Using LinkedIn to Grow Your Business
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Using LinkedIn to Grow Your Business

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This presentation provides the foundation for using LinkedIn to grow your business.

This presentation provides the foundation for using LinkedIn to grow your business.

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  • 1. How to Use LinkedIn to Grow Your Business The Basics of Building Your Profile and Developing Your Network
  • 2. A Visualization of the Structure of Social Networks
  • 3. Social Media’s Three Buckets
    • Professional Networking
    • Social Networking
    • Information Sharing
    The Golden Rule of Professional Networking on Social Media for Business Development: Manage all content as if your best client, your biggest prospect, and your closest friend were the only audience.
  • 4. To Grow Sales, I Need… To TALK to more people. To network more. To be viewed as an industry expert. More people to call in.
  • 5. To grow sales I need to be viewed as an industry expert.
    • How can you tell if a someone is an “Industry Expert”? What do they do?
    • Share high-level industry knowledge.
    • Offer analysis and perspective on current issues/events.
    • Provide suggestions and guidance to others in their field.
    • Are recognized by other VIPs in their industry.
    • Keep visible and active in their professional communities.
    • Are quoted or referenced in industry publications and networks.
    • Receive calls from people looking for assistance.
  • 6. To grow sales I need to network more.
    • How does networking help grow your business?
    • When you call people you’ve networked with, they’re more likely to take your call.
    • You find people who may be good connections/ prospects/ resources who aren’t currently in your database or on your radar.
    • You can build brand awareness for your company and for yourself.
    • Networking gives you an opportunity to have CONVERSATIONS about your industry to show off your skill and knowledge.
    • You’re more likely to have referrals sent to you when you’re actively networking.
    • Networking gives you an opportunity to build trust and familiarity.
  • 7. To grow sales I need to TALK to more people.
    • If you’re in the midst of a very busy day, and feeling the crunch of unfinished work or unmet goals, how would you respond to the following?
    • Zig Ziglar calls and leaves you a voicemail.
    • Would call him back the same day?
    • Your Assistant tells you that Angus King or Jim Collins is on hold for you.
    • Would you stop what you’re doing and take the call?
    • You get an email from the Commissioner of the ME Dept of Economic & Community Development asking you to schedule a time to speak.
    • Would you reply immediately?
    • “ John Richardson” calls and asks for ten minutes to talk about a service he’s offering.
    • Would you give him the ten minutes, or tell him you’re busy?
  • 8. To grow sales I need more people to call in.
    • Why would someone want to call you? How do you choose who you call for services you purchase?
    • In general, a personal connection with a prospect will increase the likelihood that they’ll call you when they need your service.
    • When seeking a service or information, people look for trusted vendors.
    • They know you will treat them professionally and provide good service and value.
    • Someone in their circle of influence has suggested that they call you.
    • Your name/company name is top of mind when they think of your service.
    • Your contact information is easy to find.
  • 9. To Grow Sales, I Need… To TALK to more people. To network more. To be viewed as an industry expert. More people to call in.
  • 10. Jason’s Network on LinkedIn
  • 11. Creating Your Profile: The Basics
    • Professional Headline:
    • Your elevator pitch
    • 120 Characters
    • Not hyperlinked
    • If you provide email, you will get unsolicited link requests
    • Employment & Education:
    • Include RELEVANT past employers
    • Update when you change titles
    • Include RELEVANT education
    • Websites, Interests, Associations, & Honors/Awards:
    • Add link to your company’s website
    • Always customize the Website Name
    • Add links to Non-Profits you volunteer with
    • Add professional awards, associations & interests
    • Public Profile Link & Summary:
    • Customize your profile link to include your name
    • Your summary is the extension of your personal professional elevator pitch
    • Update your summary regularly
  • 12. Managing Your account
  • 13. Group Participation
  • 14. Group Participation
    • Discussions
      • Add a new discussion or comment on a discussion a few times each month.
    • News
      • When you see good articles, look for a share link and share with your group.
    • Updates
    • Members
      • Search for and connect with people in your groups.
    • Settings
      • Choose how often you want to see updates, and how people can contact you from the group.
    • Share
      • Send an invitation to join the group to colleagues.
    • Leave Group
  • 15. Group Participation
    • Rules of Conduct
    • Don’t try to sell on your first contact!
    • Respect group members’ time- provide value!
    • Don’t over do it! (no one wants 10 emails a week from you, no matter how wonderful you really are)
    • Be thoughtful- remember, you’re the new kid in school.
    • Respond to discussions and messages.
    • Consider the group a valued resource.
    • You can never be TOO appreciative or polite.
    • FOLLOW THE GOLDEN RULE OF PROFESSIONAL NETWORKING ON SOCIAL MEDIA OUTLETS!
  • 16. Building Your Network
    • Start by using the advanced search features to find people you are already connected with.
    • Current Customers
    • Volunteer Organizations
    • School Classmates
    • Previous Employers
  • 17. Building your Network
  • 18.
    • Once you start connecting to people you know well, you can begin to find new contacts.
    • Review the connections of your 1 st level connections.
    • Keep you eyes open for connection indicators.
    • Call your first level connections to ask for an introduction to their connections.
    Building Your Network
  • 19. Building your network
    • When speaking with a current customer, ask if they’re on LinkedIn.
      • If they are, offer to connect and send an invite.
      • If they are not, suggest they check it out.
    • Search for people using Advanced features.
    • Search for people in your Groups.
  • 20. Best Practices: invitations
    • Never presume that people will want to connect with you.
    • Don’t send out multiple invitations to link.
    • Don’t attempt to connect with strangers.
    • Always customize your invitation to connect.
      • Be humble and present WHY you want to connect.
      • Remind the person how you know them.
    • When possible, connect on the phone first.
  • 21. Best Practices: Recommendations
    • Never presume that people will want to recommend you.
    • Recommendations from coworkers are less valuable than from outside contacts.
    • Only send blind recommendations to very close connections.
    • For all others, give them a heads up that a request for recommendation is coming.
    • If you choose to recommend someone, be thoughtful and provide details about your work with them.
    • If you get a recommendation that has grammatical errors, send it back with a note to edit- be appreciative and assume it was an oversight on their end. If you’re posting it on your site for all to see, they’ll want it to be right.
    • Always send a thank you note back to someone who has recommended you.
  • 22. And Don’t Forget!!! Manage all content as if your best client, your biggest prospect, and your closest friend were the only audience.