Learn more at: http://jeffzelaya.com/speaker/ - One of LinkedIn’s most recommended speakers Jeff Zelaya has been invited by Visit Jacksonville and North Florida Hotel & Lodging Association to present two LinkedIn workshops on January 30th at the Aloft Jacksonville Tapestry Park. In Thursday’s workshops, Jeff discussed LinkedIn for Beginners and LinkedIn for Business Development. This is the corresponding powerpoint deck. For more info read the official press release here: http://www.prweb.com/releases/LinkedIn-Expert/Visits-Jacksonville/prweb11519121.htm
Jeff Zelaya's LinkedIn Presentation for Visit Jacksonville
1. Laying The Foundation for Your Success
Presented by Jeff Zelaya on 1/30/2014 for Visit Jacksonville
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
7. @jeffzelaya
jeffzelaya@gmail.com
•
•
•
•
•
•
•
$1.2 Million in Revenue
$3 Million in Sales Pipeline
Joined Vocus in 2012
Rookie of The Year w/ 269% of Goal
Broke President’s Club Record
52 Speaking Engagements in past 3 Years
Founded Miami Public Speakers Inc.
SALES SOLUTIONS
9. LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
10. LinkedIn goes live in 2003
Growth of LinkedIn Members
9,000,000
4,000,000
1,600,000
355
4,500
81,000
Day 1
Month 1
2004
2005
2006
2007
SALES SOLUTIONS
11. Fast Forward To Today
Growth of LinkedIn Members
259,000,000
81,000
1,600,000
4,000,000
9,000,000
2004
2005
2006
2007
2014
SALES SOLUTIONS
12. Went Public in 2011 – Day 1 Stock Closed at $93
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
13. LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
14. LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
15. That’s great for LinkedIn and all…but Jeff,
why should I care?
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
16. 1) There are 259 million registered LinkedIn users
2) 35% of the users access LinkedIn daily
3) 2.6 million companies have Company Pages
4) There are more than one million groups on LinkedIn
5) 42% update their information regularly
6) Users surpassed 5bil professionally-oriented searches
7) Users in the US earn an average HH income of $83K
8) 7mil C-Level Execs, 3mil MBA Grads, 1.3mil Ivy League
9) Generates more leads for B2B companies than FB, Twitter or blogs
10) 92% of employers plan on using LN for recruiting this year
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
17. In a single picture this is what
LinkedIn really means to me:
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
19. What exactly can LinkedIn help you with?
Research
Event Planning
Advertising
Marketing
Public Relations
Networking
Business Development
Partnership Development
Education
Recruiting
Competitive Intelligence
SALES SOLUTIONS
20. What’s the #1 Key for Success with LinkedIn?
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
21. To remember that it’s more than just LinkedIn!
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
22. Exchange business cards with
someone that you don’t know
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
23. Now Google Their Name
Have a question?
Tweet me @jeffzelaya
SALES SOLUTIONS
24. LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
25. Why does LinkedIn rank so well?
•
•
•
•
LinkedIn has high SEO authority
Optimized URL
Backlinks
Highly relevant results for a person’s name
An optimized URL
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
26. A recent study by the Pew Internet &
American Life Project shows that 57%
of adults have Googled their own
names.
Googling yourself isn't vain
-- it's smart.
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
27. 81% of millennials say they have searched the
name of their date on either Facebook or Google
before going out with them.
79% of job recruiters say they screen job
candidates by reviewing information about the
candidate online
70% of internet users have searched online for
information about other people.
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
28. LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
29. Besides LinkedIn what else can I use?
•
•
•
•
•
Slideshare
Twitter
Google+
Own Your Domain
Google Alerts
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
32. Go now to http://google.com/alerts
1) Create an alert for your name
2) Create an alert for your business
3) Create an alert for your competitor
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
33. Find Content and Influencers
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
35. LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
36. LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
37. LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
38. Are you ready to become a LinkedIn All-Star?
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
39. LinkedIn All-Star = 100% Completed Profile
Who are you?
Pic, Headline, Location, Industry, Summary
Your Work History
Current Position and 2 Past Positions
Your Smarts
Education, Skills and Certifications
Your Connections
A Minimum of 50 Connections
Your Track Record
Endorsements, Recommendations, Awards
SALES SOLUTIONS
40. Your profile pic speaks a 1000 words
No party pictures
LinkedIn is a professional network so keep it clean
It’s ok to smile
Look approachable and happy…but not too happy
Misleading profile pic
Would people recognize you if they met you in
person?
Quality Picture
blurry, pixelated, filtered, small, against LinkedIn’s TOS
SALES SOLUTIONS
41. Great Profile Pic Examples
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
42. The LinkedIn Profile Pic All Star Edge
•
•
•
•
•
•
Have a default profile pic but change it up every so often
Let your personality shine through
Dress for success
Try action pics once in a while
Consistent theme & brand quirk
Actually have one – profiles with pictures get 7x more views
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
43. Your LinkedIn Elevator Pitch
•
•
•
•
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
Headline
Location
Industry
Summary
SALES SOLUTIONS
44. Benefits Instead of Title
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
45. Your Average LinkedIn Summary
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
46. Your Above Average LinkedIn Summary
•
•
•
•
•
•
•
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
Attention grabbing
Compelling
Personality
Bullets
Not about you
Call to Action
No Buzz Words or Jargon
SALES SOLUTIONS
47. Your Above Average LinkedIn Summary
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
49. Work History and Track Record
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
50. Show Off Your Smarts
•
•
•
•
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
Add 50 Skills
Give to Get
Give Thanks
Edit or Change
SALES SOLUTIONS
51. How else can you showcase your smarts?
• Certifications
• Awards
• Education Course
Work
• Activities
• Societies
• Patents
• Test Scores
• Publications
• Projects
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
52. But the best way to showcase your smarts still is…
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
53. LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
55. Quality over Quantity…but why not both?
Seniority of Recommender
Client, Colleague, Mentor, Boss
One for One
Consistency
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
56. LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
57. LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
58. How to maximize recommendations?
•
•
•
•
•
Ask
Urgency
Timing
Make it Easy
Pick up the Phone
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
60. Invest in a Pro Account
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
61. Find the right people
Proactively search
Use advanced search & Lead Builder to pinpoint
people more efficiently
View prospects
View details of potential prospects in your 1st , 2nd
, and 3rd degree networks
Expand your viewing
Use Lead Recommendations to find more prospects
at your accounts
Check who viewed you
Your activity drives views of your profile. Engage
with relevant people who look at you.
SALES SOLUTIONS
62. LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
63. LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
64. LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
65. LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
66. LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
67. LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
68. Build strong relationships
Connect with contacts
Connect with your network and with prospects after
introductions
Focus on decision makers
Focus on connecting to senior level people at your
prospects and customers
Connect internally
Your colleagues will be able to provide you warm
introductions
SALES SOLUTIONS
69. LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
70. LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
71. LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
72. LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
73. Engage with insights
Stay in the know
Join groups and follow your
prospects, customers, and their competitors to keep
up to date
Share valuable information
Post relevant content that can help you become a
trusted source of insight
Engage with your network
Share, like, and comment on content posted from
your network
Reach out to prospects
Reach your prospects with InMails, connection
requests, and other messages
SALES SOLUTIONS
74. LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
75. Monitor your LinkedIn Profile views
learn more here:
http://jeffzelaya.com/2013/11/19/linke
din-profile-views-how-to/
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS
76. Why is social selling important?
45%
51%
more opportunities
more likely to hit quota
Social sales leaders create
45% more opportunities per quarter
Social sales leaders are
51% more likely to hit quota
Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps
focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to
understand their SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30
SALES SOLUTIONS
77. Have we connected yet?
Send me an invite:
http://linkedin.com/jeffzelaya
LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/
SALES SOLUTIONS