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Linked In For Business Ibd Lead Generation

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How to use LinkedIn to find more clients

How to use LinkedIn to find more clients

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Linked In For Business   Ibd Lead Generation Linked In For Business Ibd Lead Generation Presentation Transcript

  • LinkedIn for BusinessLead Generation
    David Duncan
  • The Value of Networking
    Maintaining Relationships
    Meeting New Prospects
    Being Referred to New Prequalified Prospects
    Lead Generation Strategies
  • LinkedIn for Business
    You need a strategy for your networking
    LinkedIn finds the right people and the connections you have with them
    Ask who are the people who will be most likely to be in the best position to help me?
    Networking attitude needs to be to share information in a reactive and proactive way without expecting anything immediately in return
  • LinkedIn for Business
    • All things being equal, people do business with people they know, like and trust
    • Know
    • What do people know about you?
    • What is your background?
    • What have you achieved?
    • Like
    • We tend to like people who are helpful and upbeat
    • Trust
    • Demonstrate that you are an expert
    • Prove you behave in a decent way
  • Network Statistics
  • Getting Started
  • LinkedIn Profile Creation
    10 steps to create a LinkedIn Profile
    Keyword Inventory – job titles, companies, keywords (use a thesaurus to see what other words fit and weave them in)
    Employment and job title inventory
    Work Date Inventory approx
    Goals Inventory – change career, public speaking, consultancy
    Experience and Skills Inventory – focus on where you are going
  • LinkedIn Profile Creation
    Education Inventory
    Web Site Inventory include profile pages
    Associations and Group Involvement Inventory – remember professional associations, chambers etc.
    Interests Inventory – having common interests can make a stronger relationship
    Honours and Awards Inventory – again remember you are creating an image of what you are like to work with and how effective you are
  • LinkedIn Profile
  • LinkedIn for Business
    Check yourself out on keyword searches
    Keywords in headline, current position, past position, and in all descriptions
    Build a strong network quality and quantity
    Make your settings visible
    Select 5 key groups to be active but join 50
    Create discussions in groups not in sales mode
    Create some groups for your target audience
  • Reputation Management Search
  • Finding New Prospects
  • Finding New Prospects
    • Define your SMART goals and targets
    • What type of industry?
    • What geographic location?
    • What job titles do you want to talk to?
    • Find influencers as well as decision makers
    • Look up existing Customers and Prospects
    • Once introduced build a relationship
    • Offer to share information
    • White papers, monthly webinars etc. establish credibility
    • If you have helped them, they are more likely to help you
  • Finding New Prospects
    Browse the networks of existing customers
    Look at “viewers of this profile also viewed”
    Join the groups your customers and prospects are in
    If you are in the same group you can contact people directly
    Check out any local business groups in your area
    Look in Companies in the top menu of every page for additional information
  • Finding New Prospects
    Join Groups, in order to build relationships and increase visibility as well as credibility
    Take part in discussion forums
    Offer help to connect people or offer advice
    Answer questions to demonstrate your knowledge and expertise
    Increase your recommendations you need to send personal notes not use the standard text
  • Finding New Prospects
    Use the “Status Update” function
    Ask for help to find something or someone
    This is shown to everyone in your network
    You can choose who can see this
    Your 1st connections
    Your first three degrees
    Everyone
    You can link this to other networks as well, Twitter, Plaxo, Facebook
  • Finding New Prospects
    Watch the Network Updates
    Has someone changed position at a company?
    Has someone joined a new company?
    Who has joined your groups?
    Who is asking questions?
    Who knows a prospect you are trying to reach?
    Who is connecting to whom?
    Who has viewed my profile?
  • Create Alerts
    You can save your searches then run them manually or every week or month – save 3 searches with free account
    After you have defined your target customers every week get an update of new prospects
    Use Google Alerts to follow up on the news on a prospect or company you want to work for
    Obtain updates from experts or the market
    Share this with your network if appropriate
  • IT Company Search
  • Company Search
  • BT Company Search
  • Do I Need to Pay?
  • Action Plan
  • LinkedIn Action Plan
    Write down three reasons why you are on LinkedIn
    Determine what actions will support each reason
    Commit to taking action on a weekly basis
    Schedule these activities
    Look at 20 other great profiles to compare
    Work on your profile every month
  • LinkedIn Action Plan
    Answer three questions each week
    Find at least two connections to introduce each week
    Recommend worthy connections
    Try to get at least 5 great recommendations
    Provide value to others
    Join and participate in groups
    Create some relevant alerts
  • Any Questions ?
    David Duncan
    David@WSISouthEast.co.uk
    http://uk.linkedin.com/in/davidduncan