Linked In As A Sales Tool

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Linked In As A Sales Tool

  1. 1. Using LinkedIn as a Sales Tool John Murray 6/3/09
  2. 2. Background: What is Web 2.0 <ul><li>Web 2.0-internet sites where users create content (YouTube, Facebook, Wikipedia, LinkedIn, Twitter, Blogger) and push/syndicate out </li></ul><ul><li>Web 1.0-Companies created web pages and “pulled” users to their content </li></ul>
  3. 3. Why Web 2.0 is in the News ? <ul><li>It’s working </li></ul><ul><li>- Huge audiences – shifting the internet landscape </li></ul><ul><li>- Higher engagement levels </li></ul><ul><li>- Global phenomenon </li></ul><ul><li>- Passionate member communities </li></ul><ul><li>The stakes are enormous </li></ul><ul><li>- Young companies are valued up to $15 billion </li></ul><ul><li>- Strategically critical to major corporations </li></ul><ul><li>Incumbents don’t know how to respond </li></ul><ul><li>- Microsoft vs. Google </li></ul><ul><li>- Yahoo - struggling for growth and a more competitive business model </li></ul><ul><li>- News Corporation buys MySpace & Dow Jones </li></ul>
  4. 4. Why Web 2.0 is Working <ul><li>Inexpensive distribution </li></ul><ul><li>- Viral growth – Members invite others to join </li></ul><ul><li>Inexpensive and unique content </li></ul><ul><li>- UGC – User Generated Content </li></ul><ul><li>Unprecedented engagement levels </li></ul><ul><li>- Network activity – As many as 50% of members return daily/weekly </li></ul><ul><li>Authenticity </li></ul><ul><li>- No hiding behind screen names </li></ul><ul><li>Timing is right – right services at the right time </li></ul><ul><li>- LinkedIn, MySpace, Facebook, YouTube, Twitter are the </li></ul><ul><li>right services targeted at the right audiences at the right time </li></ul>
  5. 5. Social Network’s Personality Profile… Friday and Saturday Nights Weekends Mon- Fri, 8am – 5pm
  6. 6. Social vs. Professional Networks <ul><li>Social networks offer tools for casual communication with family & friends </li></ul><ul><li>- Play games </li></ul><ul><li>- Share photos & videos </li></ul><ul><li>- Rate movies and music </li></ul><ul><li>- Examples: Facebook, MySpace </li></ul><ul><li>LinkedIn is a professional network intended to create global business opportunities </li></ul><ul><li>- Maintain business contacts online </li></ul><ul><li>- Get introduced to professionals & service providers </li></ul><ul><li>- Recommend colleagues & check references </li></ul><ul><li>- Conduct research </li></ul><ul><li>- Receive industry news </li></ul><ul><li>- Ask & answer industry questions </li></ul>
  7. 7. How Professionals Use LinkedIn <ul><li>LinkedIn helps you exchange knowledge, ideas, and opportunities with your trusted business contacts. </li></ul><ul><li>- Build Personal Brand </li></ul><ul><li>- Strengthen Professional </li></ul><ul><li>Relationships </li></ul><ul><li>- Share Business Knowledge </li></ul>
  8. 8. How Professionals Use LinkedIn <ul><li>LinkedIn helps you exchange knowledge, ideas, and opportunities with your trusted business contacts. </li></ul><ul><li>- Build Personal Brand </li></ul><ul><li>- Strengthen Professional </li></ul><ul><li>Relationships </li></ul><ul><li>- Share Business Knowledge </li></ul>
  9. 9. Top 10 LinkedIn Tips for Sales People #1 Improve your Profile
  10. 10. Top 10 LinkedIn Tips for Sales People #2 Add Trusted Contacts
  11. 11. Top 10 LinkedIn Tips for Sales People #3 Use Searches
  12. 12. Top 10 LinkedIn Tips for Sales People # 4 Research Your Prospects
  13. 13. Top 10 LinkedIn Tips for Sales People # 5 Send In-Mails
  14. 14. Top 10 LinkedIn Tips for Sales People # 6 Receive Recommendations
  15. 15. Top 10 LinkedIn Tips for Sales People # 7 Join Relevant Industry or Alumni Groups
  16. 16. Top 10 LinkedIn Tips for Sales People # 8 Broadcast what you are working on
  17. 17. Top 10 LinkedIn Tips for Sales People # 9 Ask and Answer Questions
  18. 18. Top 10 LinkedIn Tips for Sales People # 10 Explore Company Profile Pages

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