LinkedIn for Sales

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So you have a LinkedIn account, BIG DEAL! Unless you're actively using LinkedIn, you're losing more opportunities than you realize.
This quick presentation helps sales professionals build credibility, align with clients and prospects, and uncover opportunities to grow revenue.

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LinkedIn for Sales

  1. 1. LinkedIn for Sales<br />Social Networking for Sales Professionals<br />Jason Mesiarik<br />Sales Trainer & Performance Consultant<br />
  2. 2. Agenda<br />Objectives<br />Defining social media & social networking<br />Aligning to business strategy<br />POST methodology<br />LinkedIn<br />Building one’s profile<br />Sending Invitations<br />Answers<br />Searching for contacts<br />Searching for business and competitive intelligence<br />Additional resources<br />Next steps<br />
  3. 3. Objectives<br />At the end of this presentation, you will be able to:<br />Apply social and business networking to selling<br />Define and utilize the POST methodology to position more effectively with clients.<br />Produce credibility building capabilities in a social networking environment<br />Build your professional profile and demonstrate value<br />Locate new client contacts<br />Uncover competitive intelligence<br />Background & experience<br />Applications<br />Initiatives & results<br />
  4. 4. Web 2.0 Technology <br />The Second Generation on the World Wide Web<br />Communication<br />Secure information sharing<br />Interoperability<br />Collaboration <br /><ul><li>Social Media
  5. 5. Created by PEOPLE
  6. 6. User Generated Content
  7. 7. Consumer Generated Media
  8. 8. Highly available & scalable
  9. 9. Inexpensive tools
  10. 10. Anyone can access or publish information</li></li></ul><li>Social Media’s Advantages<br />Reach<br />Accessibility<br />Usability<br />Recency<br />Permanence<br />
  11. 11. Social Networking<br />Communities of Users<br />Use current Social Networks<br />Made visible<br />Communicate within<br />Built using<br />Profiles<br />Relationships<br />Comments<br />Messaging<br />
  12. 12. LinkedIn for Sales?<br />LinkedIn works<br />BUT<br />only if you<br />work at it<br />
  13. 13. POST Methodology<br />P= Assess the PEOPLE in your network<br />O= Use your network to explore and advance<br /> OPPORTUNITIES<br />S= Plan your STRATEGY to align with new people<br />T= Exploit the TECHNOLOGY to your advantage<br />Adapted from Forrester®<br />
  14. 14. You 2.0<br />Premise #1<br />YOU are a business<br />Define your “value proposition”<br />Market yourself<br />Premise #2<br />Social networking is business tool<br />LinkedIn is a business tool<br />Networking = marketing<br />Fast Company ©2007<br />
  15. 15. Social Networking with LinkedIn<br />Your profile<br />Connections<br />Finding new contacts<br />Inbox<br />Introductions<br />Groups<br />Questions<br />Reading List<br />How the world sees you!<br />
  16. 16. Profile<br />
  17. 17. Common Profile<br />The majority of members have similar profiles…<br /> No details<br />+ Nothing interesting<br />No Value<br />Why would you contact this person?<br />What if this person contacted you?<br />
  18. 18. Use Your Profile<br />Does it include keywords?<br /> specializations<br /> certifications<br /> skills<br /> experience<br />Are you delivering value?<br /> to the company<br /> to your clients<br />Keep it up to date.<br />
  19. 19. Groups<br />Professional Interests<br />Associations<br />Conferences<br />Networking<br />Personal Interests<br />Non-Profits<br />Alumni Groups<br />High Schools & Universities<br />Corporations<br />Contact members directly<br />Ask for advice<br />Questions<br />Over 2,000 different security groups!<br />
  20. 20. Answers<br />Ask, answer & read questions<br />Categorized<br />Very active<br />Can become an acknowledged expert!<br />
  21. 21. Reading List by Amazon<br />Professional Development<br />Knowledge<br />Competencies<br />Skills<br />Confidence<br />Personal<br />Professional<br />Move from Novice to Expert<br />Watch others’ lists<br />Gain followers yourself<br />
  22. 22. Recommendations<br /> Recommendations For Craig<br />Owner | Principal<br />GoodPeople<br />How do you get recommendations?<br />Actively solicit them from connections (employers, clients, colleagues)<br />
  23. 23. Adding Connections<br />Invite your contacts<br />Upload existing contacts into LinkedIn<br />Find past and present colleagues<br />Find past or present classmates<br />
  24. 24. Adding Connections<br />The more contacts the better BUT<br />Make contact with people who matter to YOU<br />Don’t be surprised…<br /> It’s a small world & getting smaller<br />About LIONs<br /> LinkedIn Open Networkers<br /> Will link with anyone<br /> Are often recruiters or consultants<br />
  25. 25. Contacts<br />These connections form the foundation of your Network<br />Can provide introductions<br />Can give recommendations<br />Can lend insight<br />“I didn’t know that you knew…”<br />
  26. 26. Every Contact Has Connections<br />
  27. 27. The Power of People in a Network<br />New users added to my network in just one day<br />Six Degrees of Separation?<br />Just look at the power of<br />three degrees…<br />
  28. 28. Find New Contacts<br />Research Activity<br />Find new contacts<br />Operations<br />Sales<br />Finance<br />HR, etc.<br />Uncover business & competitive intelligence<br />Expertise<br />Initiatives<br />Applications<br />
  29. 29. Search Results<br />
  30. 30. Business & Competitive Intelligence<br />Uncover:<br />Initiatives<br />Projects<br />Applications<br />Background<br />And<br />Much<br />More<br />
  31. 31. Introductions & Business Development<br />Use abusiness introduction to stimulate interest.<br />Focus on their KPIs, drivers and issues – not want you want…<br />Just do it…<br />
  32. 32. Remember the SW Rule<br />Some Will…<br />Some Won’t…<br />So What…<br />Someone’s Waiting..<br />
  33. 33. Next Steps<br />Create your LinkedIn account<br />Update your profile<br />Add your connections<br />Colleagues per company<br />Industry associates<br />Affiliates and customers<br />Other contacts<br />Add your Reading List<br />Currently reading<br />Favorites & recommendations<br />
  34. 34. LinkedIn for Sales?<br />LinkedIn works<br />BUT<br />only if you<br />work at it<br />
  35. 35. Need More Help Along the Way?<br />
  36. 36. Sources for LinkedIn 101<br />
  37. 37. Like what you see? Want More?Connect with me Jason Mesiarik<br />
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