Linked in to improve your sales waukesha chamber

to Increase Your Sales Phil Gerbyshak Make It Great! Institute

Today’s Agenda • 30 minutes: Introduction, overview and discussion – Why does LinkedIn matter and how it improve your sales? • 30 minutes: General LinkedIn tips – Simple (yet powerful) ways to use LinkedIn

Photo credit: http://www.flickr.com/photos/sagindie/392416159/

Why does LinkedIn Matter? • 70+ million users – A new member joins every second – Executives from all Fortune 500 companies use it • More research on company/people – Frequently there is only imperfect information on a company’s corporate website – Use search to find relevant contacts on the inside – Ask for advice or a consulting arrangement to deepen your offering – Leverage Company Pages to get more information on who works at a company, their background, and other key stats

Few Stats • Average person will hold down 7-8 jobs in their lifetime (US Dept. of Labor) • Average person has 3 e-mail addresses (Direct Marketing Association) • Email address change at rate of 31% per year (Direct Marketing Association)

More on why LinkedIn matters • Reduces cold calling – 500 connections can connect you to 3 million people – Connecting to even 1 “super connector” can net you tons of new contacts • Find the decision maker faster – Type in position and company, and you get the right person • Makes your network more visible – See connections right in front of you – Great rolodex for people • Review full profiles – Can review who a person is, how they got to their current position, what school they went to, what they’re reading, who they know and more to build instant rapport – Can share it with a co-worker

A few stories… • Power of Introduction – Phil’s story • Business development – Power of connection • You know…would you mind introducing me? • You and I both know… • You’re interested in… • You’re reading… – Power of a question • I see you had a question about…

Top LinkedIn Tips • Get a 100% Profile • Contacts • Inbox • Status Updates • People Search • Groups • Add People the RIGHT Way • Answers • Recommendations • Other Applications

100% Profile Completeness Means… • A current position. • Two past positions. • Education. • Profile summary. • A profile photo. • Specialties. • At least three recommendations

Contacts More first level contacts = more second level contacts = more clients you can help

Inbox You control how many messages make it to your e-mail

Settings

Contact Settings

Receiving Messages

Status Updates What are you doing or thinking about that can benefit your connections?

Status Updates

What can you update your status with? • Interesting question that you need answer to • Link to great article about your business • Update about a promotion you received • Update about your alumni • Job opening on your team with link to apply for it • Award you recently received • Press coverage you or the company recently received • Anything your customers may be interested in

Search and Destroy

People Search By Position Company Industry Title School

Add by Searching

Groups • Join ones relevant to your industry • Join ones relevant to your interests • Join ones that contain people you want to connect with

Add People the Right Way Don’t be a loser

Invite People the Wrong Way

Invite People the Right Way

Answers • Answer questions you know something about • Ask questions when you need help • Suggest other people when you see a question they can help with

Recommendations • Give recommendations to those who deserve it • Ask for a recommendation from those you’ve delighted

Other Applications • Amazon Reading List – Share what you’re reading – See what others are reading • Box.net – share – Whitepapers – PDF files – Word documents • Slideshare.net – Great for sharing PowerPoint presentations – Great for seeing other presentations like yours

Go do it! • Set up your profile – 100% matters • Import all your contacts – Invite 1 at a time • Make new connections • Make a few recommendations

Connect with Phil • phil@philgerbyshak.com • http://philgerbyshak.com • http://www.linkedin.com/in/ philgerb

Linked in to improve your sales waukesha chamber

by Phil Gerbyshak on Aug 09, 2010

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Linked in to improve your sales waukesha chamber — Presentation Transcript