Ultimate Guide - How to Use LinkedIn for Social Selling

1|Pa g eHow to use LinkedIn for Social Selling – copyright InsideView 2011 – Social Selling University

ContentsIntroduction ............................................................................................................................................................................ 3Setting up Your LinkedIn profile.............................................................................................................................................. 4 LinkedIn Checklist ............................................................................................................................................................... 5 Customize your public profile ............................................................................................................................................. 6 Your LinkedIn Profile ........................................................................................................................................................... 7 Setup your LinkedIn profile to be discovered ..................................................................................................................... 9 Customize you LinkedIn headline ..................................................................................................................................... 10 Build a Search Engine Trifecta ........................................................................................................................................... 12Plug-in applications for LinkedIn ........................................................................................................................................... 12 How to Use LinkedIn Events for Promotion and Lead Generation ................................................................................... 14Building your network on LinkedIn ....................................................................................................................................... 17 Using your email for initial contacts ................................................................................................................................. 17 Connect with coworkers ................................................................................................................................................... 18 How large should your network be? ................................................................................................................................. 19 Finding valuable connections on LinkedIn. ....................................................................................................................... 19 LinkedIn Groups for Social Selling Excellence ................................................................................................................... 20 Connecting with people you may know............................................................................................................................ 22 New leads from profile views ........................................................................................................................................... 22Marketing your business on LinkedIn ................................................................................................................................... 23Conclusion ............................................................................................................................................................................. 23 2|Pa g eHow to use LinkedIn for Social Selling – copyright InsideView 2011 – Social Selling University

IntroductionAnyone in sales today knows about LinkedIn, the largest professionalsocial networking site boasting more than 101 million members in over200 countries around the globe. 560,000 professionals visit the LinkedInhomepage every day and, based on recent statistics, personal incomecorrelates strongly with LinkedIn usage.The short story here is this: If you are a sales professional and you do nothave a LinkedIn account, stop reading. Go to www.linkedin.com now andsign up!Using social media as a sales tool can make a huge impact on your leadgeneration on opportunity conversion rates. Social Selling University isgoing to show you how.The rest of this guide willteach you how tomaximize this importantsocial network, and turnLinkedIn into a leadgeneration andopportunity finder for anysales professional. 3|Pa g eHow to use LinkedIn for Social Selling – copyright InsideView 2011 – Social Selling University

Setting up Your LinkedIn profileAfter signing up for your account, the next step is filling in your profile tomake it as professional and complete as possible. You are workingtowards having a 100% completed profile, and this will be indicated inthe right side of your profile page. Everyone on LinkedIn is working to puttheir best foot forward, and you should, too.On one hand, sales people use LinkedIn as a discovery tool on new leadsto get more information than is available in a lead form. This is becauseeveryone wants his or her LinkedIn profile to reflect them accurately andcomprehensively, and are thus keeping it more up to date than anytraditional source could possibly do. LinkedIn helps you find detailedemployment history about a prospect, as well as how you are connectedto him or her, so you can get a better idea of ‘who’ a prospect is. This isall pivotal information that completes the picture of your prospect andgives some initial talking points you can draw from. His or her profile, ifcompleted, may be the best indication of his or her decision-makingability and background. Using this intelligence is a key Sales 2.0 tactic.Similarly, just as sales people use LinkedIn to get a picture of theirprospects, your prospects use LinkedIn to get a picture of you, and youshould be hyperaware of what your LinkedIn profile says about you. YourLinkedIn profile needs to stand out. It’s going to be one of the first placesyour prospects go to find out about you. What does your LinkedIn profilesay to your prospects? Are you a professional or just another sales persontrying to meet your quarterly goals? Believe it or not, your LinkedInprofile will make an important impression on your prospect. 4|Pa g eHow to use LinkedIn for Social Selling – copyright InsideView 2011 – Social Selling University

LinkedIn Checklist Here are the things you will need to complete before having 100% profile completeness. Upload a picture Create an executive summary Add in your education Add 3 recent positions Add 3 Recommendations by your network. 5|Pa g eHow to use LinkedIn for Social Selling – copyright InsideView 2011 – Social Selling University

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Ultimate Guide - How to Use LinkedIn for Social Selling

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