact, you’re promoting them by sharing it with your network and making their content look engaging. Promotion is a great way to be helpful, and being helpful is a great way to network.Check the profiles of your most valuable LinkedIn connections and see what groups they have joined.  Then choose those groups that align with your business focus.Use the “Search” function in LinkedIn to find groups in a specific industry, skill set or topic.Once you’ve joined a group, spend time determining if the group works for you.  You’ll want to see how active the participants in the group are, as well as the types of posts and value of information being shared.  If you see self-promotion and advertising, these are red flags.Another reason to join groups (especially those with a large number of potential prospects) is the ability to send a message to anyone in your group, even those people who aren’t first-level connections. 
  • How to use linked in to advance your business

    1. 1. How to Use LinkedIn to Advance your Business Friday December 20, 2013 Presented to: SENG Networking Group, Lutherwood Gordon Diver, Diverse Achievements @gdiver62 diverseachievements.com Gordon Diver gordon@diverseachievements.com
    2. 2. About Gordon Principal at Diverse Achievements, focuses on Micro and Solo Entrepreneurs. Helping these organizations level the playing field with overall business strategies, primarily in Marketing, Social Media training, CRM business processes. What we‟re not - social media „gurus‟. I‟m an experienced business strategist, having been a worker bee, a manager and a solo entrepreneur. Digital Strategist at AptiSense (Kelly Craft, Founder) focuses on primarily the SMB markets. Helping these organizations build effective strategies, then use proven tactics and business processes to reach their goals as “Social Business” leaders in their industries. We focus on CRM, Social, Digital Marketing and more. We occupy the middle ground We‟re tacticians as well. diverseachievements.com Gordon Diver gordon@diverseachievements.com
    3. 3. Evidence of LinkedIn Power A survey by Ardath Albee and Jill Konrath discovered: • LinkedIn contributes opportunities (4.9% lots, 39.4% several) • 61.4% of respondents were able to initiate offline conversations • Most valuable activities, sharing relevant content and showcasing personal expertise • Biggest concerns; Not knowing how to use it (58.0%) and not having time to learn (41.2%). Get full information here: http://bit.ly/Crack-LI-SalesCode diverseachievements.com Gordon Diver gordon@diverseachievements.com
    4. 4. What we’ll cover • • How to effectively use LinkedIn to add to your personal and professional networks. • gordon@diverseachievements.com Deeper look at the Search abilities within LinkedIn • Gordon Diver Quick overview of Company Pages • diverseachievements.com Quick overview of LinkedIn Profile LinkedIn Etiquette
    5. 5. Your Profile Build your profile, connect with those you know 5 3 1 2 4 diverseachievements.com Gordon Diver gordon@diverseachievements.com
    6. 6. Your contact information Know how you want your connections to be able to contact you. There are lots of opportunities for them to reach you. Choose wisely. You can protect who sees want on your profile in your settings. If you‟re just starting out: Go here diverseachievements.com Gordon Diver gordon@diverseachievements.com You can connect up to 3 web addresses, all can point to one site. For ex, Blog, Services and FAQ
    7. 7. Build you Network Now that you‟ve built your profile, it‟s time to make connections. You‟ll note that folks have taken two tactics for the most part being an Open Networker (LION) or being a Trusted Networker. There is a third more valuable way, choose the middle and be strategic about who you connect with. Your success will depend on how much you give, as much as you get. diverseachievements.com Gordon Diver gordon@diverseachievements.com
    8. 8. How to Add Contacts LinkedIn is a great way to stay in touch with professionals you know. You may not work with them today, but might be able to help them or they you in the near future – it‟s your virtual rolodex. Add connections by uploading your email contacts into LinkedIn and connect other social networks. In addition, LinkedIn will provide you with suggestions of people you might know, based on your connections. For example Randy, is in Calgary and we are connected on G+ and have many mutual acquaintances. diverseachievements.com Gordon Diver gordon@diverseachievements.com
    9. 9. LinkedIn Company Pages diverseachievements.com Gordon Diver gordon@diverseachievements.com
    10. 10. Getting started with your Page To Create a LinkedIn Company Page you must meet these requirements:  Be an employee of the company  Your position is listed in your Experience section  You have a company email address  Your company email domain is unique to your business  Your profile strength must be intermediate  You have several connections already in place. diverseachievements.com Gordon Diver gordon@diverseachievements.com
    11. 11. LinkedIn adding your Services 1. Go to main company page and choose “Products” 2. Click Edit Page and then choose “add a product or service” 3. After you fill it all out, click publish and your good to go. It may seem daunting, but it is really worth your time and effort diverseachievements.com Gordon Diver gordon@diverseachievements.com Get more detailed instructions by clicking here.
    12. 12. LinkedIn Search Basic LinkedIn Account Premium LinkedIn Account Full Profiles of 1st and 2nd degree Full Profiles of 1st and 2nd degrees Profile Summaries of Third degree Full names of network and groups A Maximum of 100 profiles Summaries for out of network profiles Basic Search Filters Premium filters to refine Extensive results – varies by category diverseachievements.com Gordon Diver gordon@diverseachievements.com
    13. 13. LinkedIn is Networking Power Quickly identify who can help you connect. diverseachievements.com Gordon Diver gordon@diverseachievements.com
    14. 14. LinkedIn: Save your Search On the Basic version, you can save three searches for future reference. One of the added advantages is that LinkedIn will send you an alert when new names are added to your saved search criteria, directly to your InBox. diverseachievements.com Gordon Diver gordon@diverseachievements.com
    15. 15. LinkedIn is Networking Power Based on our search results, Scott might be someone I‟d like to connect with. What should be the next step? diverseachievements.com Gordon Diver gordon@diverseachievements.com
    16. 16. LinkedIn looking into his Company diverseachievements.com Gordon Diver gordon@diverseachievements.com
    17. 17. See who we know in common You‟ll see how you‟re connected and who is the best person to make a “warm‟ introduction for you. What other way could I connect with Scott? diverseachievements.com Gordon Diver gordon@diverseachievements.com
    18. 18. Create Tags for your Contacts Add tags to your connections based on role, industry, how you know them, etc. to make it easier to find relevant people when needed diverseachievements.com Gordon Diver gordon@diverseachievements.com
    19. 19. LinkedIn Groups LinkedIn allows you to be a member of 50 different groups. Best practices suggest joining industry, alumni, association groups of interest and groups where your prospective customers might be in. When you join a group – it‟s to be a friendly and helpful contributor, by starting and sharing in conversations. It‟s not about asking for business. diverseachievements.com Gordon Diver gordon@diverseachievements.com
    20. 20. LinkedIn Etiquette Asking someone to connect – Please write a personal message why Recommendations and Endorsements – only ask those who can honestly do so. Avoid “Cat pictures” and overly personalized posts – it‟s a professional network; but your humanity should shine through Funny is ok – tasteless, not so good! Use a good, clean professional photo Share relevant and timely information, that will be of interest to your connections. diverseachievements.com Gordon Diver gordon@diverseachievements.com
    21. 21. LinkedIn Rich Media In 2013, LinkedIn added the ability to add rich media to your LinkedIn profile. This is not only a great boon to those in creative industries, but for the rest of us as well. In fact, you can find the SlideShare decks I‟ve created and posted on my LinkedIn profile. You can add, video, pictures, documents and much more. Here‟s a great deck from LinkedIn on how to do so: Add Rich Media to your Profile. diverseachievements.com Gordon Diver gordon@diverseachievements.com
    22. 22. How to Add Rich Media. diverseachievements.com Gordon Diver gordon@diverseachievements.com
    23. 23. LinkedIn: The Big Pet Peeve It‟s about making it as easy as possible for the person you‟d like to connect with to say yes. To succeed, be succinct, yet personal. diverseachievements.com Gordon Diver gordon@diverseachievements.com
    24. 24. An Example of Success In LinkedIn Sales Secrets Revealed, Jill Konrath provides some excellent examples. Read how Robbie Johnson of SPS Commerce landed a $500k contract, 9 months after being told to drop pursuing the company he eventually worked with. The secret to his success, effective networking and the power of LinkedIn to identify the right contacts. He was able to use LinkedIn to determine who might be in a position to help him get a “warm” introduction. By connecting through groups, he built up a relationship with the right – key person that he could help. diverseachievements.com Gordon Diver gordon@diverseachievements.com
    25. 25. Thank You for your time It‟s been a pleasure to meet with you. As a thank you for your attention, I‟d be happy to do a review of your LinkedIn profile and recommend suggestions to you to get the most from it. Drop me an email or connect with me on LinkedIn here. diverseachievements.com Gordon Diver gordon@diverseachievements.com
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