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LinkedIn Training Module 1 Sales 2.0 — Introduction to LinkedIn
LEVEL TIME TO MANAGE ACTIVITY BENEFITS Module 1 Entry Level Set up 30 minutes Daily 10-20 minutes Set up profile Invite th...
LEVEL TIME TO MANAGE ACTIVITY BENEFITS Module 1 Entry Level Set up 30 minutes Daily 10-20 minutes Set up profile  Invite t...
LEVEL TIME TO MANAGE ACTIVITY BENEFITS Module 1 Entry Level Set up 30 minutes Daily 10-20 minutes Set up profile  Invite t...
SECTION 2.  Sales 2.0 How can you join the conversation? SECTION 1.  Who Uses LinkedIn? Are the people you want to meet on...
The Old Way To Do Business
A NEW Way of Doing Business
Average Age 41 Household  Income $109,703 Male 64%
JOB TITLES: C-Level Executives EVP/SVP Senior Management Middle Management
LinkedIn adds a new member every second!
LinkedIn has over 50 million members. 50,000,000
The majority of LinkedIn users are decision-makers or have influence in the purchase decisions at their companies. 66%
SECTION 2.  Sales 2.0  What is Sales 2.0? How to use LinkedIn to meet more people who are interested in what you do Succes...
Buyers are leveraging the Internet and if they can’t find you, you’re not in the game.
Daily Internet Searches Are Now Approaching Half a Billion Searches The Rapid Acceleration  of Internet Use 500,000,000
Sales 2.0 Meeting the buyer,  where the buyer is.
It’s More About Socializing Than Selling
Social networking uses technology to facilitate sharing, research and digitize your contact base.
Reach more people by utilizing  your  whole  network.
Browse group discussions  or answer questions.
 
Find connections to leverage by researching people or companies.
Manage the information that’s publicly available about you as a professional.
Find and be introduced to potential clients, service providers and subject experts who come recommended.
The versatility  of LinkedIn. Marketing Q&A Expert Group Leader Update Frequently
The versatility  of LinkedIn.  Business Development Search then connect Building relationships
The versatility  of LinkedIn. Sales Leads Background info Warm calls Work through connections
Promote yourself  or your work Make new business or professional contacts 22% 20% 47% 67% Do you use your online profile to…
Sales 2.0 Success Stories
Closed $250,000 worth of business by simply answering questions in LinkedIn!
“ Within the first week, a former client responded and we connected. Out of that came a $1 million consulting contract, ju...
“ It enables a small firm like Catapult to compete effectively with much larger firms like Goldman Sachs and Morgan Stanle...
SECTION 3.  Customizing your profile on LinkedIn How to personalize your profile account in LinkedIn  How to invite those ...
How to set up your profile.
 
 
 
 
 
 
 
 
 
 
 
 
 
Your Turn! Create or make changes to your profile.
Inviting those you know to connect with you on LinkedIn.
1. 2.
 
 
 
 
Your Turn! Invite people to join you on LinkedIn. (Hint –  You can access existing databases such as Yahoo! or Outlook, or...
<ul><li>Congratulations </li></ul><ul><li>You should now: </li></ul><ul><li>•  Have an account on LinkedIn </li></ul><ul><...
Next Steps Answer the 6 exit questions on what you learned in this module. Start Module 2
Test What You Have Learned <ul><li>Module One </li></ul><ul><li>Exit Questions   </li></ul><ul><li>1.  A new member joins ...
<ul><li>4. What percentage of LinkedIn users are decision-makers or have influence in the purchase decisions at their comp...
Answers to Module 1 <ul><li>Answer to question 1 – </li></ul><ul><li>#4. LinkedIn adds a new member every second. </li></u...
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Module 1 Introduction to LinkedIn

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Module 1 Introduction to LinkedIn
section 1 - The typical LinkedIn User
section 2 - Sales 2.0 - Social Networking
section 3 - personalizing your account

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  • www.gettyimages.com/detail/AA027281/Photodisc
  • While it is easy to sign up for a LinkedIn account, few people realize that their LinkedIn account can open doors to new business partnerships, potentials clients, and a wealth of information to aid in building a business.  Although it is not exactly rocket science, establishing strong relationships in LinkedIn is quickly replacing lunch meetings and cold calls.  And, the reason why is simple.  You can easily meet and introduce yourself to a host of interesting and interested business contacts all within a few minutes.  More importantly, you gain exposure to many other business owners and clients from across the street as well as across the world!
  • Who is using LinkedIn?
  • http://blog.linkedin.com/2008/10/09/reconnecting-wi/
  • http://blog.linkedin.com/2008/10/16/how-linkedin-he/ Ron Lissak, managing partner at Catapult Advisors told me in an interview (see below) how he uses LinkedIn to equalize the differences between a smaller firm like Catapult and the much larger firms he’d worked for in his past. In the video interview below, Ron talks about LinkedIn as a research tool and its ability to unearth hidden connections through the power of common contacts.
  • Transcript of "Module 1 Introduction to LinkedIn"

    1. 1. LinkedIn Training Module 1 Sales 2.0 — Introduction to LinkedIn
    2. 2. LEVEL TIME TO MANAGE ACTIVITY BENEFITS Module 1 Entry Level Set up 30 minutes Daily 10-20 minutes Set up profile Invite those in your database to connect Become visible in the largest professional database in the world Module 2 Mid Level Setup 60 minutes Daily 20-30 minutes Invite people to join your network Join Groups Digitize your contact base Be able to quickly stay in touch with individuals or groups via LinkedIn Module 3 Advanced Level Setup 60 minutes Daily 60+ minutes Research and approach potential contacts Questions & Answers Make & receive Recommendations Share your knowledge & make introductions Get introduced to those you want to meet Build your social capital
    3. 3. LEVEL TIME TO MANAGE ACTIVITY BENEFITS Module 1 Entry Level Set up 30 minutes Daily 10-20 minutes Set up profile Invite those in your database to connect Become visible in the largest professional database in the world Module 2 Mid Level Set up 60 minutes Daily 20-30 minutes Invite new people to join your network Join Groups Digitize your contact base Be able to quickly stay in touch with individuals or groups via LinkedIn Module 3 Advanced Level Setup 60 minutes Daily 60+ minutes Research and approach potential contacts Questions & Answers Make & receive Recommendations Share your knowledge & make introductions Get introduced to those you want to meet Build your social capital
    4. 4. LEVEL TIME TO MANAGE ACTIVITY BENEFITS Module 1 Entry Level Set up 30 minutes Daily 10-20 minutes Set up profile Invite those in your database to connect Become visible in the largest professional database in the world Module 2 Mid Level Set up 60 minutes Daily 20-30 minutes Invite new people to join your network Join Groups Digitize your contact base Be able to quickly stay in touch via LinkedIn to individuals or groups Module 3 Advanced Level Set up 60 minutes Daily – 60 +minutes Research and approach potential contacts Answers/Questions Make & receive Recommendations Share your knowledge & make introductions Get introduced to those you want to meet Build your social capital
    5. 5. SECTION 2. Sales 2.0 How can you join the conversation? SECTION 1. Who Uses LinkedIn? Are the people you want to meet on LinkedIn? SECTION 3. Personalizing your profile account in LinkedIn (or if you already have one, how to make sure it’s optimized)
    6. 6. The Old Way To Do Business
    7. 7. A NEW Way of Doing Business
    8. 8. Average Age 41 Household Income $109,703 Male 64%
    9. 9. JOB TITLES: C-Level Executives EVP/SVP Senior Management Middle Management
    10. 10. LinkedIn adds a new member every second!
    11. 11. LinkedIn has over 50 million members. 50,000,000
    12. 12. The majority of LinkedIn users are decision-makers or have influence in the purchase decisions at their companies. 66%
    13. 13. SECTION 2. Sales 2.0 What is Sales 2.0? How to use LinkedIn to meet more people who are interested in what you do Success Stories
    14. 14. Buyers are leveraging the Internet and if they can’t find you, you’re not in the game.
    15. 15. Daily Internet Searches Are Now Approaching Half a Billion Searches The Rapid Acceleration of Internet Use 500,000,000
    16. 16. Sales 2.0 Meeting the buyer, where the buyer is.
    17. 17. It’s More About Socializing Than Selling
    18. 18. Social networking uses technology to facilitate sharing, research and digitize your contact base.
    19. 19. Reach more people by utilizing your whole network.
    20. 20. Browse group discussions or answer questions.
    21. 22. Find connections to leverage by researching people or companies.
    22. 23. Manage the information that’s publicly available about you as a professional.
    23. 24. Find and be introduced to potential clients, service providers and subject experts who come recommended.
    24. 25. The versatility of LinkedIn. Marketing Q&A Expert Group Leader Update Frequently
    25. 26. The versatility of LinkedIn. Business Development Search then connect Building relationships
    26. 27. The versatility of LinkedIn. Sales Leads Background info Warm calls Work through connections
    27. 28. Promote yourself or your work Make new business or professional contacts 22% 20% 47% 67% Do you use your online profile to…
    28. 29. Sales 2.0 Success Stories
    29. 30. Closed $250,000 worth of business by simply answering questions in LinkedIn!
    30. 31. “ Within the first week, a former client responded and we connected. Out of that came a $1 million consulting contract, just because we were able to connect and remember each other’s competencies and what each other were doing.” - Darrel Rhea
    31. 32. “ It enables a small firm like Catapult to compete effectively with much larger firms like Goldman Sachs and Morgan Stanley!” - Ron Lissak
    32. 33. SECTION 3. Customizing your profile on LinkedIn How to personalize your profile account in LinkedIn How to invite those you know to join your network
    33. 34. How to set up your profile.
    34. 48. Your Turn! Create or make changes to your profile.
    35. 49. Inviting those you know to connect with you on LinkedIn.
    36. 50. 1. 2.
    37. 55. Your Turn! Invite people to join you on LinkedIn. (Hint – You can access existing databases such as Yahoo! or Outlook, or search for people and send an invite from their profiles.)
    38. 56. <ul><li>Congratulations </li></ul><ul><li>You should now: </li></ul><ul><li>• Have an account on LinkedIn </li></ul><ul><li>• Completed your profile </li></ul><ul><li>• Selected fields for your pubic profile </li></ul><ul><li>Invited those you know to join your network </li></ul>
    39. 57. Next Steps Answer the 6 exit questions on what you learned in this module. Start Module 2
    40. 58. Test What You Have Learned <ul><li>Module One </li></ul><ul><li>Exit Questions </li></ul><ul><li>1. A new member joins LinkedIn every: </li></ul><ul><li>Day </li></ul><ul><li>Hour </li></ul><ul><li>Minute </li></ul><ul><li>Second </li></ul><ul><li>2. LinkedIn’s worldwide membership is over: </li></ul><ul><li>50,000,000 </li></ul><ul><li>5,000,000 </li></ul><ul><li>500,000 </li></ul><ul><li>3. LinkedIn’s subscribers primarily use it for: </li></ul><ul><li>Fun </li></ul><ul><li>To make business connections </li></ul><ul><li>To improve their search engine rankings </li></ul><ul><li>To find a new job </li></ul>
    41. 59. <ul><li>4. What percentage of LinkedIn users are decision-makers or have influence in the purchase decisions at their companies: </li></ul><ul><li>95% </li></ul><ul><li>66% </li></ul><ul><li>21% </li></ul><ul><li>5. For a sales person the most useful function of LinkedIn is the ability to: </li></ul><ul><li>Gather background information on companies, competitors and new hires </li></ul><ul><li>Learn more information about those you want to connect with by reviewing previous work experience, schooling, likes and interests, and groups they have joined </li></ul><ul><li>Use all 3 tiers of your network to meet new prospects </li></ul><ul><li>All of the above </li></ul><ul><li>6. The most popular social networking tool for business people is: </li></ul><ul><li>Twitter </li></ul><ul><li>LinkedIn </li></ul><ul><li>Facebook </li></ul><ul><li>Plaxo </li></ul>Test What You Have Learned
    42. 60. Answers to Module 1 <ul><li>Answer to question 1 – </li></ul><ul><li>#4. LinkedIn adds a new member every second. </li></ul><ul><li>Answer to question 2 - </li></ul><ul><li>#1. LinkedIn’s membership is over 50,000,000 and is the 37th* most popular site in the world. (Alexa research) </li></ul><ul><li>Answer to question 3 - </li></ul><ul><li>#2. LinkedIn is primarily used for making and nurturing business connections. </li></ul><ul><li>Answer to question 4 – </li></ul><ul><li>#2. 66% of LinkedIn users are decision-makers or have influence in the purchase decisions at their companies. </li></ul><ul><li>Answer to question 5 - </li></ul><ul><li>#4. All of the above! </li></ul><ul><li>Answer to question 6 – </li></ul><ul><li>#2. LinkedIn </li></ul>
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