How to make your
LinkedIn profile
‘Rock’
What they don’t teach you about LinkedIn
but you really do need to know!

7th Mar...
and…
‘How to make LinkedIn a
business lead generation
machine!!’
You’ve been invited to …
• Worlds largest networking event
• All your clients, customers and key
prospects will be there t...
5 key reasons why I use LinkedIn
Business
development
opportunity
generation

Improves my
search engine
optimisation

Grea...
LinkedIn Facts
More than 259 million
members worldwide
UK 14 million members
3 million business pages

2 New members join ...
LinkedIn Facts
• Average household income £73,000
• People are 2X more confident in
the information found on LinkedIn
that any other soci...
LinkedIn is a powerful way to…
Differentiate yourself
and be found in sea of
competition

Generate an endless
supply of le...
3 key things to ask yourself…
1. How many connections do I
have?
2. How many recommendations
do I have?
3. What is your su...
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 conv...
Your overall objective?

Be 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!’
2 ...
Fundamentals of networking
What’s your networking attitude?

‘Sharing information in
a reactive and proactive
way without ...
Or to quote the late great Zig Ziglar
Building your connections

• 1st - Your connections
• 2nd - Connections of your connections
• 3rd - Connections of the con...
‘The real
power of your
network is in
the second
degree’
Building a profile
that ‘Rocks’
Your Public Profile Fundamentals
Optimising your profile
Make sure your profile
is set to full view
Headline should be cat...
Your Public Profile Fundamentals
Optimising your profile
Make sure your profile
is set to full view
Headline should be cat...
Your Public Profile
Load your
current and
past work
history with
terms you
want to be
found for
Your Public Profile
Load your
current and
past work
history with
terms you
want to be
found for
Your Public Profile
Load your
current and
past work
history with
terms you
want to be
found for
Optimise your profile- Key words

Your Headline

Current Work Experience

Your Summary

Past Work Experience
Tips for building your network
• Check everyday to see who’s looked at your profile
via the ‘Who’s viewed your profile? an...
Tips for building your network
• Check everyday to see who’s looked at your profile
via the ‘Who’s viewed your profile? an...
Tips for building your network
• Check everyday to see who’s looked at your profile
via the ‘Who’s viewed your profile? an...
Tips for building your network
• Check everyday to see who’s looked at your profile
via the ‘Who’s viewed your profile? an...
Tips for building your network
• Check everyday to see who’s looked at your profile
via the ‘Who’s viewed your profile? an...
See who they know

Click on their
connections
See who they know
Invitations to connect
• 1st rule of LinkedIn ALWAYS personalise an
invitation to connect. Too many invites come
through w...
Invitations to connect: The lazy way

The default
message:
Sending this is
impersonal, it
makes it look like
you are trawl...
Invitations to connect: The right way

A personalised
message:
Makes the recipient
feel like you value
them
Invitations to connect: how to deal with them
• Should I accept every invitation and how do I
decide?
In thinking about ac...
Invitations to connect cont…
Hi John,
I usually only accept invitations to connect from people I have
already done busines...
Cultivating your network
Status Updates
Status Updates
Cultivating your network
Status Updates
• Aim to update every day/a few times a
week
• Comment on other member connections...
Status Updates

• Share a helpful article or blog post you’ve found

• An interesting statistic

• If you are attending an...
Status updates: Home link…
To see
specific
updates
•
•
•
•
•

Connections
Profiles
Groups
Companies
etc
Recommendations
• Accessed via a direct link on your profile and
under each of your previous roles or and in a
separate re...
Recommendations
Recommendations

To access
recommendations
click drop-box
Recommendations
Recommendations
Video
testimonials
Recommendations cont…
Here’s some done for me
Keep them current
Aim for a
minimum of 10
Don’t be afraid to
ask
What’s the ...
The best way to get recommendations?
• Work hard to earn them! Deliver Value. Only
ask if you think you have earned one.
•...
Adding media
Click edit
profile
Edits wording

Adding media

Adds more
jobs/experience

Adds media

Moves
segment
up/down
profile
Your LinkedIn Secret Weapons
New Business Development and
Sharing Value Tools
My Groups
Can join up to 50
groups
What’s your group
strategy?
Discussions and
promotions
Posting strategy
Groups
Don’t self
promote
it turns
people off

Create and
contribute to
discussions
Aim to
become key
influencer/top
contr...
Thought provoking questions
After 5 days
103 comments!

Groups

Key Influencer in
Group
Thought provoking questions

12 days
152 comments!
Thought provoking questions
4 days
32 comments
Profile statistics/who’s viewed
14
to
75!
Be provoking!
Groups: start your own
New Business Development Tools
Advanced Search
Advanced Search
One of the most exciting aspects on LinkedIn
Allows you search LinkedIn for anyone on
many criteria

What’...
Advanced Search ctd…
Click on see all
Advanced Search ctd…
Internal
referrals
from
current
client

Map the key contacts
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
Advanced Search ctd…

Looking for Senior HR
professionals in the region
Advanced Search ctd…
307 leads

Looks interesting
Advanced Search ctd…
Your Connections
The power is in
the 2nd degree
connections
LinkedIn Applications
LinkedIn Media
Click on edit
profile
Edit/add
media
LinkedIn Media
LinkedIn Media
LinkedIn Video Youtube
LinkedIn Media

Add video
content
testimonials or
best practice
clips
LinkedIn Media
LinkedIn Media

Add slideshare
content to your
profile
LinkedIn Media
LinkedIn Media
Write down titles of 5 things
that you could write about that
demonstrates your personal
level of knowledge...
LinkedIn Projects
Use the ‘Projects’
section to promote
events, white
papers, free
downloads or to
showcase products
you a...
LinkedIn Projects
LinkedIn Projects
Use the ‘Projects’
section to promote
events, white
papers, free
downloads or to
showcase products
you a...
LinkedIn Projects
LinkedIn Projects
LinkedIn Publications
Click link
LinkedIn Publications
Endorsements
Company Page
Company Page
Company Page
Video

Recommendations
Example
Example 2
So in summary…
You now know
what it takes to
make your
LinkedIn profile
and presence
ROCK!
The imperatives are…
The 15 imperatives of LinkedIn
• Build a complete profile
• Update and engage frequently with
your connections
• Recommend...
The 15 imperatives of LinkedIn
• Start your own group
• Search companies and harvest new
leads
• Respond to everyone who
c...
The 15 imperatives of LinkedIn
• Put video on your profile
• Promote your blog
• Add the projects and publications
applica...
Contact me at
Performance Development Group
www.performancedg.com
0113 2288808
michael@performancedg.com
@LinkedIn.com/in/...
Linked in profile rocks march 2014
Linked in profile rocks march 2014
Linked in profile rocks march 2014
Linked in profile rocks march 2014
Linked in profile rocks march 2014
Linked in profile rocks march 2014
Linked in profile rocks march 2014
Linked in profile rocks march 2014
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Linked in profile rocks march 2014

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Workshop slides for the How to Make Your Profile Rock Workshop March 2014

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Linked in profile rocks march 2014

  1. 1. How to make your LinkedIn profile ‘Rock’ What they don’t teach you about LinkedIn but you really do need to know! 7th March 2014
  2. 2. and… ‘How to make LinkedIn a business lead generation machine!!’
  3. 3. You’ve been invited to … • Worlds largest networking event • All your clients, customers and key prospects will be there to talk, share ideas, best practice, 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 Business development opportunity generation Improves my search engine optimisation Great way of staying in touch with my network Because it’s where the people are Don’t like cold calling
  5. 5. LinkedIn Facts More than 259 million members worldwide UK 14 million members 3 million business pages 2 New members join every second Cant ignore it! Executives from all top companies are LinkedIn members 4th Largest country in the world 4% world population
  6. 6. LinkedIn Facts
  7. 7. • Average household income £73,000 • People are 2X more confident in the information found on LinkedIn that any other social media site • 4X better results for B2B than facebook/twitter
  8. 8. LinkedIn is a powerful way to… Differentiate yourself and be found in sea of competition Generate an endless supply of leads for you and your company No Autopilot! Share value, files, news, best practice and ideas with connections Manage your online reputation and highlight your strengths
  9. 9. 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 stat’s pretty much determine your LinkedIn prowess and prospect.’ Gitomer
  10. 10. 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 resultsearned the right? The answers above drive your content strategy
  11. 11. Your overall objective? Be recognised as a ‘Thought Leader’ in your field. Know Like Trust
  12. 12. 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 strategy 2. Not sure how to leverage your connections and understand what social selling really is
  13. 13. Fundamentals of networking What’s your networking attitude? ‘Sharing information in a reactive and proactive way without expecting anything immediately in return.’
  14. 14. Or to quote the late great Zig Ziglar
  15. 15. Building your connections • 1st - Your connections • 2nd - Connections of your connections • 3rd - Connections of the connections of your connections.
  16. 16. ‘The real power of your network is in the second degree’
  17. 17. Building a profile that ‘Rocks’
  18. 18. 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
  19. 19. 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, blog and Youtube channel for enhanced SEO 3 quality back-links Include the link to your profile on your email signature
  20. 20. Your Public Profile Load your current and past work history with terms you want to be found for
  21. 21. Your Public Profile Load your current and past work history with terms you want to be found for
  22. 22. Your Public Profile Load your current and past work history with terms you want to be found for
  23. 23. Optimise your profile- Key words Your Headline Current Work Experience Your Summary Past Work Experience
  24. 24. Tips for building your network • Check everyday to see who’s looked at your profile via the ‘Who’s viewed your profile? and ‘People you may know’ features.
  25. 25. Tips for building your network • Check everyday to see who’s looked at your profile via the ‘Who’s viewed your profile? and ‘People you may know’ features.
  26. 26. Tips for building your network • Check everyday to see who’s looked at your profile via the ‘Who’s viewed your profile? and ‘People you may know’ features.
  27. 27. Tips for building your network • Check everyday to see who’s looked at your profile via the ‘Who’s viewed your profile? and ‘People you may know’ features.
  28. 28. Tips for building your network • Check everyday to see who’s looked at your profile via the ‘Who’s viewed your profile? and ‘People you may know’ features. • Browse through and see who you want to connect to • Check which contacts bridge you and the potential new connection • You can then send them an invitation to connect or make contact ‘I see we have a number of connections in common…’ or you can see who would be best to make an introduction for you. • When someone accepts an invitation to connect go to their profile and see who they know
  29. 29. See who they know Click on their connections
  30. 30. See who they know
  31. 31. Invitations to connect • 1st rule of LinkedIn ALWAYS personalise an invitation to connect. Too many invites come through where people haven’t bothered to change the standard message. • If you don’t personalise the message to me it looks like you’re just ‘trawling’ for connections • Would you walk up to someone at a networking event , just give them your card, say call me then walk off?
  32. 32. Invitations to connect: The lazy way The default message: Sending this is impersonal, it makes it look like you are trawling for connections
  33. 33. Invitations to connect: The right way A personalised message: Makes the recipient feel like you value them
  34. 34. Invitations to connect: how to deal with them • Should I accept every invitation and how do I decide? In thinking about accepting ask yourself - does the addition of this connection strengthen and add value to my network? If yes, then accept. If no, then reject them politely. • How do I reject the invites I don’t want to connect with? Its ok to say no and is more polite than simply ignoring them!
  35. 35. Invitations to connect cont… Hi John, I usually only accept invitations to connect from people I have already done business with or by introductions and recommendations from others in my network. I'm not sure if/where we've met? A generic request to connect gives me little to go on in terms of if we've ever met or how your connection might add value to my network. It could be interpreted as trawling for connections! If you have a twitter account lets get to know each other that way. I look forward to reading your tweets and maybe we can connect some other time. Kindest regards
  36. 36. Cultivating your network Status Updates
  37. 37. Status Updates
  38. 38. Cultivating your network Status Updates • Aim to update every day/a few times a week • Comment on other member connections status updates • Stay business focused • Be useful/create value
  39. 39. Status Updates • Share a helpful article or blog post you’ve found • An interesting statistic • If you are attending an interesting event • Your take on something topical • Ideas from the latest book you are reading Be Interesting ! Be Useful ! Be Helpful !
  40. 40. Status updates: Home link… To see specific updates • • • • • Connections Profiles Groups Companies etc
  41. 41. Recommendations • Accessed via a direct link on your profile and under each of your previous roles or and in a separate recommendations section • Essential as they establish your credibility; who else says so besides you? • Great evidence of the value you create • Excellent for improving SEO
  42. 42. Recommendations
  43. 43. Recommendations To access recommendations click drop-box
  44. 44. Recommendations
  45. 45. Recommendations Video testimonials
  46. 46. Recommendations cont… Here’s some done for me Keep them current Aim for a minimum of 10 Don’t be afraid to ask What’s the best way to get a recommendation?
  47. 47. 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. • Don’t be afraid to turn down a request, but do it kindly.
  48. 48. Adding media Click edit profile
  49. 49. Edits wording Adding media Adds more jobs/experience Adds media Moves segment up/down profile
  50. 50. Your LinkedIn Secret Weapons
  51. 51. New Business Development and Sharing Value Tools
  52. 52. My Groups Can join up to 50 groups What’s your group strategy? Discussions and promotions Posting strategy
  53. 53. Groups Don’t self promote it turns people off Create and contribute to discussions Aim to become key influencer/top contributor Post thought provoking questions
  54. 54. Thought provoking questions
  55. 55. After 5 days 103 comments! Groups Key Influencer in Group
  56. 56. Thought provoking questions 12 days 152 comments!
  57. 57. Thought provoking questions 4 days 32 comments
  58. 58. Profile statistics/who’s viewed 14 to 75!
  59. 59. Be provoking!
  60. 60. Groups: start your own
  61. 61. New Business Development Tools
  62. 62. Advanced Search
  63. 63. Advanced Search One of the most exciting aspects on LinkedIn Allows you search LinkedIn for anyone on many criteria What’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?
  64. 64. Advanced Search ctd…
  65. 65. Click on see all
  66. 66. Advanced Search ctd… Internal referrals from current client Map the key contacts
  67. 67. Advanced Search ctd… Make a list of top 50 company prospects then check them out in company search section!
  68. 68. Company Search
  69. 69. Company Search The power is in the 2nd degree connections
  70. 70. Company Search A great link/way in
  71. 71. Advanced Search ctd… Looking for Senior HR professionals in the region
  72. 72. Advanced Search ctd… 307 leads Looks interesting
  73. 73. Advanced Search ctd…
  74. 74. Your Connections The power is in the 2nd degree connections
  75. 75. LinkedIn Applications
  76. 76. LinkedIn Media Click on edit profile Edit/add media
  77. 77. LinkedIn Media
  78. 78. LinkedIn Media
  79. 79. LinkedIn Video Youtube
  80. 80. LinkedIn Media Add video content testimonials or best practice clips
  81. 81. LinkedIn Media
  82. 82. LinkedIn Media Add slideshare content to your profile
  83. 83. LinkedIn Media
  84. 84. LinkedIn Media Write down titles of 5 things that you could write about that demonstrates your personal level of knowledge or expertise and adds value to… Clients or potential clients
  85. 85. LinkedIn Projects Use the ‘Projects’ section to promote events, white papers, free downloads or to showcase products you are currently promoting Click the link
  86. 86. LinkedIn Projects
  87. 87. LinkedIn Projects Use the ‘Projects’ section to promote events, white papers, free downloads or to showcase products you are currently promoting Click the link
  88. 88. LinkedIn Projects
  89. 89. LinkedIn Projects
  90. 90. LinkedIn Publications Click link
  91. 91. LinkedIn Publications
  92. 92. Endorsements
  93. 93. Company Page
  94. 94. Company Page
  95. 95. Company Page Video Recommendations
  96. 96. Example
  97. 97. Example 2
  98. 98. So in summary… You now know what it takes to make your LinkedIn profile and presence ROCK! The imperatives are…
  99. 99. 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
  100. 100. 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, youtube, project and publication functions to add value • Change your status regularly
  101. 101. The 15 imperatives of LinkedIn • Put video on your profile • Promote your blog • Add the projects and publications application to showcase your work • Integrate twitter • Leverage LinkedIn's search power
  102. 102. Contact me at Performance 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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