Linked in to improve your sales waukesha chamber

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Linked in to improve your sales waukesha chamber

  1. 1. to Increase Your Sales Phil Gerbyshak Make It Great! Institute
  2. 2. 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
  3. 3. Photo credit: http://www.flickr.com/photos/sagindie/392416159/
  4. 4. 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
  5. 5. 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)
  6. 6. 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
  7. 7. 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…
  8. 8. Top LinkedIn Tips • Get a 100% Profile • Contacts • Inbox • Status Updates • People Search • Groups • Add People the RIGHT Way • Answers • Recommendations • Other Applications
  9. 9. 100% Profile Completeness Means… • A current position. • Two past positions. • Education. • Profile summary. • A profile photo. • Specialties. • At least three recommendations
  10. 10. Contacts More first level contacts = more second level contacts = more clients you can help
  11. 11. Inbox You control how many messages make it to your e-mail
  12. 12. Settings
  13. 13. Contact Settings
  14. 14. Receiving Messages
  15. 15. Status Updates What are you doing or thinking about that can benefit your connections?
  16. 16. Status Updates
  17. 17. 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
  18. 18. Search and Destroy
  19. 19. People Search By Position Company Industry Title School
  20. 20. Add by Searching
  21. 21. Groups • Join ones relevant to your industry • Join ones relevant to your interests • Join ones that contain people you want to connect with
  22. 22. Add People the Right Way Don’t be a loser
  23. 23. Invite People the Wrong Way
  24. 24. Invite People the Right Way
  25. 25. 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
  26. 26. Recommendations • Give recommendations to those who deserve it • Ask for a recommendation from those you’ve delighted
  27. 27. 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
  28. 28. 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
  29. 29. Connect with Phil • phil@philgerbyshak.com • http://philgerbyshak.com • http://www.linkedin.com/in/ philgerb

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