How to REALLY use LinkedIn to find new customers in 10 slides

Before using LinkedIn: Set a step back! First define your goals: How many new customers do you want? What does a good customer look like? Which function does your contact person have? What type of organisation? Which industry? What location? Then ask yourself: who are the people in the best position to help me reach my goals?

First define your goals:

How many new customers do you want?

What does a good customer look like?

Which function does your contact person have?

What type of organisation? Which industry? What location?

Then ask yourself: who are the people in the best position to help me reach my goals?

Take this fundamental principle of networking into account The real power of the network is in the second degree. The real power is in the network of your network. So don’t focus on your own network, but ask them to introduce you to their network!

The real power of the network is in the second degree.

The real power is in the network of your network.

So don’t focus on your own network, but ask them to introduce you to their network!

Tap into the single most important “feature” of LinkedIn LinkedIn shows the connections between people. LinkedIn shows you which of your own contacts can introduce you to potential customers or people who can help you reach them. LinkedIn allows you to easily tap into the power of the second (or third) degree. LinkedIn eliminates “cold” calling.

LinkedIn shows the connections between people.

LinkedIn shows you which of your own contacts can introduce you to potential customers or people who can help you reach them.

LinkedIn allows you to easily tap into the power of the second (or third) degree.

LinkedIn eliminates “cold” calling.

Basic Strategy how to REALLY use LinkedIn Set your sales goal Decide who are the people in the best position to help you reach that goal Use LinkedIn to find them. BUT you need a “basic” or first degree network first before you can get in touch with the people who can help you reach your goal.

Set your sales goal

Decide who are the people in the best position to help you reach that goal

Use LinkedIn to find them.

BUT you need a “basic” or first degree network first before you can get in touch with the people who can help you reach your goal.

Building your “basic” network in 3 steps Upload the contacts from your email program to LinkedIn. Connect with (old) colleagues and (old) classmates using LinkedIn tools. Join the Groups which are in line with your goals: Professional organisations for your (potential) customers Industry organisations for your (potential) customers Peers (other sales people or business owners) If applicable: alumni associations of a former school/university or employer

Upload the contacts from your email program to LinkedIn.

Connect with (old) colleagues and (old) classmates using LinkedIn tools.

Join the Groups which are in line with your goals:

Professional organisations for your (potential) customers

Industry organisations for your (potential) customers

Peers (other sales people or business owners)

If applicable: alumni associations of a former school/university or employer

How to find the people in the best position to help you via LinkedIn? Search with their name (if you know their name) Use the criteria you used to get your goal clear in Advanced Search Browse in the network of your connections Look in the Groups you are member of Use “Companies” to find them

Search with their name (if you know their name)

Use the criteria you used to get your goal clear in Advanced Search

Browse in the network of your connections

Look in the Groups you are member of

Use “Companies” to find them

A few Do’s and Don’ts Be proactive. Just crafting/adapting your Profile most of the times is not enough. Don’t be too direct/pushy: build relationships with people. They might be able/willing to introduce you to your potential customers. Be active in Groups and help others: this helps to raise your visibility and credibility. Don’t use LinkedIn as a sales tool, but as a research tool. Invest every week some time to build and maintain your network.

Be proactive. Just crafting/adapting your Profile most of the times is not enough.

Don’t be too direct/pushy: build relationships with people. They might be able/willing to introduce you to your potential customers.

Be active in Groups and help others: this helps to raise your visibility and credibility.

Don’t use LinkedIn as a sales tool, but as a research tool.

Invest every week some time to build and maintain your network.

If you want more tips How to craft an attractive LinkedIn Profile so potential customers can find you and contact you? The one tool outside of LinkedIn which allows you to have your network do the work for you Advanced strategies to find new customers Advanced strategies to get more out of your network or referral club membership 22 Answers to Burning Questions 24 Little known, but important features and behaviour of LinkedIn that can make or break your LinkedIn strategy 11 time saving tools …

How to craft an attractive LinkedIn Profile so potential customers can find you and contact you?

The one tool outside of LinkedIn which allows you to have your network do the work for you

Advanced strategies to find new customers

Advanced strategies to get more out of your network or referral club membership

22 Answers to Burning Questions

24 Little known, but important features and behaviour of LinkedIn that can make or break your LinkedIn strategy

11 time saving tools

…

You can find them in the book “How to REALLY use LinkedIn”. Start right away with requesting your FREE light version: www.how-to-really-use-linkedIn.com