Making an Impact on LinkedIN
- 1. 10/24/2012
Making an Impact on LinkedIn
And Engaging Your Ideal Client
Laura B. Poindexter Yuhannes Watts
Yuhannes Watts
Entrepreneur
LinkedIn Strategist
Professional Networker
I teach people the importance
of building & maintaining
quality relationships
I teach people how to use
LinkedIn as a leverage tool to
connect and build
relationships with decision
makers.
©2009-2012 Laura B. Poindexter. Do not
copy or distribute. All Rights Reserved. 1
- 2. 10/24/2012
What You’ll Learn
how to maximize your profile
how to expand your network
integrate LinkedIn to your other social
media marketing efforts
Advanced Search
Conversation Starters
Company Pages
Top 20 worldwide based on traffic
1 Google 11. LinkedIn
2 Facebook 12. Blogspot.com
3 YouTube 13.Taobao (China)
4 Yahoo! 14.Google (India)
5 Baidu.com (Chinese 15.Yahoo! (Japan)
search engine) 16.sina.com.cn (Chinese
6 Wikipedia infotainment portal)
7 Windows Live 17.Microsoft Network (MSN)
8 Twitter 18. Google (Germany)
9 QQ.Com (IM service, 19. Google (Hong Kong)
China) 20.Yandex (Russia – search
10 Amazon.com engine)
Top Social Networking Sites
Social Networking July 2009 Oct 2010 Oct 2012
SIte
Facebook #4 #2
Twitter #20 #9 #8
LinkedIn #82 #23 #11
©2009-2012 Laura B. Poindexter. Do not
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- 3. 10/24/2012
Why Social Networking?
Most viewed web pages
1. Home
2. About Us
People do business with those they…
Know
Like
Trust
LinkedIn
175+ million users worldwide
Executives from every Fortune 500
company
50% male / 49% female
Average age 45
Average household income $91,566
63.2% college graduate/post graduate
WHY: Reasons to be on LinkedIn
Built for business networking so use it to build
your network
Find business associates
Get recommended
Become an industry expert
©2009-2012 Laura B. Poindexter. Do not
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- 4. 10/24/2012
WHY: Reasons to be on LinkedIn
Get Found
Search Engine Optimization
LinkedIn Search
Within your larger
network
WHAT Are You Trying to Accomplish?
To find consulting work
To support product sales
To build a community
To brand, build traffic, promote a blog
To do business development
WHO are you looking for?
Potential partners
Finding business and then finding contact with
correct job title at that business
Industry journalists
New customers
©2009-2012 Laura B. Poindexter. Do not
copy or distribute. All Rights Reserved. 4
- 5. 10/24/2012
My Profile: WHAT do I do?
Completely fill out profile incl. photo
Custom public profile URL
Add URL to all marketing material: email signature,
business card
Utilize all 3 links you are allowed in profile
Keyword rich headline, summary, specialties
Experience – as complete as possible
Recommendations – get lots!!!
The more information you share on your profile, the
more searchable you become
Connections: HOW do I find people?
Start with your email
address book
Browse their
connections for people
you know
Browse their
connections for people
you want to know
©2009-2012 Laura B. Poindexter. Do not
copy or distribute. All Rights Reserved. 5
- 6. 10/24/2012
Two Differing Opinions
Connect to Everyone Connect to only the
people you really
know
Dunbar’s Number
HOW do I Link?
Send customized
request for connection
Ask for introduction
Read people’s profiles
before contacting them
Organize connections
using tags
©2009-2012 Laura B. Poindexter. Do not
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- 7. 10/24/2012
WHERE else can I find people?
Groups
Like-minded individuals
Similar interests
Alumni groups
Trade associations
Networking groups
Making an Impact with Groups
Foster relationships and find more
connections
Participate in group discussion board
Add relevant info (including your own blog
posts) to the group news feed
NOTE: for groups and events, keep different
digest schedules in mind, post at least 10
days in advance for events
BIG idea
Create a group of like minded individuals
related to your business on LinkedIn and
actively seek members, post news and
discussion topics
OR a networking group based on industry or
geography
©2009-2012 Laura B. Poindexter. Do not
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- 8. 10/24/2012
LinkedIn Events
Can promote to your network
events.linkedin.com
Browse by:
• Type
• Topic
• Location
LinkedIn Applications
Connecting to your blog
Market Research
Collaboration
Share Presentations
Showcase Your Work
Industry Specific
A little fun
Other Brilliant ideas
Become an expert in Answers
Market research help
Ask questions
Search keywords for info on your consumers
Fill out business trip by adding face-to-face
meetings
Find former clients and use info in profile to
reconnect
Introduce two of your connections to each other
CALL your contacts occasionally
©2009-2012 Laura B. Poindexter. Do not
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- 9. 10/24/2012
Integration Tools
Content Integration
with Email Marketing and other Social Media
Use email (et al) to:
Direct people to your profile
Tell people about your groups
Announce a great
recommendation
Use LinkedIn to:
Talk about newsletter article
or promotion you just sent out
Promote to niche groups
Promote in answers to
relevant questions
5 Best Business LinkedIn Tips
1. Complete your profile.
2. Connect to people you trust
3. Give and get recommendations
4. Share business news, updates, milestones, NOT
personal info. Do NOT autopost Twitter updates to
your LinkedIn status. Disallowed since July 2012
5. Read profile of potential client/partner before your
next meeting.
©2009-2012 Laura B. Poindexter. Do not
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- 10. 10/24/2012
Queen’s Jewel
Make a list of 30-50 people you admire in
your industry and beyond
See if they are within your larger network
Try to connect with them by forming
relationship through
Group participation
Blog trackbacks and comments
What You Learned…so far
how to maximize your profile
how to expand your network
integrate LinkedIn to your other social
media marketing efforts
And now…
Advanced Search
Conversation Starters
Company Pages
LinkedIn Platform
Building relationships
Leveraging your network
Research
Reaching decision makers
Starting conversations
Exclusive memberships (ALUMNI, affiliations,
MILITARY, etc.)
Showing your value
Helping others
©2009-2012 Laura B. Poindexter. Do not
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- 11. 10/24/2012
B2B OR B2C?
Business to Business:
Find other businesses right on LinkedIn
Business to Consumer:
You need to connect with other businesses
who are already dealing with your customers
Ex: P&C Insurance Agent connecting with
Residential Real Estate Agents
Company Pages
1. Have been updated
2. Better branding
3. Key decision makers
4. Products and services
5. Recommendations – from anyone!
6. Company updates
7. Video
8. Basic company info
Focus, Focus… Focus
More!
Industry
Vertical
Type of company
Size
Geographic
Decision Maker
©2009-2012 Laura B. Poindexter. Do not
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- 12. 10/24/2012
Advanced Search
Focus on 5 Key areas:
Title
Key words
Zip code
Industry
Start working the list!
Accessing prospect info on
LinkedIn
Profile
Summary
Current company/position
Past companies/positions
Link to LI company page/website
Common connections
Groups
Your LinkedIn Profile…
Is a sales tool
Drives traffic to your website
Should speak to your target market
Describes your ideal client
Tells problems you solve
Shows your skills and expertise
It’s not your resume…!
©2009-2012 Laura B. Poindexter. Do not
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- 13. 10/24/2012
Pay attention Folks!
Information is Power!
1. Articles
2. Networking events
3. Company updates
4. Information trends
5. New connections
Conversation Starters!
1. New photos
2. New connections
3. New titles
4. **New Jobs
5. New Promotions
6. New profile updates
7. New recommendations
8. Relevant article and info posts
**Reasons to reach out and start convos
Differentiate Yourself!
Are you a serious networker?
Follow up
Customize
Make it relevant
State your case
Pay attention!
Don’t blow it buddy!
©2009-2012 Laura B. Poindexter. Do not
copy or distribute. All Rights Reserved. 13
- 14. 10/24/2012
LinkedIn Messages
1. Requesting to connect
2. Request accepted
3. Recommendations
4. Promotions
5. Sharing
6. In-messaging
7. Request for introductions
8. Reply Privately…
Questions
Thank You
Yuhannes Watts Laura B. Poindexter
yuhannes@learn2link.com www.queenbcreative.com
www.learn2link.com Twitter - @laurabcreative
703.297.5393 703.672.0233
©2009-2012 Laura B. Poindexter. Do not
copy or distribute. All Rights Reserved. 14