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Leveraging LinkedIn
LinkedIn and the Sales Process   <ul><li>What do you use LinkedIn for? </li></ul><ul><li>How much time do you spend on Lin...
LinkedIn and the Sales Process   <ul><li>Who are your current connections? </li></ul>Existing/ Prospective Clients Former ...
LinkedIn and the Sales Process   <ul><li>Step 1 </li></ul><ul><li>Complete your profile </li></ul>
Profile Tips   <ul><li>Descriptive headline </li></ul><ul><li>Describe where you work and its differentiators versus what ...
LinkedIn and the Sales Process   <ul><li>Step 2 </li></ul><ul><li>Use keywords in your Profile and  proof Your Profile </l...
LinkedIn and the Sales Process   <ul><li>Step 3 </li></ul><ul><li>Leverage collected business cards </li></ul>
LinkedIn and the Sales Process   <ul><li>Step 4 </li></ul><ul><li>Make a list of individuals you know and would like to co...
LinkedIn and the Sales Process   <ul><li>Step 5 </li></ul><ul><li>Connect to contacts after every meeting/event with a per...
LinkedIn and the Sales Process   <ul><li>Step 6 </li></ul><ul><li>Conduct an advanced search using titles and/or industry ...
 
LinkedIn and the Sales Process   <ul><li>Step 7 </li></ul><ul><li>Ask your shared connections if they’d mind introducing y...
LinkedIn and the Sales Process   <ul><li>Step 8 </li></ul><ul><li>Leverage profiles to get to know your prospects before a...
LinkedIn and the Sales Process   <ul><li>Step 9 </li></ul><ul><li>Follow clients and prospective client companies on Linke...
LinkedIn and the Sales Process   <ul><li>Step 10 </li></ul><ul><li>Regularly post what you’re working on and ISI news </li...
LinkedIn and the Sales Process   <ul><li>Step 11 </li></ul><ul><li>Join LinkedIn Groups: </li></ul><ul><li>Add new groups ...
LinkedIn Groups   <ul><li>Former employer alumni groups </li></ul><ul><li>Alma mater groups (as many as you can) </li></ul...
 
LinkedIn and the Sales Process   <ul><li>Step 12 </li></ul><ul><li>Participate in discussions and start them on LinkedIn G...
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Leveraging LinkedIn

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Learn the proper follow up procedure after meetings and events using connections through LinkedIn. Learn how connected you really are.

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Transcript of "Leveraging LinkedIn"

  1. 1. Leveraging LinkedIn
  2. 2. LinkedIn and the Sales Process <ul><li>What do you use LinkedIn for? </li></ul><ul><li>How much time do you spend on LinkedIn weekly? </li></ul>
  3. 3. LinkedIn and the Sales Process <ul><li>Who are your current connections? </li></ul>Existing/ Prospective Clients Former Colleagues & School Friends
  4. 4. LinkedIn and the Sales Process <ul><li>Step 1 </li></ul><ul><li>Complete your profile </li></ul>
  5. 5. Profile Tips <ul><li>Descriptive headline </li></ul><ul><li>Describe where you work and its differentiators versus what you do </li></ul><ul><li>Always include a link to the corporate site </li></ul>
  6. 6. LinkedIn and the Sales Process <ul><li>Step 2 </li></ul><ul><li>Use keywords in your Profile and proof Your Profile </li></ul>
  7. 7. LinkedIn and the Sales Process <ul><li>Step 3 </li></ul><ul><li>Leverage collected business cards </li></ul>
  8. 8. LinkedIn and the Sales Process <ul><li>Step 4 </li></ul><ul><li>Make a list of individuals you know and would like to connect with </li></ul>
  9. 9. LinkedIn and the Sales Process <ul><li>Step 5 </li></ul><ul><li>Connect to contacts after every meeting/event with a personal note </li></ul>
  10. 10. LinkedIn and the Sales Process <ul><li>Step 6 </li></ul><ul><li>Conduct an advanced search using titles and/or industry to see potential connections </li></ul>
  11. 12. LinkedIn and the Sales Process <ul><li>Step 7 </li></ul><ul><li>Ask your shared connections if they’d mind introducing you </li></ul>
  12. 13. LinkedIn and the Sales Process <ul><li>Step 8 </li></ul><ul><li>Leverage profiles to get to know your prospects before and after meetings </li></ul>
  13. 14. LinkedIn and the Sales Process <ul><li>Step 9 </li></ul><ul><li>Follow clients and prospective client companies on LinkedIn </li></ul>
  14. 15. LinkedIn and the Sales Process <ul><li>Step 10 </li></ul><ul><li>Regularly post what you’re working on and ISI news </li></ul><ul><li>E.g. ISI just completed testing for a new custom electrical panel for Rolls Royce </li></ul>
  15. 16. LinkedIn and the Sales Process <ul><li>Step 11 </li></ul><ul><li>Join LinkedIn Groups: </li></ul><ul><li>Add new groups regularly </li></ul>
  16. 17. LinkedIn Groups <ul><li>Former employer alumni groups </li></ul><ul><li>Alma mater groups (as many as you can) </li></ul><ul><li>Local groups: LinkedColumbus, Interactive Marketers of Ohio, TechLife Columbus,Columbus Marketing Executives </li></ul><ul><li>Associations </li></ul>
  17. 19. LinkedIn and the Sales Process <ul><li>Step 12 </li></ul><ul><li>Participate in discussions and start them on LinkedIn Groups </li></ul>
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