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Leveraging LinkedIn for Business Development | Staffing Firm Webinar


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Staffing firms will learn to successfully convert prospects into new customers by using your LinkedIn network to warm up cold leads. Download the full playbook:

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Leveraging LinkedIn for Business Development | Staffing Firm Webinar

  1. 1. Leveraging LinkedIn for Business Development
  2. 2. 2
  3. 3. Build ​ Your personal brand
  4. 4. 4 What is the number one activity performed on LinkedIn?
  5. 5. 5 The anatomy of a well-branded profile Engaging, friendly picture Custom public profile link Be found easily with descriptive headline Essential links Killer summary
  6. 6. •  Pictures •  YouTube videos •  SlideShare presentations 6 Show, don’t tell: Use rich media in your profile Background SUMMARY Entrepreneur, risk taker, passionate, doer and solutions thinker. A ‘roll up your sleeves’, act like an owner and love what you do, person. I lead Talent Acquisition for Acme in EMEA across our sales organization, marketing solutions, and sales solutions team. Talent Acquisition transforms the future of an organization. Talent acquisition is about changing lives. Acme is a company where anything is possible!! You can transform your career in a heartbeat. Our culture is defined by our employees passions. Our values are the principles that guide our decisions and quite frankly it is an awesome place. Experience Recruiter Acme April 2010-Present (3 years 8 months) Why is Acme so cool? Adventures in Sales at Acme Acme is changing the world.
  7. 7. Engage ​ Your target audience
  8. 8. 8 Your personal status updates ​ 3 tips for sharing successful updates •  Include images, videos & presentations •  Show, don’t tell 1. Be Visual •  Stay top of mind •  Showcase your knowledge 2. Be a thought leader in your network •  Ask open ended questions •  Tag other people @SamanNazemi 3. Make your updates more interactive “I have a high InMail response rate, and I attribute that in part to the fact that I’m putting out compelling information in my status updates. You have to build your brand alongside using LinkedIn to reach out. You have to build those relationships.” Evelyn Milani President, Avanti Recruitment Solutions 92% Fun Fact 92% of B2B buyers engage with sales professionals who are known industry thought leaders. Don’t overlook the value of sharing your knowledge.
  9. 9. 9 Participate in Groups •  Specific industry verticals and business segments •  Targeted locations 1. Join targeted Groups •  Develop a posting cadence •  Mimic top contributors’ behavior 2. Don’t be idle •  Add your thoughts to an ongoing thread •  Share relevant posts with the group 3. Post, don’t sell 5x Fun Fact Members who use Groups are 5x more likely to get profile views from people outside their network. Start participating today to get your brand out there! ​ 3 tips for becoming a Group engagement guru
  10. 10. Name Drop •  Not a strong connection •  Not comfortable making intro •  Connected to several colleagues LinkedIn Presence •  Recommendations •  Endorsements •  Publications LinkedIn Profile •  Summary •  Interests •  School •  Career •  Shared article 10 InMail playbook
  11. 11. 11 Social InMail framework Social Who you are Why you are reaching out Insights / WOW factor What we do to help you Call to Action Be Creative… PROAD PROAD
  12. 12. 12 LinkedIn profile - Summary Social Who & Why WOW Factor Call to Action Alice Hun Alice Alice Hun Alice Hun
  13. 13. 13 LinkedIn profile - Interests Social Who & Why WOW Factor Call to Action Mary Tulan Hi John, Magnetic Management’s Magnetic Management John Smith Mary is our marketing master John Smith Mary Tulan
  14. 14. 14 LinkedIn profile - Career Social Who & Why WOW Factor Call to Action Ian Idle JHK Inc Ian, JHK Inc.
  15. 15. 15 LinkedIn profile - School Social Who & Why Call to Action Fiona Ferst Fiona Ferst Fiona, Lorten Management
  16. 16. Recruit ​ New clients
  17. 17. 17 Recruit new clients Leverage mutual connections to warm up cold leads According to a survey of B2B buyers or influencers on LinkedIn: Only 4% had a favorable impression of a salesperson who reached out cold. 4% But 87% had a favorable impression of a salesperson who was introduced to them through someone in their professional network. 87%
  18. 18. 18 Alumni functionality ​ Warm up prospects who share a mutual love for your alma mater
  19. 19. 19 Company & Career Pages ​ Search your prospect’s Company & Career Pages to gather information and find common connections
  20. 20. 20 LinkedIn Groups ​ Reach out to job posters to help fill their open reqs
  21. 21. 21 Generate new leads ​ Keep tabs on targeted clients & prospects with Search Alerts in Recruiter Professional Services
  22. 22. 22 Gain market intelligence ​ Use Recruiter Professional Services (RPS) to learn who’s actively hiring
  23. 23. 23 Key takeaways ​ Your LinkedIn business development strategy Build a profile that markets to clients and candidates Engage your network to stay top of mind •  Personal status updates Recruit new clients by leveraging commonalities •  Alumni functionality •  LinkedIn Groups •  Company & Career Pages Gain market intelligence & generate new leads •  Follow client Company Pages •  Use refinement filters + search alerts in RPS