LinkedIn for Mergers and Acquisitions

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Putting LinkedIn to Work
Plus, Intro to Twitter

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LinkedIn for Mergers and Acquisitions

  1. 1. Putting LinkedIn to Work Plus, Intro to Twitter
  2. 2. Welcome Putting LinkedIn to Work Plus, Intro to Twitter 834 Design & Marketing Kim Bode Telly LaForest Adrienne Wallace
  3. 3. What is Social Media? A flexible definition • Evolution of relationships • Familiar communication tools • Built on networking foundations (platforms) • Real time • Individualized & Transparent • 2-way communication on a massive level
  4. 4. What is Social Media? Flattening the Earth Tipping point was identified by Neilson (2009): Social media (67%) used more than email (65%)
  5. 5. What is Social Media? Demographics
  6. 6. What is Social Media? Demographics
  7. 7. What is Social Media? Demographics
  8. 8. What is Social Media? Demographics
  9. 9. What is Social Media? Categories
  10. 10. What is Social Media? LinkedIn Growth The most represented industries on LI are hi-tech (17%), finance (14%) and manufacturing (10%), while sales (12%), academics (10%), administrative (10%) are the most common job functions.
  11. 11. What is Social Media? SM Growth Not just for job seekers anymore, has become a recognized and legit B2B sales solution.
  12. 12. About Social Media 3 Things • Each platform has a distinct personality. • Many different platforms for different purposes. • Platforms may change, good communication does not.
  13. 13. About Social Media Change in Communication
  14. 14. About Social Media Change in Communication
  15. 15. About Social Media Change in Communication
  16. 16. About Social Media Implications for Business
  17. 17. Effects of Social Media • Democracy • Transparency in the everyday • Meritocracy • Open sourced comments posted affect performance-based outcomes • Authentocracy • Success from true voices. Drive to be “authentic self” is a large tenant of SM.
  18. 18. Tools of Social Media • Search/Audit/Strategize • Create a policy for your firm. • Assign ambassadors or educate all members • Find out what you do, who does it? • What do your competitors do? How? • Track/Protect/Monitor • Google analytics. • Google alerts. • Participate/Engage • Answer the noise. • Refer and redirect if need be.
  19. 19. How to engage? • Determine your strategy and your audience. • Get some headshots for goodness sake. • Find yourself – what’s your brand? • Create original content and add to the conversation. • Publish stuff worth reading. • Engage your audience continually.
  20. 20. Why engage?
  21. 21. How?
  22. 22. About Social Media Implications • Age of radical transparency. • Lack of privacy-no one is exempt. • Longevity of practice. • Assured of change. • Flexibility required. • Evaluate and re-strategize (continually).
  23. 23. LinkedIn Value Quick Stats • 20% of LinkedIn users are senior level executives • 39% of LinkedIn users have titles of Manager, Director, CEO, COO, CFO, or VP • 60% are either decision makers, or have direct access to decision makers • 43% of all LinkedIn users are located in the United States • Top four professions: IT, Marketing/Advertising, Financial Services, Computer Software (all avg incomes over $60,000.00 annually) Souce: LinkedIn Ads
  24. 24. 9 Common LinkedIn Mistakes • Failing to take social seriously • Not achieving a 100% complete LinkedIn profile • No photo, or worse, the WRONG photo • Not developing and building your network • Not using LinkedIn to protect your current clients • Not asking or getting recommended • Failing to join LinkedIn groups • Waiting for people to come to you • Letting your staff “loose” on LinkedIn without advice
  25. 25. 7 Essential LinkedIn Connections • Co-Workers • Current and past • Clients or Customers • Be careful of conflict of interest or privacy • Classmates • Yes, even if you haven’t seen them in a while • Fellow Volunteers • Extracurricular connections • Members of Your Business Network • There is power in co-marketing services • Family and Friends • Ask these people to be your clients or to give a recommendation on your behalf • Fellow Members of LinkedIn Groups • Yes, even if you don’t know them “in real life”
  26. 26. 7 Essential LinkedIn Activities • Sign up AND PUT IN A PROFESSIONAL PICTURE! • Can’t participate if you don’t join • Maintain a complete profile • Don’t let it stagnate • Update your status regularly – maybe even daily! • Show you are attentive • Connect: set a weekly goal. • Build your network of primary, secondary and tertiary relationships • Join a group; hell, join 50…that is the limit • Connect with people of similar interests, share strategies, complain about the economy and get sympathy-it’s like support group • Share a link or answer a question • Provide added value and items of interest • Follow a company [start with your competitors]
  27. 27. 7 Essential LinkedIn Settings to Modify • Profile Photo • Everyone, network, or connections only • Public Profile • Create your branded URL then choose which items appear in a search to others • Manage Recommendations • Public or private • Member Feed Visibility • Choose who sees your updates [everyone, network or connections only] • Network Updates • Control what updates you get on your homepage • Connections Browse • Control who sees your connections [can your competition?] • Authorized Applications
  28. 28. Essential Groups to Join • Your company’s group • Engage members in discussion, refer people to other services and develop reciprocal relationships • Your competitors • Isn’t it obvious? Research. Intel. • Mergers & Acquisitions Network (over 39,000 members!) • Association of Professional Merger & Acquisition Advisors (APMAA) • Mergers & Acquisitions Professionals • The Middle Market • DEALGATE global alliance of M&A professionals
  29. 29. Essential Groups to Join Any group located in your targeted area of interest: • Healthcare/Medical • Manufacturing • Technology • Automotive • Distribution • Transportation • Services • Construction • Investment Properties • Follow, like, ask, reciprocate, recommend, research, offer assistance, network, solicit. LI is a powerful search tool for finding B2B solutions. • “Blind” connects and asks are not a faux paux, they are a standard social media networking initiative. Connect before you ask. Show your value first. Solicit second…or third even.
  30. 30. Use LinkedIn for What Exactly? • Manage existing clients • Distribution of quality info to clients • Generate referrals through clients and referring businesses • Secure new clients through search • Prevent attrition by offering additional services • Share content • Give clients valuable connections and referrals • Increase your own web visibility/SEO rank/traffic in general • Low or no cost marketing • Recruitment of trusted referral source, buyers AND staff • Research of trends • Get/give advice
  31. 31. Steps to gain a referral • Social media flattens the referral process-you are already connected • Search for the client you want among your contacts, networks, or groups • View your contacts and their contacts • SM Mastery for Small Biz with 834 • Use the platform to build goodwill through a mutual connection • Message them or ask to be introduced through your mutual contact • Did someone search you? Connect with them, use their curiosity to get to their contacts • Lessen the “creep factor” with 834 • Prospect, search, connect, follow up • Stand Out on SM with 834
  32. 32. “But I don’t have the time to “play around” on Social Media” 1. It’s not playing, it’s business development stop being silly 2. Denying SM today is like saying “nah, we’ve got enough money, don’t worry about us.” 3. Try to escape it I dare you 4. It’s painless…coming up 15 minutes a day to better social media maintenance 5. Make it an appointment on your calendar to ensure follow through 6. You are waiting for the coffee to brew anyway, may as well do something to pass the time
  33. 33. LI in 15-minutes a day • Minutes 1–5: • Complete a status update. • Have you just landed a new client (no names, of course, unless your client agrees) or achieved a personal best? • It could be sharing of info from someone else even if you are not feelin’ it • It only takes a minute, but each posting is far- reaching thanks to ‘LinkedIn’s Weekly Updates’ broadcast.
  34. 34. LI in 15-minutes a day • Minutes 6-10: • Solicit one new contact a day/5 per week • Browse ‘All Updates’ on your ‘Home’ page. • Congratulate a connection or comment on a profile update, even if it’s just to say, “Great new photo.” • All of these comments go out to your entire network.
  35. 35. LI in15-minutes a day • Minutes 11–15: • Glance through ‘People You May Know’ by clicking on ‘Add Connections’ in the upper-right corner of the ‘Profile’ screen and selecting it from the screen that appears. • These are people who are connected to your connections. If you see someone you know, invite him or her to join your network. • When your invitation is accepted, ‘All Updates’, shown on your ‘Home’ page, will reflect that and your new connection will be included in the ‘Weekly Updates’ broadcast.
  36. 36. LinkedIn Value James Potter, Insight Marketing “When you know how to use LinkedIn well, you’ll save yourself a ton of time. You will walk through open doors instead of making cold calls; you’ll enhance your personal reputation and the profile of your practice; you’ll access outstanding information and opportunities that would previously have missed and ultimately you will increase your revenue.”
  37. 37. Twitter Value Twitter Good • Highly flexible (create hashtags, campaigns) • Best for individuals (thought leaders, etc.) • Broadcast almost ad nauseum • Builds relationships • Simple to interact on an individual level • Scale • Succinct • Optimized for mobile • Fans can easily create copycats/spinoffs
  38. 38. Twitter Value Twitter Good • Highly flexible (create hashtags, campaigns) • Best for individuals (thought leaders, etc.) • Broadcast almost ad nauseum • Builds relationships • Simple to interact on an individual level • Scale • Succinct • Optimized for mobile • Fans can easily create copycats/spinoffs
  39. 39. Twitter Value Twitter Bad • Arcane/intimidating • Higher learning curve • Limited tools and options • Requires most monitoring — responses are expected immediately • Messages can get lost in the stream
  40. 40. Twitter Value What’s your motivation? • Dissemination of news and info • Soliciting clients or buyers • Communicating with your community • Spreading awareness • Research and strategy • Getting feedback • Telling your story 140 at a time
  41. 41. Twitter Value What’s your audience’s or target’s motivation? • Getting and giving feedback • Research, gleaning information • Presentation of self to others • Exclusivity • Meaningless chit chat • Sharing information quickly and easily (effortless) • Feeling connected
  42. 42. Twitter: Build an Audience • Build a Twitter Audience Ethically… • Don’t buy your friends; make some friends Adopted from: Next Web
  43. 43. Build an Audience 1. Create Valuable Content Strategy: Sharing content repeatedly, Buffer If you want people to follow and share what you publish, you need to publish content worth sharing. No need to belabor that point, however, less widely-understood is the value of sharing this content multiple times. Twitter is of-the-moment, but the majority of your followers will not be checking Twitter 24/7. Using a tweet-scheduling service like Buffer puts your content in front of your audience when they’re most likely to see it. Increase this likelihood by scheduling multiple posts for a particular piece of content.
  44. 44. Build an Audience 2. Comment on relevant news/tweets Strategy: Live-Tweeting Commenting on relevant news, trending topics, and various other happenings on Twitter injects your voice into an ongoing conversation. Pick conversations that your followers – and your brand – would care about, and join in the discussion. If you’re a social commentator, lifestyle brand or comedian, you might cultivate a following live-tweeting #downtonabbey. A more serious account may publish reasoned comments on #healthcare during a televised address. Whatever your focus, joining in on a tweetup, story or other hashtagged event is a great way to meet your ideal followers where they’re gathering.
  45. 45. Build an Audience 3. Retweet relevant content Strategy: Search/rank service to identify thought-leaders Another way to capitalize on ongoing conversations is to retweet relevant content. Using a management dashboard for Twitter like TweetDeck or HootSuite, identify thought-leaders in your industry, and retweet meaningful content they’re sharing. Their voice is amplified, and yours legitimized. Your brand stands to benefit from associating with reputable commentators, and you’re laying groundwork for potential collaboration and reciprocal sharing. Engagement – Ask. Listen. Respond.
  46. 46. Build an Audience 4. Events to Engage Strategy: Promoted Tweets Twitter capitalizes on the immediacy of events and can exponentially amplify the buzz of contests. Barack Obama’s 2012 Presidential re- election campaign set a new standard for the use of social media to build consensus and drive action. Throughout the campaign, well- timed tweets captured a key moment and made it easy to share messages and emotions. By paying to promote the most important messages, Obama’s campaign owned the conversation at crucial points in the election. Twitter is the medium of choice for discussing ongoing events. Steering and leading an event conversation in real-time is exceedingly valuable – and worth paying for.
  47. 47. Build an Audience 5. Ask for Retweets Strategy: Ask for help Now you have content worth sharing, and you’ve begun connecting with people whom you’d like to share it. It’s important to activate your follower base and enlist their help in growing your presence. How? Simply ask for their participation. Spelling out the word “retweet” in your request makes your followers 12 to 23X more likely to re-share your message. Using hashtags wisely and asking for help will open your tweets up to searches and people who may not yet follow you. For example geographic based # like #GRMI #Austin #DET will net followers and attention in regions that you might not yet be affiliated.
  48. 48. Build an Audience 6. Promote Responsibly Strategy: Co-promotion Following and retweeting content from thought leaders and companies with healthy followings certainly offers exposure. Seeking out opportunities for co-promotion, merging offline and online worlds, offers your brand even greater upside. Endorsements from brands and celebrities that connect with your audience provide invaluable credibility in addition to increased reach. As long as endorsements stay on-message and conversational in tone, your followers will appreciate this promotional content. Find a partner and practice responsible co-promotion.
  49. 49. Build an Audience 7. Countdowns Strategy: Teaser Tweets Success on Twitter is largely a matter of capturing people’s attention. In a medium predicated on distraction, refreshed every microsecond, the ability to build anticipation is invaluable. Countdowns provide a reason to tweet frequent reminders and an opportunity to construct a narrative across a series of tweets. Use countdowns leading up to a new product launch, feature unveiling, software update, behind the scenes access, or other content releases. Kick off your countdown with a couple of teaser tweets. Give your followers reason to check what you’re saying now, later today, and even further in the future.
  50. 50. Build an Audience 8. Twitter-Exclusive content, contests and promotions Strategy: #twixclusive(s) While “twixclusive” may horribly bastardize the English language, Twitter-only deals are an effective tool that belong in your brand’s social media strategy. Twitter-exclusive content and promotions boost engagement with what you’re publishing on Twitter while also offering a tangible reward to your followers. Show appreciation for your followers’ attention and make it worthwhile to revisit your page. Use your Twitter account to give a behind-the-scenes look at your brand and take exclusive access a step further. Twitter democratizes conversation and affords unprecedented connection with elite brands and personalities. Loyalty and interest increases when you share content accessible only on Twitter.
  51. 51. Build an Audience 9. Two-sided Conversations Strategy: treat your followers like people That’s right REAL HUMANS! Talk with your audience on Twitter in ways you can’t anywhere else. What often falls under the ‘engagement’ header is really one of Twitter’s greatest potential rewards. Your brand is on Twitter to join key conversations. Your followers are on Twitter to converse with you. People invariably appreciate hearing their own name and knowing that they’re being listened to. Responding to a follower on Twitter accomplishes both. Twitter allows your brand to offer an unprecedented reward: interaction.
  52. 52. Build an Audience Summary Content, engagement, and rewards make your Twitter account a meaningful destination for potential followers. Give your audience what they want, and more followers will want to join that audience.
  53. 53. Twitter in 15-minutes a day Minutes 1–5: • Follow any new followers from the previous day provided they fit your acceptable criteria. Only you can decide what that is, but in general, follow people back unless they are vulgar or tweet about money-making schemes or things you’d prefer not to be bothered with each day. If you use a service like HootSuite or TweetDeck (which we recommend)you can see what each person is tweeting before you decide to follow them. • What this does: This is part of intentional growth (which is discussed in The Strategist). In the beginning, when you are following fewer than 100 accounts, you will still be able to see everyone’s tweets and not feel overwhelmed. As you start to follow more accounts, you will need to use lists to sort everyone into appropriate categories. If someone (or many people) you are following are not producing valuable content, simply unfollow them.
  54. 54. Twitter in 15-minutes a day Minutes 6-10: Set up 3 to 4 retweets of things that fit your area of expertise. To make this easier, find retweets from people that you follow, or for best engagement results, specifically find things to retweet from people you have just followed in step 1. Scan your Twitter feed pick out 3 to 4 things that you believe have value, and schedule them. Note: Make it a priority to always click a link before you retweet it, first to make sure it actually works and then to quickly scan the page to make sure it’s quality. You can always read it thoroughly later (or if you are a speed reader, just read it right then). What this does: This type of activity is to keep your Twitter account active, engaged, and to stay relevant, attracting more followers and setting yourself for people to start retweeting your updates in return. It also helps you stay up-to-date with new content and new trends.
  55. 55. Twitter in15-minutes a day Minutes 11–15: Set up another 3 or 4 unique, original tweets of your own and schedule them. First, you can reply to someone else’s tweet, either in agreement or disagreement. Then, if I were you, I would set up tweets that link to recent posts on my blog, or to other content on my website. Also include a tweet or two that doesn’t contain a link (not all tweets need links). What this does: Replies engage your Twitter audience and can help you connect with someone new. Fresh, original tweets add your own content to the Twitter stream, so that you are providing something of value that is completely your own; give added value.
  56. 56. Connect with us! 834 Design & Marketing http://834design.com/ https://www.facebook.com/834design http://www.linkedin.com/company/2609249 Kim Bode kim@834design.com @834design http://www.linkedin.com/in/kimbode Telly LaForest Telly@834design.com @chantellalyse www.linkedin.com/in/chantelllaforest Adrienne Wallace adrienne@834design.com @adriwall http://www.linkedin.com/in/adriwall
  57. 57. Sources • Linkedin.com • InsightMarketing • Square Martini Media • Top Dog Social • LinkedUp Grand Rapids • NextWeb • Twitter.com • TwitterAds • Social Sprout • Social Media Examiner • Social Media Today • Others as indicated on slides

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