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Getting the Most Out of
LinkedIn




                         By Alan Belniak
  http://www.linkedin.com/in/alanbelniak
   ...
Why focus on LinkedIn?
It’s one of
the most
important
B2B
Social
Networks
REALLY!
FACE IT
A lot of
You can’t ignore it anymore
people
say so…
© Bob Smith




OK – I’m on LinkedIn.
Now what?
It’s
                All
                About
                You
                (Baby)
                Actually –
     ...
Your profile is key


It’s your most important
asset on LinkedIn.
Never mind your insightful
messages, your
participations...
First, add a (good) picture



Seriously folks – a profile pic from a
vacation spa, bachelor(ette) party
                 ...
Are you still living in the 90s?

When you meet someone in real life,
you don’t tell them about the job you
had 4 years ag...
People have short attention sp --              hey look, a bird!
By default – LinkedIn’s profile
order isn’t always ideal ...
Get a Custom URL




Once your profile is done you’ll notice the default
LinkedIn profile address for your profile:

http:...
Ok, how will people find me?


                                                                            Again – your pr...
“Do you want to just wear the
minimum required amount of flair?”

Time to have some fun.
Be sure to add:
• Specialties,
• ...
Now that your hair is combed and your teeth are brushed…




                 GO MEET
                 PEOPLE!


         ...
Very funny – but how do I do that?
Well - it’s all about them :




  You know – YOUR CUSTOMERS – and how to find them.
Using Advanced Search Effectively
People Searching

Typing in just a name is lame.
Jack it up!
 Use the advanced search, ...
 SORT YOUR RESULTS to see
SAVE TIME!     good stuff up top, crappy
               stuff at the bottom




              ...
Using LinkedIn Answers
            for fun & profit
① People ask questions.
  That means they need information –
  target ...
Did You Know?
            You can search for AND follow companies?


That’s right - If you’re looking to
break into a spec...
Knowing is half the battle … er … sale
Know who you’re dealing with
 LinkedIn Companies is a GOLDMINE      Really – can yo...
Oh! And Groups
      – don’t forget groups

Groups are people having   They are probably among the most important
discussi...
Searching for Groups

           Just as you did when searching
            for People – search Groups for
            a ...
Speaking about being picky…
Selecting the RIGHT groups
Don’t judge a group from its description
and/or number of members

...
Psst! – here’s a tip about Groups

It can be a round-about
(ok, it’s sneaky) way to
send a message
to someone without
conn...
EVENTS
or how to network face-to-face with LinkedIn
Everyone knows that the best type of networking
is the “face-to-face” ...
TIPS for searching for Events


 See what events are happening locally or nearby.
  That seminar in Hawaii would be nice
...
Event Example

 From a LinkedIn event page,
  people can share the event.
  Take a look at this tweet I
  found.

 Click...
Enough Talk – it’s time for ACTION!

LinkedIn doesn’t require a big time-commitment from you.
You can easily manage and be...
More Resources


 http://blog.eloqua.com/top-10-linkedin-tips-for-lead-generation/

 http://socialmediab2b.com/2011/11/b...
Thanks!




Alan Belniak                           Alessandro Bertolucci

 b: www.SubjectivelySpeaking.net       w: www....
Bonus: Check Out Who’s Checking You Out
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Getting The Most out of LinkedIn

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Some people use LinkedIn as an electronic Rolodex. But there's so much more you can do with it, as the world's premier digital social network. Here's how.

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Getting The Most out of LinkedIn

  1. 1. Getting the Most Out of LinkedIn By Alan Belniak http://www.linkedin.com/in/alanbelniak Edited/Designed by Alessandro Bertolucci http://www.linkedin.com/in/abertolucci © Keith Williamson
  2. 2. Why focus on LinkedIn?
  3. 3. It’s one of the most important B2B Social Networks
  4. 4. REALLY!
  5. 5. FACE IT A lot of You can’t ignore it anymore people say so…
  6. 6. © Bob Smith OK – I’m on LinkedIn. Now what?
  7. 7. It’s All About You (Baby) Actually – it’s about your profile © Duane Jones
  8. 8. Your profile is key It’s your most important asset on LinkedIn. Never mind your insightful messages, your participations in groups or whitepapers – you will be judged on your profile - first. So let’s see what we can do…
  9. 9. First, add a (good) picture Seriously folks – a profile pic from a vacation spa, bachelor(ette) party BAD or other non-professional event isn’t going to win you any favors and will likely damage your credibility towards potential clients, employers, suppliers and partners. And all-though we all want to © Patrick Moore GOOD embrace our inner-Steve-Jobs, let’s not over-do it. In other words – don’t look like a pretentious git (unless you happen to be the next Steve Jobs). Too much but f’n amazing
  10. 10. Are you still living in the 90s? When you meet someone in real life, you don’t tell them about the job you had 4 years ago, Why would you do that online? Detail only those positions you’ve held RECENTLY – meaning the last year or two. If you must show more – go head but keep it relevant to your current position. If you’re looking for work – that’s a different story (and a different eBook)
  11. 11. People have short attention sp -- hey look, a bird! By default – LinkedIn’s profile order isn’t always ideal for keeping people’s attention. Plus your profile is competing with advertising, email, and other social media. So you need to get their attention fast. Luckily – your profile elements can easily re-arranged by dragging them around the page. So start with your strengths or tailor it to reach your goal or target audience. TIP– pretend you’re doing an elevator pitch about yourself.
  12. 12. Get a Custom URL Once your profile is done you’ll notice the default LinkedIn profile address for your profile: http://www.linkedin.com/pub/YOURNAME/8/369/0 Yeah – we know – it stinks. Thankfully – you can customize it fairly easily (and free) – to something more reasonable like: http://www.linkedin.com/in/alanbelniak Just click on the edit button next to your profile URL and you’re off to the races. Photo By: http://www.anna-OM-line.com
  13. 13. Ok, how will people find me? Again – your profile is key. Treat LinkedIn like a search engine for Make your profile so it’s friendly to ads… and you’re the product people, and friendly to search  Good: I sell stuff  Friendly to search: use acronyms, jargon, and the like that are known  Better: I sell enterprise software in the industry (without overdoing it)  Best: I help buyers find solution-  Friendly to people: what do real ready Enterprise software for humans say? ‘pee-el-emm’? Or manufacturing environments, big ‘software for manufacturing’? and small (I call it PLM) (without overdoing it) “ Strike a balance and know your target – you can’t be all things to all people – find a target market and stick to it. based on: http://www.christopherspenn.com/2012/03/the-biggest-linkedin-profile-power-tip-of-all ”
  14. 14. “Do you want to just wear the minimum required amount of flair?” Time to have some fun. Be sure to add: • Specialties, • Skills, • Applications - like SlideShare or Portfolio, & make sure you edit your three URLs/Links TIP - If you can – make sure one is to an active blog – or some kind of VALUABLE informative page with a TRACKABLE call to action. © Thad Zajdowicz
  15. 15. Now that your hair is combed and your teeth are brushed… GO MEET PEOPLE! © Larissa Kanno
  16. 16. Very funny – but how do I do that? Well - it’s all about them : You know – YOUR CUSTOMERS – and how to find them.
  17. 17. Using Advanced Search Effectively People Searching Typing in just a name is lame. Jack it up!  Use the advanced search, and get more. Limit your searching to a particular industry that makes sense for you.  Or, limit it to a geographic area – maybe a car ride away! – Example: VP of Engineering within 50 miles of 02494 – This can be prospecting within a car ride!  Search by title – target the people with the check books © Nelson Syozi
  18. 18.  SORT YOUR RESULTS to see SAVE TIME! good stuff up top, crappy stuff at the bottom  DON’T keep re-inventing the wheel save searches for repeated use
  19. 19. Using LinkedIn Answers for fun & profit ① People ask questions. That means they need information – target them and give them answers ② Limit the results. Enter your terms and pick ‘questions only’ (use quotes, too) ③ Answer questions, intelligently – with out the BS. When answer questions, you can By limiting your results become an authority on a topic – you’ll end up with better quality questions meaning people will seek you out which is a lot easier than chasing them don’t ya think?
  20. 20. Did You Know? You can search for AND follow companies? That’s right - If you’re looking to break into a specific place, follow the company in advance. See what they’re up to and see who their employees are and what they’re doing. It will help you identify the right person to reach out to. You might already know people there! Past acquaintances, college alum, et cetera. Why is this important? Here’s a simple truth: WARM CALL > COLD CALL
  21. 21. Knowing is half the battle … er … sale Know who you’re dealing with LinkedIn Companies is a GOLDMINE Really – can you ignore all this? of business information.  Track new arrivals  Departures  Common skills A cross-section of the enterprise ecosystem for you to explore! All you’ve got to do is: Check out the Insightful Statistics
  22. 22. Oh! And Groups – don’t forget groups Groups are people having They are probably among the most important discussions on a topic. networking tools found on LinkedIn © Andy Stafiniak We do not endorse the wearing of digital watches – that’s just cruel
  23. 23. Searching for Groups  Just as you did when searching for People – search Groups for a term, using quotes  Remember to FILTER  Did we mention there are A LOT of groups? We’re not kidding… so be specific and picky © Jaures Villani
  24. 24. Speaking about being picky… Selecting the RIGHT groups Don’t judge a group from its description and/or number of members Use the group statistics to tell you if its worth it for you to spend time here. If it’s active, popular and open – then join up and join in the discussion
  25. 25. Psst! – here’s a tip about Groups It can be a round-about (ok, it’s sneaky) way to send a message to someone without connecting with them on LinkedIn. How, you ask? If this is checked on your prospect’s Group setting – you can contact him/her directly without being a contact. So JOIN a Group you know they’re part of.
  26. 26. EVENTS or how to network face-to-face with LinkedIn Everyone knows that the best type of networking is the “face-to-face” kind – and we’re not talking Skype or FaceTime here. Q So how do you use a social network like Linked help meet people face-face? A Let LinkedIn TELL you. Just like with PEOPLE and COMPANIES – you can search for EVENTS being organized by fellow users and posted on LinkedIn
  27. 27. TIPS for searching for Events  See what events are happening locally or nearby. That seminar in Hawaii would be nice but not too practical if you live in Boston.  See who is attending the event (Prospecting101)  Track the event (Prospecting101)  Connect with them in advance if you can – CAVEAT - being approached out-of-the-blue by a “BUT I can’t afford it” complete stranger could be a bit – well – creepy, so So what if you don’t go to the actual do so carefully or stick to people you have seminar? connections with. That doesn’t mean you can’t benefit.  ‘Follow’ the event on LinkedIn and stay updated Save the cash on the registration fee and instead open a tab at the nearby bar. Look for the people with nametags and lanyards (they are the easy targets!).
  28. 28. Event Example  From a LinkedIn event page, people can share the event. Take a look at this tweet I found.  Click through that event link to learn more. It will go to the LinkedIn event page, complete with date, time, location…. all the info you’d want to know if you wanted to meet someone face-to- face. Take that URL and throw it into Google your favorite search engine to see who else is sharing it and/or attending it – make inferences – MAKE CONNECTIONS!
  29. 29. Enough Talk – it’s time for ACTION! LinkedIn doesn’t require a big time-commitment from you. You can easily manage and benefit from it with a little effort – and a good calendar.  Do ONCE – Update your profile – Set up three saved searches  Do per week – Search a related industry – Run a geographic search – Run a keyword search – Share content via the status update – Review the companies you follow – Answer a question; Ask a question  Do per Quarter – Adjust your profile – Recommend two people – Make / foster two connections (introduce people)
  30. 30. More Resources  http://blog.eloqua.com/top-10-linkedin-tips-for-lead-generation/  http://socialmediab2b.com/2011/11/b2b-social-media-linkedin-group- statistics/  http://www.slideshare.net/scrawforditm/power-prospecting-with-linkedin  http://press.linkedin.com/understanding-linkedin  http://www.marketingprofs.com/charts/2011/4890/leads-via-linkedin-groups- most-likely-to-convert?adref=nl042511  http://www.christopherspenn.com/2012/03/the-biggest-linkedin-profile- power-tip-of-all  http://www.hubspot.com/eBooks/learning-linkedin-from-the-experts
  31. 31. Thanks! Alan Belniak Alessandro Bertolucci  b: www.SubjectivelySpeaking.net  w: www.bertolucci-design.com/  t: @abelniak  l: www.linkedin.com/in/abertolucci  l: www.linkedin.com/in/alanbelniak
  32. 32. Bonus: Check Out Who’s Checking You Out
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Some people use LinkedIn as an electronic Rolodex. But there's so much more you can do with it, as the world's premier digital social network. Here's how.

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