Use linked in to find leads and generate new business.pptx

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Use linked in to find leads and generate new business.pptx

  1. 1. Use LinkedIn to Find Leadsand Generate New Business
  2. 2. Agenda   •  Introduc.ons   •  The  Founda.on  You  Need   •  LinkedIN  Anatomy   •  Benefi.ng  from  LinkedIN   •  Next  Steps    
  3. 3. Who  is  this  Dan  Kraus  guy?   •  25  year  sales  &  marke.ng  veteran     –  9+  years  with  Great  Plains  SoNware  (‘89-­‐’98)   –  6+  years  with  SAP  (‘03-­‐’09)   –  Allaire   –  Macromedia   –  Infinium  SoNware   –  ADP,  Con.nental  Cable  (Comcast)   •  Founded  3  companies   •  UMASS  Amherst,  Marke.ng  
  4. 4. Leading  Results  Overview   •  Instructors  for  the  Sage  Marke.ng  Academy   •  Marke.ng  services  firm  –  coaching  and  consul.ng     »  1:1  Coaching,  Group  Coaching   »  Frac.onal  VP  of  Marke.ng   »  Social  Media  Coaching  and  Learning   »  Referral  Marke.ng  Coaching  and  Classes   •  Authorized  Duct  Tape  Marke.ng  coaches   •  Offices  in  Charloee,  Boston,  Philadelphia,  So.  Cal.   •  Clients  throughout  North  America   •  We  help  our  clients  stop  was.ng  money  on  marke.ng  that   does  not  create  results  
  5. 5. Leading  Results  Core  Marke.ng  Mantra   •  Dont  talk  about  the  products  you  sell;  talk   about  the  problems  you  solve.       •  Then  talk  about  the  remarkably  different  way   that  I  will  experience  working  with  you  as  you   solve  those  problems.     •  Be  sure  you  tell  me  what  I  get;  NOT  what  you   do.    Because  I  dont  have  .me  to  figure  out  if   what  I  need  is  what  you  do.    
  6. 6. LinkedIN  –  Quick  Stats   •  100m  Members  (191342=me)  
  7. 7. Why  do  people  use  LinkedIN?     A.  They  are  looking  for  someone                Or   B.  They  want  to  be  found  by  someone  
  8. 8. What  are  your  rules?  
  9. 9. 5  Keys  to  Success     •  Be  Authen.c  &  Genuine   •  Be  Transparent   •  Show  Value   •  Be  Engaged   •  Contribute  
  10. 10. LinkedIN  Anatomy  
  11. 11. Founda.on  
  12. 12. He’s  not  that  much  bigger   than  me  
  13. 13. Get  to  the  Y  
  14. 14. LinkedIN  Anatomy  
  15. 15. Your  Profile  –  100%  
  16. 16. Groups  
  17. 17. LI  Today  
  18. 18. Signals    
  19. 19. LinkedIn  Company  page  
  20. 20. LinkedIn  Company  page  -­‐  Overview   This  public  tab  lists  info  such  as:   •  Basic  informa.on  about  your  company  (e.g.,   loca.on,  number  of  employees  and  industry)   •  Informa.on  about  new  hires  and  employees,   including  the  viewer’s  degree  of  separa.on   •  Twieer  and  blog  feeds  plus  a  “follow   company”  feature  
  21. 21. LinkedIn  Company  page  -­‐  Careers   •  This  is  another  public  tab  displaying  job   pos.ngs.     •  With  a  paid  Silver  or  Gold  account,  you  can   add  rich  content  such  as  videos.     •  You  can  also  customize  mul.ple  versions  of   your  Careers  page  that  will  display  relevant   content  for  targeted  audiences.  
  22. 22. Company  page  -­‐  Product  &  Services   •  Post  descrip.ons  of  your  key  products  and  services   •  Receive  product  and  service  recommenda.ons   •  Add  content  such  as  videos  and  promo.ons   •  Purchase  recommenda.on  ads  to  showcase   recommenda.ons  for  products  and  services  and   seek  more  of  them   •  Get  the  “recommend”  bueon  to  place  on  your   website  along  with  each  of  your  products  and     services.  
  23. 23. Products  and  Services  
  24. 24. LinkedIn  Company  page  -­‐  Analy.cs   •  This  is  a  private  tab  visible  only  to  LinkedIn  members   with  administrator  access  to  your  Company  Pages.     •  Two  analy.cs  let  you  benchmark  your  company   against  similar  companies   •  Also  provides  “insight”    
  25. 25. LinkedIn  Insights  
  26. 26. How  to  Benefit  from  LinkedIN  
  27. 27. Key  Areas  of  Leverage   •  Credibility   •  Gesng  Found   •  Automa.on   •  Sales   •  Networking   •  Adver.sing  
  28. 28. Credibility   •  Build  Credibility  Through  Q  &  A  and  Groups   •  Get  (Write)  recommenda.ons  
  29. 29. Gesng  Found   •  Search  engine  op.mize  your  profile   •  Par.cipate  in  Group  Discussions  and   relevant  associa.on  groups  
  30. 30. Automa.on   •  Tweet  from  LinkedIN  or  use  Hootsuite     •  Take  advantage  of  "Saved  Searches.”     •  Track  company  buzz.     •  Check  in  on  "Network  Updates.”     •  Use  LinkedIn  Today  to  keep  track  of   industry  news.    
  31. 31. Sales   •  Connect  with  prospects   •  Stay  in  contact  as  people  move   •  Use  OpenLink  to  send  messages  to  people   to  whom  youre  not  connected.     •  Leverage  the  power  of   LinkedIn  Groups.   •  Take  advantage  of  advanced   search  op.ons.    
  32. 32. Enhanced  Networking  &  Referrals   •  Search  contacts  for  referral  introduc.ons   •  Research  aeendees  from  events   •  Review  events  prospects  or  connec.ons  are   aeending  
  33. 33. Contribute  
  34. 34. Adver.sing  
  35. 35. Free  or  Paid?  
  36. 36. Bonus  Tips   •  Add  a  Follow  Bueon   •  Rearrange  your  profile   •  Make  your  blog/website  links  sexier     •  Export  connec.ons.   •  Use  applica.ons.    
  37. 37. Make  your  blog/website  links  sexier.     8/14/12  
  38. 38. Export  Connec.ons   8/14/12  
  39. 39. Applica.ons  
  40. 40. LinkedIN  Best  Prac.ces   •   Profile  –  links,  keywords,  descrip.ve   •   Status  updates  (+Twieer)   •   Repurpose  content  –  Slideshare,  YouTube   •   Connect  with  clients  &  prospects     •   Search  for  leads  –  Ideal  Customer  Profile   •   Recommend  clients,  partners   •   Use  Groups   •   Ques.ons  and  Answers   •   Adver.se  
  41. 41. Result   LinkedIN  ends  up  being  far  more  than  a   job  hun.ng  site   Offer  #1     Complete  the  evalua.on,   get  the  slides  
  42. 42. Offer  #2   •  Marke.ng  Hour  Glass  Audit   »  You  complete  our  ques.onnaire   »  We  spend  an  hour  or  so  with  you  to   review  your  approach  against  the   Marke.ng  Hour  Glass   »  We’ll  provide  you  with  a  blank  copy  of   this  calendar  template     Check  the  box  for  the  free  45  minute  business   evalua7on    
  43. 43. We  help  small  businesses  stop  was.ng  money  on  marke.ng     Thank  You  &  Ques3ons   Please  take  a  moment  to  complete  the  post   presenta.on  evalua.on   Contact  Us  Web:  www.leadingresults.com  Email:  info@LeadingResults.com  Phone:  888-­‐717-­‐1715  Twieer:  @LeadingResults  ;  @LauraBLorenz  FaceBook:  facebook.com/leadingresults  

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