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Using LinkedIN to Generate Sales Leads
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Using LinkedIN to Generate Sales Leads

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LinkedIN provides the Power of Networking

LinkedIN provides the Power of Networking

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  • 1. LinkedIN provides the Power of Networking Grow your Business! To substantially Using LinkedIN to Generate Sales Leads Landau Design Reviews
  • 2. Using LinkedIN to Generate Sales Leads Why Use LinkedIN?  59% of Fortune 500 execs use LinkedIN  Over 119 million members, primarily USA  34 million site visitors per month
  • 3. Using LinkedIN to Generate Sales Leads
  • 4. Using LinkedIN to Generate Sales Leads Be visible and professional on LinkedIn Save the privacy settings for Facebook
  • 5. Using LinkedIN to Generate Sales Leads Who makes up your network?  Connections usually come from Friends, former colleagues Clients Referral partners  LinkedIN is about building business, not keeping in touch! Typical LinkedIN Network Typical LinkedIN Network
  • 6. Using LinkedIN to Generate Sales Leads Real Power is in 2nd Degree Network  Focus on your network’s network
  • 7. Using LinkedIN to Generate Sales Leads Data Mine Your Connections
  • 8. Using LinkedIN to Generate Sales Leads Who are your customers?  Define your audience  Create a people search profile • Job Title • Company name • Job description • Industry keywords
  • 9. Using LinkedIN to Generate Sales Leads 11 Ways to Generate Leads 1. Complete your profile 2. Send a connection invite within 24 hours of meeting a prospect. 3. Use advanced search to find prospective buyers. 4. Regularly deliver value to your 1st degree network 5. Ask and answer questions in groups and Q&A 6. Use group search feature to connect with networkers 7. Create a group if you feel your company could fill a void 8. Update status at least twice a week 9. Create a poll to connect with network & prospects 10. Promote your events 11. Set weekly goals for using LinkedIN
  • 10. Using LinkedIN to Generate Sales Leads 1. Complete your profile!!  Let me say it again… Complete your profile!  Profile must-haves • Fill in as much as you can about work history • Use keyword-rich title • Fill in general description • Professional photo • Put in website and blog URLs • Get personalized URL • Hook up all your social media using apps  Get recommendations  key to generating interest!  Join relevant groups
  • 11. Using LinkedIN to Generate Sales Leads 2. Send Connection Invites  Every time you meet a prospect, follow up by sending a LinkedIN invitation.  Customize the invitation  Make a point of connecting via LinkedIN within one week of invitation acceptance. • Send personal note • Comment on their company • Join a discussion in a group
  • 12. Using LinkedIN to Generate Sales Leads 3. Advanced Search is a Gold Mine  Ability to perform highly specific searches for people  Search terms: • First & Last name • Industry • Company (current or previous) • Job title (current or previous) • Location • Keywords contained in the user’s online profile.
  • 13. Using LinkedIN to Generate Sales Leads Optimum Search Criteria  Best search results use a combination of: • Industry • job title • keywords • location  Display search results based on relationship  Save searches for easy access
  • 14. Using LinkedIN to Generate Sales Leads Are they in your network?  Once you find a prospect, are they in your network?
  • 15. Using LinkedIN to Generate Sales Leads 4. Regularly deliver value  Give more than you ask  Provide status updates with useful information  Give valuable information via groups and Q&A  Send monthly in-mail with information of value to your network  Generate polls and report results to network
  • 16. Using LinkedIN to Generate Sales Leads 5. Ask & Answer Questions  Who in your network is asking questions?  What questions can you ask?
  • 17. Using LinkedIN to Generate Sales Leads 6. User Group Search  Brand new feature  Allows you to find where your network is talking
  • 18. Using LinkedIN to Generate Sales Leads 7. Create a Group  Why create a group? • Establish yourself as a thought leader • Create arena for connecting with prospects • Opportunity for sending weekly messages to network • A way to help others and establish trust  Plan your group • Do you have time to manage it? • Do you have enough content? • How will you recruit members? • What are the guidelines?
  • 19. Using LinkedIN to Generate Sales Leads 8. Update Status 2x/Week  Easy way to connect with network (less than 1 minute!)  People search results ordered by last updated profile – status update counts  Inclusion in weekly status emails
  • 20. Using LinkedIN to Generate Sales Leads 9. Create a Poll  Create polls that ask about business needs  4 opportunities to connect • Ask your question • Use social media network to promote the poll • Report results via network, in groups, on blog • Provide solution  Keys for polls • Make it short • Ask question that they really want to know the answer • Put in optional comment question • Follow up with results!
  • 21. Using LinkedIN to Generate Sales Leads 10. Promote your events  Another opportunity to share  Optimize event listing • Include event logo • Use enticing event title • Create short but intriguing description • Link to more details and registration page  Promote your event • Use inmail to sent personalized invitations and general invites to your entire network • When promoting via social media, drive them to LinkedIN event page • You want to get people to click on “I’m attending” button • Include on your company page • Run LinkedIN ads if budget allows
  • 22. Using LinkedIN to Generate Sales Leads 11. Set weekly goals for LinkedIN  Measure growth  How many… • New connections will you make • Questions will you answer • Groups will you post in • Status updates will you make • Inmail notes will you send  Measure activity growth • How many people requested connections? • How many interactions did you have? • How many questions were answered?
  • 23. More questions? Please contact: Bonnie@LandauDesign.com Bonnie Landau Landau Design Reviews 805-640-1458 Using LinkedIN to Generate Sales Leads

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