Great talk at the GOA today,

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LinkedIn
I Have a Profile
and Some
Connections - Now
What?

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Using LinkedIn for New Business Development
Dean DeLisle
• Founder and CEO of Forward Progress, Inc.
• Train and Coach over 2,000 people a month
• Trained and Coached over 50,000 in Social Network Skills
• Over 30 years in Business Coaching, Consulting and Training
• Call Center, Internet, eMarketing, Event Management,
• Lead Generation, Web Seminars, eLearning, eSelling
• Over Two Billion Dollars Sales, over 100 Million Leads, Helped
Thousands of People using Internet Based Lead
• Financial Services, Real Estate, Professional Services, Legal, Accounting,
Manufacturing, Telecommunications, Technical, Insurance, Agencies,
Auto, Retail, Banking, Educational and Channel Sales…..

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Social Networks – Where do you Stand?
YOU
ARE
HERE

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The Issue with Social Networks
 People add connections
 They make postings
 They link to content and articles
 They make updates
 They even link to their websites
THEY DON’T PRODUCE
ANY RESULTS!

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Current Use of Social Network
Communication?
• Blogs
• Articles
• Postings
• Status Updates
• Emails
• VideoPhoto
• Links

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Why Online Social Networks?
• Interactive
• People Respond Better
• Builds Trust
• Builds Community
• Viral Activity
• Sharing

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Social Networks We Already Know
• Ourselves
• GOA
• CityCountry Clubs
• Chambers
• Industry Clubs
• Organizations
• Charities
• ReligiousHealth
• Network Groups
• LinkedIn Groups

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Social Networks We Already Know
• Trusted Colleagues
• Like-minded People hanging out
• Similar Friends and Associations
• You have more “Things” in common
• Similar “Beliefs”
• Recommended “IN”

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How Many Contacts Do You Have That
You Cannot See?
• That Know YOU? Networking
• That Trust YOU? Beyond
One-to-One
• That have done Business with YOU?
• That would recommend YOU?
Dean Sue Pat Mark

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Network Science
Node: Individual
Link: Connection between two nodes
Cluster: Several linked nodes
Hub: Large cluster, several clusters
Courtesy of Dr. Bob Wright
www.drbobwright.com

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Network Science

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Your Network?

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Lets Make Sure – Look Good
 Complete Profile
 Be Clear
 What will you do for others?
 Why & How?
 What do you wantneed?
 Worth $4,000,000
Peer Review

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 A current position Build the Story of
 Two past positions WHO YOU ARE
 Education and WHAT YOU
 Profile summary
 A profile photo WILL DO FOR
 Specialties PEOPLE THAT
 At least three recommendations FIND YOU!

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Introduce Yourself
1. Create your personal tagline
2. Appear focused
3. Put your elevator pitch to work
Create Relevancy!
4. Point out your “RELEVANT” skills
5. Explain your experience
6. Distinguish yourself from the
crowd
7. How will you help them?

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What & Who do you want?
 Employment
 Career Move – Up or Out
 SalesAppointmentsDirect
 Partnerships

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2012 LinkedIn Stats - Growing
• LinkedIn Has Over 140 Million Members
• Average user has 240 “Connections”
• One degree from over 35,000 “Trusted Connections”
• Two degrees from over 3,200,000 “Trusted Connections”
• 1 million new members a week
• 17.8 million members belong to groups
• 1.2 million comments and posts to groups weekly
• 2 billion people searches annually
• 1 million companies have a company page
OVER 1,000 to 1

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Growing Numbers
• LinkedIn Has Over 90 Million Members
• Average User has 240 Connections
• One Degree From Over 35,000 Trusted Connections
• Two Degrees From Over 3,200,000 Trusted Connections

22. LINKEDIN DEMOGRAPHICS 2011

23. LINKEDIN DEMOGRAPHICS 2011

24. LINKEDIN DEMOGRAPHICS 2011

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What type of messages do you
want?
 Employment
 Career Move – Up or Out
 SalesAppointmentsDirect
 Partnerships

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Next – How much time do you
have?
20
How much
Minutes
time does
it take?
a Day!

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Your Social Results Plan

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Next – Connect - Ask
• Are you on LinkedIn?
• Is it ok if we connect?
Get
Social

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Then – Connect – Ask for…

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More – Connect - Ask

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How many connections
should you ADD each
week?

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Get Real Social – Interaction

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Social and Emotional
Intelligence?
• To become aware of your emotions and those of others - in the
moment
• You can use this information to manage your behavioral responses
and manage your relationships more effectively
• To become a stronger leader and manager
• To develop a more productive work environment
• To strengthen your communication and interpersonal skills
• To better manage stress, anger, frustration and anxiety
• To enhance your personal power, self-confidence, and assertiveness,
and how to speak "truth to power“ (Authenticity)
• To make better decisions in your business, career, life, and
relationships
• Too manage conflict more productively
• To "read" others and understand the emotions they are experiencing

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Sales 2.0
Sales people “ACTIVELY”
using Web 2.0 tools, Social
Media and Social Networks
to sell more effectively.

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Sales 2.0 – Social Networks

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Interaction - Home

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Interaction - Groups

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Interaction - Groups

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Interaction - Groups
The Secret
Sauce? OFFLINE for
Take them
a deeper conversation
and then get your
results!

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Your Social Sales Plan
This Package Includes:
You and Your Team will Learn How to:
• Improve prospecting
• Make cold calls “warmer”
• Research your potential customers
• Find ideal industry and geo-targeted prospects
• Use your network effectively
• Increase Referrals!

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What if I only had 1 min?
• Provide Value
• Have Meaningful Conversations
• Connect Up
• Be Present

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Assignment
• Fix Your Profiles – Look good!
• Be Complete – Be Relevant
• What will you do for others?
• What do you wantneed?
• Build Your Network Daily
• Even if only 1 @ Day
•Be Social
• Have Meaningful Conversations
• Provide Value
• Only 20 Min a Day
• Be Present!

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Gifts for Everyone
• These Slides (and another cool Social Network Site)
• eBook – The 9 Things Your Need Before You Log In
•NEXT FREE CLASS: This Thursday
• www.ForwardProgress.net
• Events Area on Home Page

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Contact Us
Connect WITH Us!
dean@forwardprogress.net
TWITTER: www.twitter.com/deandelisle
FACEBOOK: www.Facebook.com/deandelisle/
FAN PAGE: www.Facebook.com/ForwardProgress
LINKEDIN: www.linkedin.com/in/deandelisle
Call (877) 592-6224
www.ForwardProgress.NET