Using LinkedIn for New Business Development


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LinkedIn for New Sales. Learn 5 ways you can use LinkedIn to create new business opportunities. Webinar sponsored in part by Northwest Indiana Business Quarterly Magazine. Presented by Kathy Sipple on 5-24-11.

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  • For those of you who have already built 1, 2, 3, 500+ connections, you need to understand your impact and reach within your network. It’s not a numbers game, it’s a targeting game. Doesn’t matter if you have 1000 connections if you’re not connecting to the people you need to connect to. If you look at level 1, these are your trusted friends and colleagues—these are the people in your email list and cell phones. Have access to this groups connections and are able to message them directly. The more targeted this group is, the more successful you will be. Level 2, ratio will be different for everybody, depending on how connected Level 1 people are. 5.9 million seems like a lot of people, but we’re only going to focus on 10, 30, 100 of them at a time. We’re going to spend most of our time on Level 1 and 2 because there are more than enough leads there. We’re going to use Level 3 connects selectively—bring targeted people into upper levels.
  • Using LinkedIn for New Business Development

    1. 2. <ul><li>Social Media Specialist with Forward Progress, Inc. </li></ul><ul><li>Founder/CEO of My Social Media Coach </li></ul><ul><li>Voted Indiana’s Most Influential Social Media Woman in 2009 </li></ul><ul><li>Over 20 years in Business Coaching and Consulting </li></ul><ul><li>Campaign Development in Social Media </li></ul><ul><li>Internet, eMarketing, Event Management, Trade Shows </li></ul><ul><li>Intense Lead Generation, Web Seminars, eSelling </li></ul><ul><li>Over Two Billion Dollars Sales, 100 Million Leads, Helped Thousands of People using Internet Based Lead Generation – </li></ul><ul><li>Trained and Coached over 25,000 people </li></ul><ul><li>Financial Services, Real Estate, Professional Services, Legal, Accounting, Manufacturing, Telecommunications, Technical, Insurance, Agencies, Auto, Retail, Banking and Channel Sales….. </li></ul>
    2. 3. Social Networks – Where do you Stand? YOU ARE HERE
    3. 4. The Issue with Social Networks <ul><li>People add connections </li></ul><ul><li>They make postings </li></ul><ul><li>They link to content and articles </li></ul><ul><li>They make updates </li></ul><ul><li>They even link to their websites </li></ul>THEY DON’T CLOSE ANY BUSINESS!
    4. 5. <ul><li>Blogs </li></ul><ul><li>Articles </li></ul><ul><li>Postings </li></ul><ul><li>Status Updates </li></ul><ul><li>Emails </li></ul><ul><li>Video/Photo </li></ul><ul><li>Links </li></ul>Current Use of Social Network Communication?
    5. 6. <ul><li>Interactive </li></ul><ul><li>People Respond Better </li></ul><ul><li>Builds Trust </li></ul><ul><li>Builds Community </li></ul><ul><li>Viral Activity </li></ul><ul><li>Sharing </li></ul>Why Online Social Networks?
    6. 7. <ul><li>Ourselves </li></ul><ul><li>City/Country Clubs </li></ul><ul><li>Chambers </li></ul><ul><li>Industry Clubs </li></ul><ul><li>Organizations </li></ul><ul><li>Charities </li></ul><ul><li>Religious/Health </li></ul><ul><li>Network Groups </li></ul>Social Networks We Already Know
    7. 8. <ul><li>Trusted Colleagues </li></ul><ul><li>Like-minded People hanging out </li></ul><ul><li>Similar Friends and Associations </li></ul><ul><li>You have more “Things” in common </li></ul><ul><li>Similar “Beliefs” </li></ul><ul><li>Recommended “IN” </li></ul>Social Networks We Already Know
    8. 9. <ul><li>That Know YOU? </li></ul><ul><li>That Trust YOU? </li></ul><ul><li>That have done Business with YOU? </li></ul><ul><li>That would recommend YOU? </li></ul>Networking at One-to-One How Many Contacts Do You Have That You Cannot See? Dean Sue Pat Mark
    9. 12. Build the story of who you are and what you will do for people who find you! 1
    10. 13. Create Relevancy! Introduce Yourself <ul><li>Create your personal tagline </li></ul><ul><li>Appear focused </li></ul><ul><li>Put your elevator pitch to work </li></ul><ul><li>Point out your “RELEVANT” skills </li></ul><ul><li>Explain your experience </li></ul><ul><li>Distinguish yourself from the crowd </li></ul><ul><li>How will you help them? </li></ul>2
    12. 15. Add Targeted Trusted Connections <ul><li>People that can connect you to a company or deal </li></ul><ul><li>Think Industry – Size – Competitors – Product – Service </li></ul><ul><li>Partners, Joint Ventures, Book of Business, Network </li></ul><ul><li>Direct or Indirect – Ask the Right Questions </li></ul><ul><li>Networking Language – Ask them if they are on LinkedIn/Facebook </li></ul>3
    13. 18. Linking Our Trusted Connections 4
    14. 19. <ul><li>Blogging & Discussions - If you can……. </li></ul><ul><ul><li>Type an email </li></ul></ul><ul><ul><li>Start a conversation </li></ul></ul><ul><ul><li>Ask a questions </li></ul></ul><ul><ul><li>Take advice </li></ul></ul><ul><ul><li>Give advice </li></ul></ul>Ultimate Tradeshow! Social Conversations 5
    15. 22. Growing Numbers <ul><li>LinkedIn Has Over 100 Million Members </li></ul><ul><ul><li>Average User has 240 Connections </li></ul></ul><ul><ul><li>One Degree From Over 35,000 Trusted Connections </li></ul></ul><ul><ul><li>Two Degrees From Over 3,200,000 Trusted Connections </li></ul></ul>
    16. 23. 5 Tips Recap <ul><li>Tell your story – complete, compelling profile </li></ul><ul><li>Create relevance – use appropriate key words and phrases </li></ul><ul><li>Build your network continuously </li></ul><ul><li>Link your network, create value </li></ul><ul><li>Get in the conversation </li></ul>www.ForwardProgress.NET
    17. 24. Online Coaching Series Northwest Indiana Business Quarterly is sponsoring a 4-part online training series on LinkedIn for New Business Development If you NEED MORE SALES – This is a MUST! New Appointments Guaranteed! If You Are Looking to Increase: •  Company and Team Visibility •  Inbound Leads •  Quality Appointments •  Targeted Referrals •  Client Retention •  Profitable Sales Then this program is for you!
    18. 25. Register at
    19. 26. This Class Includes: <ul><li>4 Weeks of Basic LinkedIn Sales – Step by Step </li></ul><ul><ul><li>Session One – Build and Optimize Your Profile </li></ul></ul><ul><ul><li>Session Two – Power Building Your Network </li></ul></ul><ul><ul><li>Session Three – How to Get New Business </li></ul></ul><ul><ul><li>Session Four – How to Work Your Daily Plan in 20 Minutes (or Less) </li></ul></ul><ul><ul><li>Unlimited Access to Recordings </li></ul></ul><ul><ul><li>Slides for Team Review </li></ul></ul><ul><ul><li>Course Planning Worksheets </li></ul></ul><ul><ul><li>1 LinkedIn Personal Profile Reviews </li></ul></ul><ul><ul><li>New Appointments Set within 30 days! </li></ul></ul>
    20. 27. <ul><li>You and Your Team will Learn How to: </li></ul><ul><li>•  Improve prospecting </li></ul><ul><li>•  Make cold calls “warmer” </li></ul><ul><li>•  Research your potential customers </li></ul><ul><li>•  Find ideal industry and geo-targeted prospects </li></ul><ul><li>•  Use your network effectively </li></ul><ul><li>•  Increase Referrals! </li></ul>This Package Includes:
    21. 28. <ul><li>Session Dates – Unlimited Recording ACCESS </li></ul><ul><ul><li>Session One – Build and Optimize </li></ul></ul><ul><ul><ul><li>LIVE Online Tuesday, June 7, 2011 2PM Central </li></ul></ul></ul><ul><ul><li>Session Two – Power Building Your Network </li></ul></ul><ul><ul><ul><li>LIVE Online Tuesday, June 14, 2011 2PM Central </li></ul></ul></ul><ul><ul><li>Session Three – How to Get New Business </li></ul></ul><ul><ul><ul><li>LIVE Online Tuesday, June 21, 2011 2PM Central </li></ul></ul></ul><ul><ul><li>Session Four –Daily Plan in 20 Minutes or Less </li></ul></ul><ul><ul><ul><li>LIVE Online Tuesday, June 28, 2011 2PM Central </li></ul></ul></ul>Training Includes: On Demand 24x7!
    22. 29. [email_address] TWITTER: FACEBOOK: www.facebook .com/ kathysipple FAN PAGE: and LINKEDIN: Call (219) 462-0600 Connect Online www.ForwardProgress.NET