DevelopingSales through  LinkedIn
Or…‘How to make LinkedIn abusiness generation lead       machine!!’
You’ve been invited to …• Worlds largest networking event• All your customers and key prospects  will be there to talk, sh...
5 key reasons why I use LinkedIn
LinkedIn is a powerful way to…
3 key things to ask yourself…1. How many connections do I   have?2. How many recommendations   do I have?3. What is your s...
What do I want to say?   1. Who’s your audience?   2. What problems/pains do   you solve for your   audience?   3. How can...
Your overall objectiveBe recognised as a ‘Thought    Leader’ in your field. Know      Like    Trust
The biggest problem with      on-line networking‘I’ve put some time and effort into it but I’m not getting much out of it!...
Fundamentals of networkingWhat’s your networking attitude?‘Sharing information ina reactive and proactiveway without expec...
Building your connections• 1st - Your connections• 2nd - Connections of your connections• 3rd - Connections of the connect...
‘The real powerof your networkis in the second     degree’
Building a profile  that ‘Rocks’
Your Public Profile Fundamentals                                      Optimising your                                     ...
Your Public Profile Fundamentals                       Load your                       current and                       p...
Recommendations• Accessed via a direct link on your profile  and under each of your previous roles or  activities• Essenti...
Recommendations cont…Here’s some done forme                        Keep them current                        Aim for a     ...
The best way to get recommendations?• Work hard to earn them! Deliver Value.  Only ask if you think you have earned one.• ...
Your LinkedIn Secret Weapons
New Business Development Tools
My Groups            Can join up to 50            groups            What’s your group            strategy?            Disc...
Advanced Search
Advanced SearchOne of the most exciting aspects on LinkedInAllows you search LinkedIn for anyone onmany criteriaWhat’s you...
Advanced Search ctd…
Advanced Search ctd…Internalreferralsfromcurrentclient            Map the key
Advanced Search ctd…        Looking for Senior HR        professionals in the region
Advanced Search ctd…307leads                Looks interesting
Advanced Search ctd…
Advanced Search ctd…Make a list of top 50 company prospects then check them   out in company search            section!
Company Search
Company Search                 The power is in                 the 2nd degree                  connections
Company Search                   A great                 link/way in
Your Connections                   The power is in                   the 2nd degree                    connections
LinkedIn Applications
LinkedIn ApplicationsBlog Link:   Video testimonials
LinkedIn ApplicationsWrite down titles of 5 things that   you could write about that  demonstrates your personallevel of k...
LinkedIn ApplicationsBox Files
Box Files example…
Other applications I find useful ctd…   SlideShare
LinkedIn Applications       Projects               Use the ‘Projects’              section to promote             events, ...
The 15 imperatives of LinkedIn• Build a complete profile• Update and engage frequently with  your connections• Recommend o...
The 15 imperatives of LinkedIn• Start your own group• Search companies and harvest new leads• Respond to everyone who comm...
The 15 imperatives of LinkedIn• Put video on your profile• Promote your blog• Add the projects application to  showcase yo...
Contact me atPerformance Development Group    www.performancedg.com        0113 2288808 michael@performancedg.com  @Linked...
How to generate sales with LinkedIn
How to generate sales with LinkedIn
How to generate sales with LinkedIn
How to generate sales with LinkedIn
How to generate sales with LinkedIn
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How to generate sales with LinkedIn

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How to Drive Sales Through LinkedIn.
Worshop presented to Huddersfeld Town Enterprise Academy, 1st November 2012,

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How to generate sales with LinkedIn

  1. 1. DevelopingSales through LinkedIn
  2. 2. Or…‘How to make LinkedIn abusiness generation lead machine!!’
  3. 3. You’ve been invited to …• Worlds largest networking event• All your customers and key prospects will be there to talk, share ideas, collaborate on projects• You have an opportunity to add real value to the event Would you go? And keep going?
  4. 4. 5 key reasons why I use LinkedIn
  5. 5. LinkedIn is a powerful way to…
  6. 6. 3 key things to ask yourself…1. How many connections do I have?2. How many recommendations do I have?3. What is your summary statement?‘These 3 front page statisticspretty much determine yourLinkedIn prowess andprospect.’ Gitomer
  7. 7. What do I want to say? 1. Who’s your audience? 2. What problems/pains do you solve for your audience? 3. How can you convince me you deliver great results/earned the right?The answers above drive your content strategy
  8. 8. Your overall objectiveBe recognised as a ‘Thought Leader’ in your field. Know Like Trust
  9. 9. The biggest problem with on-line networking‘I’ve put some time and effort into it but I’m not getting much out of it!’2 issues;1. You don’t have a goal or strategy2. Not sure who are the people in best position to help me reach that goal
  10. 10. Fundamentals of networkingWhat’s your networking attitude?‘Sharing information ina reactive and proactiveway without expectinganything immediately inreturn.’
  11. 11. Building your connections• 1st - Your connections• 2nd - Connections of your connections• 3rd - Connections of the connections of your connections.
  12. 12. ‘The real powerof your networkis in the second degree’
  13. 13. Building a profile that ‘Rocks’
  14. 14. Your Public Profile Fundamentals Optimising your profile Make sure your profile is set to full view Headline should be catchy and be key-word rich Include everything you do, including past companies Give your profile a custom URL (your name) Link to your web site and blog for enhanced SEO 3 quality back-links Include the link to your profile on your email signature
  15. 15. Your Public Profile Fundamentals Load your current and past work history with terms you want to be found for
  16. 16. Recommendations• Accessed via a direct link on your profile and under each of your previous roles or activities• Essential as they establish your credibility; who else says so besides you?• Great evidence of the value you create• Excellent for improving SEO
  17. 17. Recommendations cont…Here’s some done forme Keep them current Aim for a minimum of 10 Don’t be afraid to ask What’s the best way to ask?
  18. 18. The best way to get recommendations?• Work hard to earn them! Deliver Value. Only ask if you think you have earned one.• People will ask them from you. The best test here is would you give them a reference offline for a job? Or for a tender?• If someone does recommend you, you can reciprocate, but wait until the next day or so.
  19. 19. Your LinkedIn Secret Weapons
  20. 20. New Business Development Tools
  21. 21. My Groups Can join up to 50 groups What’s your group strategy? Discussions and promotions Posting strategy
  22. 22. Advanced Search
  23. 23. Advanced SearchOne of the most exciting aspects on LinkedInAllows you search LinkedIn for anyone onmany criteriaWhat’s your definition of a high-quality lead? • Who are the Key Decision Makers and buyers in the companies you sell to? • What’s their job title? • What’s their seniority level? • How big is the company? • Are they in specific industries?
  24. 24. Advanced Search ctd…
  25. 25. Advanced Search ctd…Internalreferralsfromcurrentclient Map the key
  26. 26. Advanced Search ctd… Looking for Senior HR professionals in the region
  27. 27. Advanced Search ctd…307leads Looks interesting
  28. 28. Advanced Search ctd…
  29. 29. Advanced Search ctd…Make a list of top 50 company prospects then check them out in company search section!
  30. 30. Company Search
  31. 31. Company Search The power is in the 2nd degree connections
  32. 32. Company Search A great link/way in
  33. 33. Your Connections The power is in the 2nd degree connections
  34. 34. LinkedIn Applications
  35. 35. LinkedIn ApplicationsBlog Link: Video testimonials
  36. 36. LinkedIn ApplicationsWrite down titles of 5 things that you could write about that demonstrates your personallevel of knowledge or expertise and adds value to… Clients or potential clients
  37. 37. LinkedIn ApplicationsBox Files
  38. 38. Box Files example…
  39. 39. Other applications I find useful ctd… SlideShare
  40. 40. LinkedIn Applications Projects Use the ‘Projects’ section to promote events, white papers, free downloads or to showcase products you are currently promoting
  41. 41. The 15 imperatives of LinkedIn• Build a complete profile• Update and engage frequently with your connections• Recommend others• Solve other peoples problems• Join and participate in groups
  42. 42. The 15 imperatives of LinkedIn• Start your own group• Search companies and harvest new leads• Respond to everyone who communicates with you• Set up the slide-share and other applications to add value• Update your status regularly
  43. 43. The 15 imperatives of LinkedIn• Put video on your profile• Promote your blog• Add the projects application to showcase your work• Integrate twitter• Leverage LinkedIns search power
  44. 44. Contact me atPerformance Development Group www.performancedg.com 0113 2288808 michael@performancedg.com @LinkedIn.com/in/michaelbarkerpdg @Twitter.com/pdgtips @pdgclips @ PDG-Performance-Development-Group

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