Geekdom Presentation - Leveraging LinkedIn to Build your Business

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This course discusses professional tips/tricks to leverage LinkedIn for prospecting, top of sales funnel activities, building relationships, branding/marketing, and closing new business.

Business

Leveraging LinkedIn
Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230
Ph: (210)365-5746 www.spc.sandler.com

Rule #1: Decide what you want, build a plan and you can bet on the
outcome.
Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230
Ph: (210)365-5746 www.spc.sandler.com

What do you want to accomplish?
1.Build an on-line presence
2.Have a resume available 24/7/365
3.“Quick-Apply” for Jobs
4.Have contact information readily available
5.Be “findable” by keyword searches
6.Publish authoritative content
7.Connect with Prospects & Clients
8.Give/Get Recommendations
9.Be Memorable
10.Learn new things
11.Showcase new products/services
Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230
Ph: (210)365-5746 www.spc.sandler.com

5 Stages
1.- Universe
• Geographic location
• Industry/Niche
2.- Suspects
• Company: Size, Industry, Products,
• Location: Geography
• Position: Title, Dept, Area
• Prospect/Influencer
3.- Prospecting: Critical Activities
• Activities: At least 5
• Frequency: Daily, Weekly, Monthly
• Activity Goals
4.- Opportunities: Pipeline Value
• Number of quotes
• Total Value of quotes
5.- Contracts
Suspects
Prospecting
Opportunities
Contracts
Universe

Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230
Ph: (210)365-5746 www.spc.sandler.com
Stage 1
DEFINE YOUR TARGET
1.- Suspects
• Company: Size, Industry, Products,
• Location: Geography
• Position: Title, Dept, Area
Suspects

Rule #2: Don´t manage your numbers, manage your behaviors.
Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230
Ph: (210)365-5746 www.spc.sandler.com

Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230
Ph: (210)365-5746 www.spc.sandler.com
Stage 2
Critical Activities (Cookbook)
2.- Prospecting: Critical Activities
• Activities: At least 5
• Frequency: Daily, Weekly, Monthly
• Activity Goals
Accountability
• Number of Contacts
• Number of Meetings
Prospecting

LinkedIn Critical Activities
Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230
Ph: (210)365-5746 www.spc.sandler.com
• Invitations
• Posting: Events, Articles, Product/Service, Comments, Sharing
• Referrals: Giving and Asking
• In-mails: Focused “30 sec commercial”
• Endorsements
• Recommendations

Cookbook 2017
Jan Feb Mar Apr May June July Aug Sept Oct Nov Dec
Sales Goal
Sales Total
Difference(%) #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! ##### #DIV/0! #DIV/0!
March
Week 1 Week 2 Week 3 Week 4 Week 5 Cumulative Daily
Goal
Weekly
Goal
Monthly
Goal
Performance
Key
Performance
Contracts 0
Opportunities 0
Meetings 0 #DIV/0!
Conversations 0 #DIV/0!
Prospecting
Activities
LinkedIn 0
Referrals 0
Dials 0
Alliances 0
NW 0
EB´s 0

Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230
Ph: (210)365-5746 www.spc.sandler.com
Stage 3
Opportunities: Pipeline Value
3.- Pipeline Value
• Number of Quotes
• Total value of Quotes
Opportunities

Rule #3: If you can´t measure it, you can´t manage it.
- Dr. W. Edward Deming
Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230
Ph: (210)365-5746 www.spc.sandler.com

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Geekdom Presentation - Leveraging LinkedIn to Build your Business

1. Leveraging LinkedIn Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230 Ph: (210)365-5746 www.spc.sandler.com

2. Rule #1: Decide what you want, build a plan and you can bet on the outcome. Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230 Ph: (210)365-5746 www.spc.sandler.com

3. What do you want to accomplish? 1.Build an on-line presence 2.Have a resume available 24/7/365 3.“Quick-Apply” for Jobs 4.Have contact information readily available 5.Be “findable” by keyword searches 6.Publish authoritative content 7.Connect with Prospects & Clients 8.Give/Get Recommendations 9.Be Memorable 10.Learn new things 11.Showcase new products/services Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230 Ph: (210)365-5746 www.spc.sandler.com

4. 5 Stages 1.- Universe • Geographic location • Industry/Niche 2.- Suspects • Company: Size, Industry, Products, • Location: Geography • Position: Title, Dept, Area • Prospect/Influencer 3.- Prospecting: Critical Activities • Activities: At least 5 • Frequency: Daily, Weekly, Monthly • Activity Goals 4.- Opportunities: Pipeline Value • Number of quotes • Total Value of quotes 5.- Contracts Suspects Prospecting Opportunities Contracts Universe

5. Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230 Ph: (210)365-5746 www.spc.sandler.com Stage 1 DEFINE YOUR TARGET 1.- Suspects • Company: Size, Industry, Products, • Location: Geography • Position: Title, Dept, Area Suspects

6. Rule #2: Don´t manage your numbers, manage your behaviors. Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230 Ph: (210)365-5746 www.spc.sandler.com

7. Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230 Ph: (210)365-5746 www.spc.sandler.com Stage 2 Critical Activities (Cookbook) 2.- Prospecting: Critical Activities • Activities: At least 5 • Frequency: Daily, Weekly, Monthly • Activity Goals Accountability • Number of Contacts • Number of Meetings Prospecting

8. LinkedIn Critical Activities Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230 Ph: (210)365-5746 www.spc.sandler.com • Invitations • Posting: Events, Articles, Product/Service, Comments, Sharing • Referrals: Giving and Asking • In-mails: Focused “30 sec commercial” • Endorsements • Recommendations

10.

11.

12.

13.

14. Cookbook 2017 Jan Feb Mar Apr May June July Aug Sept Oct Nov Dec Sales Goal Sales Total Difference(%) #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! ##### #DIV/0! #DIV/0! March Week 1 Week 2 Week 3 Week 4 Week 5 Cumulative Daily Goal Weekly Goal Monthly Goal Performance Key Performance Contracts 0 Opportunities 0 Meetings 0 #DIV/0! Conversations 0 #DIV/0! Prospecting Activities LinkedIn 0 Referrals 0 Dials 0 Alliances 0 NW 0 EB´s 0

15. Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230 Ph: (210)365-5746 www.spc.sandler.com Stage 3 Opportunities: Pipeline Value 3.- Pipeline Value • Number of Quotes • Total value of Quotes Opportunities

16.

17. Rule #3: If you can´t measure it, you can´t manage it. - Dr. W. Edward Deming Sandler Training San Antonio 10918 Vance Jackson Rd. Suite 200 San Antonio, TX 78230 Ph: (210)365-5746 www.spc.sandler.com

Editor's Notes

How many of you are introverts? How many of you don’t like writing anything that might be seen in public? How many of you are afraid of public speaking? How many would want to showcase your work on The Apprentice or Shark Tank?
If you search for forensic engineering, international business, or subrogation, my profile pops up first.
La unica persona que necesitas en tu vida es aquella que te demuestra que te necesita en la suya. The only one you need in your life is that person who shows you he needs you in his.

Geekdom Presentation - Leveraging LinkedIn to Build your Business

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Editor's Notes