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Are You LinkedIn for Sales Success - Final


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This is the presentation given to the Sales Professionals of Ottawa during its Spring Tune Up event on April 13, 2010.
"Are You LinkedIn For Sales Success" presentation.
These are the slides that complimented the demonstrations within the LinkedIn tool.

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Are You LinkedIn for Sales Success - Final

  1. 1. Are You For Sales Success?
  2. 2. Social Media…Is it a Fad?
  3. 3. Where to start…choose 3…
  4. 5. Average Age 41 Household Income $109,703 Male 64% Comp HHI $100K+ 53.5% Own Smartphone/PDA 34% College Grad/Post Grad 80.1% Business Decision Maker 49% EVP/SVP/VP 6.5%
  5. 6. LinkedIn….So many uses… <ul><li>Finding a job….(Recruiters, Job Seekers, Companies…) </li></ul><ul><li>Managing a network of colleagues…. </li></ul><ul><li>Build a reputation…. </li></ul><ul><li>Community (online) involvement…. </li></ul><ul><li>Exposure…. </li></ul><ul><li>Marketing…. </li></ul><ul><li>Research….. </li></ul><ul><li>Business Development…. </li></ul><ul><li>Sales…. </li></ul>
  6. 7. Introduction <ul><li>Over 20 years sales, sales management, and business development experience. </li></ul><ul><li>LinkedIn member since January 27, 2004 </li></ul><ul><ul><li>500+ connections </li></ul></ul><ul><ul><li>18 recommendations </li></ul></ul><ul><ul><li>Member of 35 groups (3 of which I manage) </li></ul></ul><ul><ul><li>Have generated at least 25 new sales opportunities from LinkedIn </li></ul></ul>
  7. 8. Exercise… Choose someone at your table or close by. Take 2 minutes each to introduce yourself…
  8. 9. Show of Hands -What did you learn? <ul><li>- Where they work? </li></ul><ul><li>How long they have worked in the industry? </li></ul><ul><li>Awards? </li></ul><ul><li>Education? </li></ul><ul><li>Who they know? </li></ul><ul><li>Who they know…that you know? </li></ul><ul><li>How they can help you to find new opportunities for your product/service? </li></ul>
  9. 10. Agenda <ul><li>Linking Yourself In </li></ul><ul><ul><li>Getting started </li></ul></ul><ul><ul><li>Profile / Settings </li></ul></ul><ul><ul><li>Making connections </li></ul></ul><ul><ul><li>Recommendations </li></ul></ul><ul><li>LinkedIn For Sales </li></ul><ul><ul><li>Networking event </li></ul></ul><ul><ul><li>Initial Sales Call </li></ul></ul><ul><ul><li>Maintaining relationships </li></ul></ul><ul><ul><li>Prospecting </li></ul></ul><ul><ul><li>Lead Generation </li></ul></ul><ul><li>11:15 Q&A </li></ul><ul><li>11:30 Wrap Up </li></ul>
  10. 14. You are now officially LinkedIn… <ul><li>Check your email and validate your account </li></ul><ul><li>Depending upon your current contact list, you may or may not want to upload to LinkedIn. Personally, I did not do this! </li></ul><ul><ul><li>Personal contacts </li></ul></ul><ul><ul><li>Email sent inviting them to connect via LinkedIn </li></ul></ul><ul><li>Step 2 – Profile & Settings </li></ul>
  11. 16. Profile & Settings <ul><li>“ You only have one chance to make a good first impression” still holds true. </li></ul><ul><li>Fill out your complete profile! </li></ul><ul><ul><li>Upload an appropriate photo </li></ul></ul><ul><ul><li>Work Experience </li></ul></ul><ul><ul><li>Education </li></ul></ul><ul><ul><li>Additional Information </li></ul></ul><ul><ul><li>Contact Settings </li></ul></ul><ul><ul><li>Status Update </li></ul></ul><ul><li>Settings </li></ul><ul><ul><li>Control all aspects of LinkedIn </li></ul></ul>
  12. 17. Profile Tips <ul><li>Profile </li></ul><ul><ul><li>Make sure bar is 100% complete </li></ul></ul><ul><ul><li>Put a good summary section </li></ul></ul><ul><ul><li>Add a bit to each job/role about accomplishments </li></ul></ul><ul><ul><li>Add your company or personal blog & twitter accounts </li></ul></ul><ul><ul><li>Honors & Awards…put them up there </li></ul></ul><ul><ul><li>Make sure people know how to contact you and for what reasons </li></ul></ul><ul><ul><li>Status updates…once a week… </li></ul></ul><ul><ul><li>Something changed or added to profile…update your contacts </li></ul></ul>
  13. 18. Settings Tips <ul><li>Public Profile – Make sure it shows full profile </li></ul><ul><li>Get your personalized LinkedIn URL </li></ul><ul><ul><li>Add it to your email or business card. Also, get a customized button to add to your site, blog, etc. </li></ul></ul><ul><li>Status Visibility – Everyone </li></ul><ul><li>Member Feed – Your Connections </li></ul><ul><li>Email Notifications – Make sure it is correct. Receive ALL Invitations </li></ul><ul><li>Privacy Settings – Decide what others can and cannot see. Connections Browse & Profile Views are key </li></ul>
  14. 19. Making Connections <ul><li>Searching for people you know & Inviting them to connect </li></ul><ul><li>LinkedIn wants you to connect with others…use the site to find new connections </li></ul><ul><li>Managing your connections. Tags, Notes, etc. </li></ul><ul><li>Browsing connections & finding common connections </li></ul><ul><li>Understanding your network </li></ul><ul><li>Tracking your invitations </li></ul><ul><li>Exporting contacts </li></ul>
  15. 20. Connections Tips <ul><li>Adding to your network – Make sure you have a history or reason to connect. If nothing…use email address…or an introduction from someone in your network </li></ul><ul><li>Personalize the message. People will be more open to connecting </li></ul><ul><li>Use “People You May Know” & “Just Joined LinkedIn” </li></ul><ul><li>Browse your connections connections to see who you may know. Again…make sure you have a reason to connect! </li></ul><ul><li>Add a notes, tags, etc. to your contacts </li></ul><ul><li>Network Statistics…are you connected in the right area? </li></ul><ul><li>Connections can be colleagues or classmates </li></ul><ul><li>Connections can be removed or exported </li></ul>
  16. 21. LinkedIn Mobile – Get it! Connections via Bluetooth
  17. 22. Recommendations…who cares? Source: AC Nelson July 2009
  18. 23. Recommendations Tips <ul><li>The best way to get a recommendation is to write one! </li></ul><ul><li>Ask if you want to get! </li></ul><ul><li>Have a purpose. Be sure to proof-read before accepting and posting to your profile. Don’t be shy in asking for changes </li></ul><ul><li>Make them visible </li></ul>
  19. 24. Networking Event
  20. 25. Networking Event <ul><li>Impossible and often inappropriate to try and get the same type of information you can get from LinkedIn </li></ul><ul><li>Send them an invitation to connect. If possible include some “rapport” in your invitation </li></ul><ul><li>Find out who they are connected to </li></ul><ul><li>Find out more about their current and past companies </li></ul><ul><li>Once connected, contact to discuss any potential opportunities….but remember the golden rule….make sure you can articulate “What’s In It For Me” </li></ul><ul><li>Keep track of them via blogs, groups, etc. </li></ul><ul><li>Send them pertinent information or profiles </li></ul>
  21. 26. Prospecting
  22. 27. Prospecting <ul><li>Search by Company </li></ul><ul><li>Search by Person </li></ul><ul><li>Advanced Search (Saved Search) </li></ul><ul><li>Tip: If name is hidden – Use the “Viewers of this Profile also viewed…” </li></ul><ul><li>Groups </li></ul><ul><li>Answers </li></ul><ul><li>Tip: Use the “Who’s Viewed My Profile” to see if they have checked out your profile </li></ul>
  23. 28. Initial Sales Call
  24. 29. Initial Sales Call <ul><li>Do your research to set yourself apart from your competition </li></ul><ul><li>Research the person </li></ul><ul><ul><li>Common Connections? Use to build rapport and to gain information about the client before meeting </li></ul></ul><ul><ul><li>Background, Awards, Blog, Presentations, Books, etc. </li></ul></ul><ul><ul><li>Groups, Questions & Answers </li></ul></ul><ul><li>Research the company </li></ul><ul><ul><li>Website, etc. </li></ul></ul><ul><ul><li>Locations </li></ul></ul><ul><ul><li>Other Employees…Past, present, & new hires. Any connections? </li></ul></ul><ul><ul><li>Competitors </li></ul></ul>
  25. 30. Maintaining Relationships
  26. 31. Maintaining Relationships <ul><li>Make sure your homepage is set up to get updates from your connections (Network Updates) </li></ul><ul><li>Activate applications like Slideshare, Bloglink, & Events </li></ul><ul><li>Take the time to send them information that may be relevant or of interest. Blog posts, Events, etc. </li></ul><ul><li>If you have someone in your network that may be of interest to them…send them the profile </li></ul>
  27. 32. Lead Generation
  28. 33. Lead Generation <ul><li>Get involved in the groups </li></ul><ul><li>Get involved in the Question & Answers section </li></ul><ul><li>If applicable, list yourself within the Service Provider Directory </li></ul><ul><li>Post your events </li></ul><ul><li>Post your presentations </li></ul><ul><li>LinkedIn Ads </li></ul><ul><li>Make sure people know how to contact you! </li></ul>
  29. 34. Questions?
  30. 35. Next Steps <ul><li>Lets connect: </li></ul>