Philip Calvert FInstSMM
Master LinkedIn to Skyrocket your Sales

Watch Philip Calvert’s speech in full on YouTube here:
ht...
Master LinkedIn to
Skyrocket your Sales

www.PhilipCalvert.com
Picture source unknown
@PhilipCalvert
Gartner Hype Cycle

Slide credit: Graham Jones
Gartner Hype Cycle

Slide credit: Graham Jones
Gartner Hype Cycle

Slide credit: Graham Jones
• May 2003
• 238 m users. 2 per second
• 200 countries, 10
languages
• 5,300,000,000 searches
in 2012
• 40% check in daily...
“Rich and engaging content to help
members be more productive”
Photo credit: telegraph.co.uk
Photo credit: telegraph.co.uk
Mastering LinkedIn:
Your Profile page
The Profile Test
The Profile Test

Irresistible
“Specialties: Exceptionally good with
sarcastic, smart ass remarks.”

“Able to sit in my chair for extended
periods of tim...
“Sometimes I make a sales call.”

“Went to lunch a lot.”
“Sat on my chair and bitched at sales reps.”
“Completed a lot of ...
What’s on your profile page?
•
•
•
•
•
•

Creative
Organisational
Effective
Extensive experience
Track record
Proven sales...
Show up!
Profile
• Decide your keywords – Very important
• Add them to these profile sections:
–
–
–
–
–
–
–
–

Headline
Current wo...
Keywords in your headline
Keywords in your name?
Customise your URL

uk.linkedin.com/in/socialmediaspeaker
Optimise your website links
Promote elsewhere
Promote elsewhere

www.linkedin.com/profile/profile-badges
People don’t look at you
by accident!
•
•
•
•
•
•
•
•

Search
Status update
Profile update
Joined a Group
Comment in a Gro...
Have a great photo
Add media to your profile
Add media to your Background Summary

Result…
Add media to your Background Summary

Result…
Tell a story, but be brief
Use bullet points
Neat layout
without waffle
Show you care
• Can make the difference when networking,
pitching for business or looking for a job
• Including your socia...
• Companies are using Social issues
as a differentiator:
–
–
–
–

KPMG
Abercrombie and Fitch
Salesforce.com
Victoria’s Sec...
Join 50 relevant industry groups
Create a
PowerPoint
presentation
ONLY for your
LinkedIn profile
Measure your ROI

Focus on
profile views
Understand the potential
How to get more views
•
•
•
•
•
•
•
•

Add more status updates
Engage with news and updates
Join and engage in groups
Add ...
How to get more views
•
•
•
•
•
•
•
•

Add more status updates
Engage with news and updates
Join and engage in groups
Add ...
Search: Financial Planner (236,000 results)
The human touch
will find you contacts

“Bouzouki”
“Kickboxing”
Connect – but don’t be lazy!
Personalise it!
Find more of the people you want to follow
How to find more people who are like
your best connections
• Go to the profile of one
of your most valuable
and strategic
...
An ASSET of your business
Build a following
On average,
companies that
post just twenty
times per month,
will reach at least
60% of their
unique aud...
Leverage your existing content
Build a following
• Links: Twice the
engagement

• Pictures: 98% higher
comment rate

• YouTube video links:
75% higher sh...
Build a following

They may never become
customers, but are still
advocates for your business
Build a following

Add Follow button, Member profiles and
Company profiles to your website
developer.linkedin.com/plugins
CamCard
uk.linkedin.com/in/SocialMediaSpeaker
@philipcalvert
www.philipcalvert.com
www.facebook.com/SocialMediaSpeaker
Watch Philip Calvert’s speech in full on YouTube here:
http://www.youtube.com/watch?v=HK9ErbYjjrg
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
How to Use LinkedIn to Skyrocket your Sales
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How to Use LinkedIn to Skyrocket your Sales

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How to Use LinkedIn to Skyrocket your Sales: Slide deck and video link from Philip Calvert's speech at Successful Selling 2013 - the UK's foremost Sales conference.

View the video of Philip Calvert's full speech on YouTube here:
http://www.youtube.com/watch?v=HK9ErbYjjrg

Find out how Philip Calvert can help you to apply and leverage LinkedIn and Social Media in the changing world of Sales by visiting his website at http://www.philipcalvert.com

Need help or a proven speaker for your conference? Email philip@philipcalvert.com


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How to Use LinkedIn to Skyrocket your Sales

  1. 1. Philip Calvert FInstSMM Master LinkedIn to Skyrocket your Sales Watch Philip Calvert’s speech in full on YouTube here: http://www.youtube.com/watch?v=HK9ErbYjjrg
  2. 2. Master LinkedIn to Skyrocket your Sales www.PhilipCalvert.com
  3. 3. Picture source unknown
  4. 4. @PhilipCalvert
  5. 5. Gartner Hype Cycle Slide credit: Graham Jones
  6. 6. Gartner Hype Cycle Slide credit: Graham Jones
  7. 7. Gartner Hype Cycle Slide credit: Graham Jones
  8. 8. • May 2003 • 238 m users. 2 per second • 200 countries, 10 languages • 5,300,000,000 searches in 2012 • 40% check in daily • A HUGE mine of data • 15+ million in UK • The People Search • Not just a Jobs site Engine • 1.5 m groups • 3 m company pages • 1 bn skills endorsements • Mobile 2008. 400% growth in page views per year
  9. 9. “Rich and engaging content to help members be more productive”
  10. 10. Photo credit: telegraph.co.uk
  11. 11. Photo credit: telegraph.co.uk
  12. 12. Mastering LinkedIn: Your Profile page
  13. 13. The Profile Test
  14. 14. The Profile Test Irresistible
  15. 15. “Specialties: Exceptionally good with sarcastic, smart ass remarks.” “Able to sit in my chair for extended periods of time without numbness or fatigue.” “Invented the 2 hour lunch break, which has been adapted by sales slackers everywhere.” “Attempted to train dealer staff until I realized most were too stupid to accept the training. Once I realized that fact, I would just take them to lunch.”
  16. 16. “Sometimes I make a sales call.” “Went to lunch a lot.” “Sat on my chair and bitched at sales reps.” “Completed a lot of BS reports for corporate office. Because I had to.” “Talked on the phone and hung out. Took credit for others accomplishments.”
  17. 17. What’s on your profile page? • • • • • • Creative Organisational Effective Extensive experience Track record Proven sales professional • • • • • Dynamic Motivated Innovative Problem solving Exceptional communication skills
  18. 18. Show up!
  19. 19. Profile • Decide your keywords – Very important • Add them to these profile sections: – – – – – – – – Headline Current work Experience / Past work Website Public profile URL Summary Specialities Contact settings • • • • • Interests Skills and Expertise Honours and Awards Groups and Associations Add extra sections
  20. 20. Keywords in your headline
  21. 21. Keywords in your name?
  22. 22. Customise your URL uk.linkedin.com/in/socialmediaspeaker
  23. 23. Optimise your website links
  24. 24. Promote elsewhere
  25. 25. Promote elsewhere www.linkedin.com/profile/profile-badges
  26. 26. People don’t look at you by accident! • • • • • • • • Search Status update Profile update Joined a Group Comment in a Group Made a new connection Like, share or comment Follow a Company page • Comment on your Company page • Promotion outside LinkedIn • Testimonial or endorsed for a Skill • Birthday, moved location or job anniversary
  27. 27. Have a great photo
  28. 28. Add media to your profile
  29. 29. Add media to your Background Summary Result…
  30. 30. Add media to your Background Summary Result…
  31. 31. Tell a story, but be brief Use bullet points
  32. 32. Neat layout without waffle
  33. 33. Show you care • Can make the difference when networking, pitching for business or looking for a job • Including your social impact as part of your professional identity is becoming the norm
  34. 34. • Companies are using Social issues as a differentiator: – – – – KPMG Abercrombie and Fitch Salesforce.com Victoria’s Secret
  35. 35. Join 50 relevant industry groups
  36. 36. Create a PowerPoint presentation ONLY for your LinkedIn profile
  37. 37. Measure your ROI Focus on profile views
  38. 38. Understand the potential
  39. 39. How to get more views • • • • • • • • Add more status updates Engage with news and updates Join and engage in groups Add visually rich updates Change your photo Make more connections Offer free ‘how to’ materials Follow companies
  40. 40. How to get more views • • • • • • • • Add more status updates Engage with news and updates Join and engage in groups Add visually rich updates Change your photo Make more connections Offer free ‘how to’ materials Follow companies
  41. 41. Search: Financial Planner (236,000 results)
  42. 42. The human touch will find you contacts “Bouzouki”
  43. 43. “Kickboxing”
  44. 44. Connect – but don’t be lazy!
  45. 45. Personalise it!
  46. 46. Find more of the people you want to follow
  47. 47. How to find more people who are like your best connections • Go to the profile of one of your most valuable and strategic connections • Search their connections by keyword and you’ll find people you should connect with Enter keyword here
  48. 48. An ASSET of your business
  49. 49. Build a following On average, companies that post just twenty times per month, will reach at least 60% of their unique audience
  50. 50. Leverage your existing content
  51. 51. Build a following • Links: Twice the engagement • Pictures: 98% higher comment rate • YouTube video links: 75% higher share rate
  52. 52. Build a following They may never become customers, but are still advocates for your business
  53. 53. Build a following Add Follow button, Member profiles and Company profiles to your website developer.linkedin.com/plugins
  54. 54. CamCard
  55. 55. uk.linkedin.com/in/SocialMediaSpeaker @philipcalvert www.philipcalvert.com www.facebook.com/SocialMediaSpeaker
  56. 56. Watch Philip Calvert’s speech in full on YouTube here: http://www.youtube.com/watch?v=HK9ErbYjjrg

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