Top 10 ways to use LinkedIn for prospectingPresentation Transcript
+Social SellingUsing LinkedIntoGrow your Business
2We are a multichannel, data-driven, direct marketing servicescompany. Illuminated Marketing is our unique method ofcombining data, design and delivery. Its where science andimagination collide, resulting in the solution. The product is a one-stop, full-service answer to your marketing needs.We Are…
3End to end capabilities forcustomer-focused marketersStrategyCreativeDataSourcingDB MGTCampaignAnalyticsDelivery
4• Over 175 million members in 200 countries.• A new member joins approximately everysecond.• On average, Americans spend 2.7 hourssocializing on their mobile devices.• That’s over twice the amount of time they spendeating and 1/3 of the amount of time they spendsleeping!Source: Mobile Marketing Statistics 2013; Danyl Bosomworth
5CUSTOMERSAt the end of the day the goal is leverage Linked In and the othersocial channels to acquire more customers and retain the onesyou have because you will be seen as a thought leader
6At the end of the day it is allabout engagement, not thiskind but this kind.A major source of visitors to our website is LinkedInYour client facing team members,sales AM’s, executive leadership allshould have a social presence andposition your company as thoughtleaders. This engages our prospectsand customers and sets us apart fromthe pack.
7TOP 10 things you need to be doing on Linked In.
9Your BrandIn 1997, Fast Company authorTom Peters wrote about theimportance of your personalbrand. Today it is imperativethat you take control of yourbrand and put the best footforward.
10Your Brand• It starts with photo.• Don’t use photos from you atthe bar and your friends arecropped out.• High quality cameras areeverywhere. Take a pic, edit itand post it.• Put keywords that sell who youare and position you at thethought leader you are in yourrespective industry.• Remember you only have onefirst impression.
12Team Effort• Social selling extends beyondyou.• Your company needs to have astrong presence and any clientfacing team member should too.• Senior leadership, sales, serviceand marketing should be activewriting and sharing contentacross different verticals
14Proper IntroductionSo this is the standard LinkedIn Intro box.Do not ever use it!• Pause, think about why you wantto connect and your reason forreaching.• Give them a reason to networkwith you.• Show the value you will deliver inhaving you as aconnection, whether Content, aservice, product etc.
16Leverage Your NetworkLinked in starts at the 2nd degree!• Leverage your network• Ask for introductions.• LinkedIn makes it veryeasy with an“introductions” feature.
18Cross PlatformThese techniques do not reside solely on Linkedin. Explore and expand your social networking toother platforms too!
20GroupsGroups are an excellent way toprospect in verticals you aretrying to penetrate.• Start and monitorconversations• Sharing your insights in groupdiscussions• Make new connections
22Recommendations & EndorsementsRecommendations are key toprofile visibility as they showinstant credibility!• Request recommendationsfrom current and formercolleagues• Recommend a businessassociate, they mightreciprocate
23Recommendations & EndorsementsEndorsements, which wereintroduced last fall are “lazyman’s” version of arecommendation• Have some impact on yoursocial presence• Help keep you top of mind.• Just make sure youreciprocate. I scratch yourback you scratch mine!
25New Tagging FeatureTagging has several effective uses• Mention individuals and companies of relevance in your post to encouragecontinued dialogue.• Enhance your content strategy by tagging companies, colleagues or thoughtleaders that may have contributed to your post.• Also has great impact on event marketing or speaking engagements
27SharingSharing is a great way to “share”thought leadership with yournetwork and groups.It allows you the opportunity to stayin front of your network andbecome a “leader”.