23rd August 2013
How to make your
LinkedIn profile
‘Rock’
What they don’t teach you about LinkedIn
but you really do need ...
and…
‘How to make LinkedIn a
business lead generation
machine!!’
You’ve been invited to …
• Worlds largest networking event
• All your clients,customers and key
prospects will be there to...
5 key reasons why I use LinkedIn
Business
development
opportunity
generation
Because it’s
where the
people are
Don’t like ...
LinkedIn Facts
More than 225 million
members worldwide
UK 11 million members
2 New members joins
every second
Executives f...
• Average household income £73,000
• People are 2X more confident in
the information found on LinkedIn
that any other soci...
LinkedIn is a powerful way to…
Differentiate yourself
and be found in sea of
competition
Generate an endless
supply of lea...
3 key things to ask yourself…
1. How many connections do I
have?
2. How many recommendations
do I have?
3. What is your su...
What do I want to say?
1. Who’s your audience?
2. What problems/pains do
you solve for your
audience?
3. How can you convi...
Your overall objective?
Be recognised as a ‘Thought Leader’
in your field.
Know Like Trust
The biggest problem with
on-line networking
‘I’ve put some time and
effort into it but I’m not
getting much out of it!’
2 ...
Fundamentals of networking
What’s your networking attitude?
‘Sharing information in
a reactive and proactive
way without e...
Or to quote the late great Zig Ziglar
Building your connections
• 1st - Your connections
• 2nd - Connections of your connections
• 3rd - Connections of the conn...
‘The real
power of your
network is in
the second
degree’
Building a profile
that ‘Rocks’
Your Public Profile Fundamentals
Make sure your profile
is set to full view
Optimising your profile
Headline should be cat...
Your Public Profile Fundamentals
Make sure your profile
is set to full view
Include everything you
do, including past
comp...
Your Public Profile
Load your
current and
past work
history with
terms you
want to be
found for
Your Public Profile
Load your
current and
past work
history with
terms you
want to be
found for
Your Public Profile
Load your
current and
past work
history with
terms you
want to be
found for
Optimise your profile- Key words
Your Headline Current Work Experience
Past Work ExperienceYour Summary
Tips for building your network
• Check everyday to see who’s looked at your profile
via the ‘Who’s viewed your profile? an...
Tips for building your network
• Check everyday to see who’s looked at your profile
via the ‘Who’s viewed your profile? an...
Tips for building your network
• Check everyday to see who’s looked at your profile
via the ‘Who’s viewed your profile? an...
Tips for building your network
• Check everyday to see who’s looked at your profile
via the ‘Who’s viewed your profile? an...
Tips for building your network
• Check everyday to see who’s looked at your profile
via the ‘Who’s viewed your profile? an...
See who they know
Click on their
connections
See who they know
Invitations to connect
• 1st rule of LinkedIn ALWAYS personalise an
invitation to connect. Too many invites come
through w...
Invitations to connect: The lazy way
The default
message:
Sending this is
impersonal, it
makes it look like
you are trawli...
Invitations to connect: The right way
A personalised
message:
Makes the recipient
feel like you value
them
Invitations to connect: how to deal with them
• Should I accept every invitation and how do I
decide?
In thinking about ac...
Invitations to connect cont…
Hi John,
I usually only accept invitations to connect from people I have
already done busines...
Cultivating your network
Status Updates
Status Updates
Cultivating your network
• Aim to update every day/a few times a
week
• Comment on other member connections
status updates...
Status updates: Home link…
To see
specific
updates
• Connections
• Profiles
• Groups
• Companies
• etc
Recommendations
• Accessed via a direct link on your profile and
under each of your previous roles or and in a
separate re...
Recommendations
Recommendations
To access
recommendations
click drop-box
Recommendations
Recommendations
Video
testimonials
Recommendations cont…
Here’s some done for me
Keep them current
Aim for a
minimum of 10
Don’t be afraid to
ask
What’s the ...
The best way to get recommendations?
• Work hard to earn them! Deliver Value. Only
ask if you think you have earned one.
•...
Adding media
Click edit
profile
Adding media
Adds media
Edits wording
Adds more
jobs/experience
Moves
segment
up/down
profile
Your LinkedIn Secret Weapons
New Business Development and
Sharing Value Tools
My Groups
Can join up to 50
groups
What’s your group
strategy?
Discussions and
promotions
Posting strategy
Groups
Aim to
become key
influencer
Create and
contribute to
discussions
Post
thought
provoking
questions
Don’t self
promo...
Thought provoking questions
Groups
After 5 days
103 comments!
Key Influencer in
Group
Thought provoking questions
12 days
152 comments!
Thought provoking questions
4 days
32 comments
Profile statistics/who’s viewed
14
to
75!
Be provoking!
Your groups
Groups: start your own
New Business Development Tools
Advanced Search
Advanced Search
One of the most exciting aspects on LinkedIn
Allows you search LinkedIn for anyone on
many criteria
What’s...
Advanced Search ctd…
Click on see all
Advanced Search ctd…
Internal
referrals
from
current
client
Map the key contacts
Advanced Search ctd…
Make a list of top 50 company
prospects then check them
out in company search
section!
Company Search
Company Search
The power is in
the 2nd degree
connections
Company Search
A great
link/way in
Advanced Search ctd…
Looking for Senior HR
professionals in the region
Advanced Search ctd…
Looks interesting
307 leads
Advanced Search ctd…
Your Connections
The power is in
the 2nd degree
connections
LinkedIn Applications
LinkedIn Media
Click on edit
profile
Edit/add
media
LinkedIn Media
LinkedIn Media
LinkedIn Video Youtube
LinkedIn Media
Add video
content
testimonials or
best practice
clips
LinkedIn Media
LinkedIn Media
Add slideshare
content to your
profile
LinkedIn Media
LinkedIn Media
Write down titles of 5 things
that you could write about that
demonstrates your personal
level of knowledge...
LinkedIn Projects
Use the ‘Projects’
section to promote
events, white papers,
free downloads or to
showcase products
you a...
LinkedIn Projects
LinkedIn Projects
Use the ‘Projects’
section to promote
events, white papers,
free downloads or to
showcase products
you a...
LinkedIn Projects
LinkedIn Projects
LinkedIn Publications
Click link
LinkedIn Publications
Endorsements
Company Page
Company Page
Company Page
Recommendations
Video
Example
Example 2
So in summary…
You now know
what it takes to
make your
LinkedIn profile
and presence
ROCK!
The imperatives are…
The 15 imperatives of LinkedIn
• Build a complete profile
• Update and engage frequently with
your connections
• Recommend...
The 15 imperatives of LinkedIn
• Start your own group
• Search companies and harvest new
leads
• Respond to everyone who
c...
The 15 imperatives of LinkedIn
• Put video on your profile
• Promote your blog
• Add the projects and publications
applica...
@LinkedIn.com/in/michaelbarkerpdg
@Twitter.com/pdgtips
@pdgclips
@ PDG-Performance-Development-Group
Contact me at
Perform...
Make your LinkedIn profile Rock Aug 2013
Make your LinkedIn profile Rock Aug 2013
Make your LinkedIn profile Rock Aug 2013
Make your LinkedIn profile Rock Aug 2013
Make your LinkedIn profile Rock Aug 2013
Make your LinkedIn profile Rock Aug 2013
Make your LinkedIn profile Rock Aug 2013
Make your LinkedIn profile Rock Aug 2013
Make your LinkedIn profile Rock Aug 2013
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Make your LinkedIn profile Rock Aug 2013

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Updated version of the PDG Make Your LinkedIn Profile Rock
August 2013

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Make your LinkedIn profile Rock Aug 2013

  1. 1. 23rd August 2013 How to make your LinkedIn profile ‘Rock’ What they don’t teach you about LinkedIn but you really do need to know!
  2. 2. and… ‘How to make LinkedIn a business lead generation machine!!’
  3. 3. You’ve been invited to … • Worlds largest networking event • All your clients,customers and key prospects will be there to talk, share ideas, best practice, collaborate on projects • You have an opportunity to add real value to the event Would you go? And keep going?
  4. 4. 5 key reasons why I use LinkedIn Business development opportunity generation Because it’s where the people are Don’t like cold calling Great way of staying in touch with my network Improves my search engine optimisation
  5. 5. LinkedIn Facts More than 225 million members worldwide UK 11 million members 2 New members joins every second Executives from all top companies are LinkedIn members 7th Largest country in the world Cant ignore it!
  6. 6. • Average household income £73,000 • People are 2X more confident in the information found on LinkedIn that any other social media site • 4X better results for B2B than facebook/twitter
  7. 7. LinkedIn is a powerful way to… Differentiate yourself and be found in sea of competition Generate an endless supply of leads for you and your company Share value, files, news,best practice and ideas with connections Manage your online reputation and highlight your strengths No Autopilot!
  8. 8. 3 key things to ask yourself… 1. How many connections do I have? 2. How many recommendations do I have? 3. What is your summary statement? ‘These 3 front page stat’s pretty much determine your LinkedIn prowess and prospect.’ Gitomer
  9. 9. What do I want to say? 1. Who’s your audience? 2. What problems/pains do you solve for your audience? 3. How can you convince me you deliver great results- earned the right? The answers above drive your content strategy
  10. 10. Your overall objective? Be recognised as a ‘Thought Leader’ in your field. Know Like Trust
  11. 11. The biggest problem with on-line networking ‘I’ve put some time and effort into it but I’m not getting much out of it!’ 2 issues; 1. You don’t have a goal or strategy 2. Not sure who are the people in best position to help me reach that goal
  12. 12. Fundamentals of networking What’s your networking attitude? ‘Sharing information in a reactive and proactive way without expecting anything immediately in return.’
  13. 13. Or to quote the late great Zig Ziglar
  14. 14. Building your connections • 1st - Your connections • 2nd - Connections of your connections • 3rd - Connections of the connections of your connections.
  15. 15. ‘The real power of your network is in the second degree’
  16. 16. Building a profile that ‘Rocks’
  17. 17. Your Public Profile Fundamentals Make sure your profile is set to full view Optimising your profile Headline should be catchy and be key-word rich
  18. 18. Your Public Profile Fundamentals Make sure your profile is set to full view Include everything you do, including past companies Give your profile a custom URL (your name) Include the link to your profile on your email signature Link to your web site and blog for enhanced SEO 3 quality back-links Optimising your profile Headline should be catchy and be key-word rich
  19. 19. Your Public Profile Load your current and past work history with terms you want to be found for
  20. 20. Your Public Profile Load your current and past work history with terms you want to be found for
  21. 21. Your Public Profile Load your current and past work history with terms you want to be found for
  22. 22. Optimise your profile- Key words Your Headline Current Work Experience Past Work ExperienceYour Summary
  23. 23. Tips for building your network • Check everyday to see who’s looked at your profile via the ‘Who’s viewed your profile? and ‘People you may know’ features.
  24. 24. Tips for building your network • Check everyday to see who’s looked at your profile via the ‘Who’s viewed your profile? and ‘People you may know’ features.
  25. 25. Tips for building your network • Check everyday to see who’s looked at your profile via the ‘Who’s viewed your profile? and ‘People you may know’ features.
  26. 26. Tips for building your network • Check everyday to see who’s looked at your profile via the ‘Who’s viewed your profile? and ‘People you may know’ features.
  27. 27. Tips for building your network • Check everyday to see who’s looked at your profile via the ‘Who’s viewed your profile? and ‘People you may know’ features. • Browse through and see who you want to connect to • Check which contacts bridge you and the potential new connection • You can then send them an invitation to connect or make contact ‘I see we have a number of connections in common…’ or you can see who would be best to make an introduction for you. • When someone accepts an invitation to connect go to their profile and see who they know
  28. 28. See who they know Click on their connections
  29. 29. See who they know
  30. 30. Invitations to connect • 1st rule of LinkedIn ALWAYS personalise an invitation to connect. Too many invites come through where people haven’t bothered to change the standard message. • If you don’t personalise the message to me it looks like you’re just ‘trawling’ for connections • Would you walk up to someone at a networking event , just give them your card, say call me then walk off?
  31. 31. Invitations to connect: The lazy way The default message: Sending this is impersonal, it makes it look like you are trawling for connections
  32. 32. Invitations to connect: The right way A personalised message: Makes the recipient feel like you value them
  33. 33. Invitations to connect: how to deal with them • Should I accept every invitation and how do I decide? In thinking about accepting ask yourself - does the addition of this connection strengthen and add value to my network? If yes, then accept. If no, then reject them politely. • How do I reject the invites I don’t want to connect with? Its ok to say no and is more polite than simply ignoring them!
  34. 34. Invitations to connect cont… Hi John, I usually only accept invitations to connect from people I have already done business with or by introductions and recommendations from others in my network. I'm not sure if/where we've met? A generic request to connect gives me little to go on in terms of if we've ever met or how your connection might add value to my network. It could be interpreted as trawling for connections! If you have a twitter account lets get to know each other that way. I look forward to reading your tweets and maybe we can connect some other time. Kindest regards
  35. 35. Cultivating your network Status Updates
  36. 36. Status Updates
  37. 37. Cultivating your network • Aim to update every day/a few times a week • Comment on other member connections status updates • Stay business focused • Be useful/create value Status Updates
  38. 38. Status updates: Home link… To see specific updates • Connections • Profiles • Groups • Companies • etc
  39. 39. Recommendations • Accessed via a direct link on your profile and under each of your previous roles or and in a separate recommendations section • Essential as they establish your credibility; who else says so besides you? • Great evidence of the value you create • Excellent for improving SEO
  40. 40. Recommendations
  41. 41. Recommendations To access recommendations click drop-box
  42. 42. Recommendations
  43. 43. Recommendations Video testimonials
  44. 44. Recommendations cont… Here’s some done for me Keep them current Aim for a minimum of 10 Don’t be afraid to ask What’s the best way to get a recommendation?
  45. 45. The best way to get recommendations? • Work hard to earn them! Deliver Value. Only ask if you think you have earned one. • People will ask them from you. The best test here is would you give them a reference offline for a job? Or for a tender? • If someone does recommend you, you can reciprocate, but wait until the next day or so. • Don’t be afraid to turn down a request, but do it kindly.
  46. 46. Adding media Click edit profile
  47. 47. Adding media Adds media Edits wording Adds more jobs/experience Moves segment up/down profile
  48. 48. Your LinkedIn Secret Weapons
  49. 49. New Business Development and Sharing Value Tools
  50. 50. My Groups Can join up to 50 groups What’s your group strategy? Discussions and promotions Posting strategy
  51. 51. Groups Aim to become key influencer Create and contribute to discussions Post thought provoking questions Don’t self promote it turns people off
  52. 52. Thought provoking questions
  53. 53. Groups After 5 days 103 comments! Key Influencer in Group
  54. 54. Thought provoking questions 12 days 152 comments!
  55. 55. Thought provoking questions 4 days 32 comments
  56. 56. Profile statistics/who’s viewed 14 to 75!
  57. 57. Be provoking!
  58. 58. Your groups
  59. 59. Groups: start your own
  60. 60. New Business Development Tools
  61. 61. Advanced Search
  62. 62. Advanced Search One of the most exciting aspects on LinkedIn Allows you search LinkedIn for anyone on many criteria What’s your definition of a high-quality lead? • Who are the Key Decision Makers and buyers in the companies you sell to? • What’s their job title? • What’s their seniority level? • How big is the company? • Are they in specific industries?
  63. 63. Advanced Search ctd…
  64. 64. Click on see all
  65. 65. Advanced Search ctd… Internal referrals from current client Map the key contacts
  66. 66. Advanced Search ctd… Make a list of top 50 company prospects then check them out in company search section!
  67. 67. Company Search
  68. 68. Company Search The power is in the 2nd degree connections
  69. 69. Company Search A great link/way in
  70. 70. Advanced Search ctd… Looking for Senior HR professionals in the region
  71. 71. Advanced Search ctd… Looks interesting 307 leads
  72. 72. Advanced Search ctd…
  73. 73. Your Connections The power is in the 2nd degree connections
  74. 74. LinkedIn Applications
  75. 75. LinkedIn Media Click on edit profile Edit/add media
  76. 76. LinkedIn Media
  77. 77. LinkedIn Media
  78. 78. LinkedIn Video Youtube
  79. 79. LinkedIn Media Add video content testimonials or best practice clips
  80. 80. LinkedIn Media
  81. 81. LinkedIn Media Add slideshare content to your profile
  82. 82. LinkedIn Media
  83. 83. LinkedIn Media Write down titles of 5 things that you could write about that demonstrates your personal level of knowledge or expertise and adds value to… Clients or potential clients
  84. 84. LinkedIn Projects Use the ‘Projects’ section to promote events, white papers, free downloads or to showcase products you are currently promoting Click the link
  85. 85. LinkedIn Projects
  86. 86. LinkedIn Projects Use the ‘Projects’ section to promote events, white papers, free downloads or to showcase products you are currently promoting Click the link
  87. 87. LinkedIn Projects
  88. 88. LinkedIn Projects
  89. 89. LinkedIn Publications Click link
  90. 90. LinkedIn Publications
  91. 91. Endorsements
  92. 92. Company Page
  93. 93. Company Page
  94. 94. Company Page Recommendations Video
  95. 95. Example
  96. 96. Example 2
  97. 97. So in summary… You now know what it takes to make your LinkedIn profile and presence ROCK! The imperatives are…
  98. 98. The 15 imperatives of LinkedIn • Build a complete profile • Update and engage frequently with your connections • Recommend others • Solve other peoples problems • Join and participate in groups
  99. 99. The 15 imperatives of LinkedIn • Start your own group • Search companies and harvest new leads • Respond to everyone who communicates with you • Set up the slide-share, youtube, project and publication functions to add value • Change your status regularly
  100. 100. The 15 imperatives of LinkedIn • Put video on your profile • Promote your blog • Add the projects and publications application to showcase your work • Integrate twitter • Leverage LinkedIn's search power
  101. 101. @LinkedIn.com/in/michaelbarkerpdg @Twitter.com/pdgtips @pdgclips @ PDG-Performance-Development-Group Contact me at Performance Development Group www.performancedg.com 0113 2288808 michael@performancedg.com

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