Use linked in to find leads and generate new business.pptx
Use LinkedIn to Find Leadsand Generate New Business
Agenda • Introduc.ons • The Founda.on You Need • LinkedIN Anatomy • Beneﬁ.ng from LinkedIN • Next Steps
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
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
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.
LinkedIN – Quick Stats • 100m Members (191342=me)
Why do people use LinkedIN? A. They are looking for someone Or B. They want to be found by someone
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
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.
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.
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”
Key Areas of Leverage • Credibility • Gesng Found • Automa.on • Sales • Networking • Adver.sing
Credibility • Build Credibility Through Q & A and Groups • Get (Write) recommenda.ons
Gesng Found • Search engine op.mize your proﬁle • Par.cipate in Group Discussions and relevant associa.on groups
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.
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.
Enhanced Networking & Referrals • Search contacts for referral introduc.ons • Research aeendees from events • Review events prospects or connec.ons are aeending
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
Result LinkedIN ends up being far more than a job hun.ng site Oﬀer #1 Complete the evalua.on, get the slides
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
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