Arizona Appraisers State Conference 2017 Contact: joanne@linkedinforbusiness.net Transforming how professionals connect, engage and grow https://www.linkedinforbusness.net

1. Guide to Leveraging
LinkedIn for Professional
Networking &
Business Development
JoAnne Funch
joanne@linkedinforbusiness.net |
https://www.linkedinforbusiness.net/
© Linked In For Business, no reproduction allowed

2. JoAnne Funch
21 year marketing veteran
Digital marketing geek since 2007
Love for teaching – U of M Business &
Economic Dev Department & others
Speaker, Trainer – locally & nationally
Blogger
Worked with Fortune 100 & 500 companies
 Rewritten hundreds of LinkedIn profiles!

3. Today we will cover:
• What LinkedIn can do for
you?
• Reputation Management
• Relationships matter
• Generating leads
• Managing your time & ROI

4. What can
do for you?
500 Million Members!

5.  Build & manage your
professional brand
 Build your credibility
 Leverage your
professional brand to
fill your pipeline with
the right people,
insights &
relationships
#1

6. What I want you to
remember today…
Managing your professional reputation matters in
building relationship & driving sales

7. If you’re waiting
until after you’ve
met your
prospect to start
building
credibility,
it could be too
late –

8. Modern buyers are 57% of the way
through the decision making process
before they contact a sales person.
Did you know…

11. I was going to buy
the car….
Who would I
buy the car
from?

12. Using your LinkedIn profile to establish
credibility will help build rapport with your
prospects even before your first meeting

13. How are you perceived when
someone views your profile?

14. Are you managing your personal &
professional brand?
“Set up a “Google Alert”

15. Headline:
Title + keywords + show your passion
and value = Interesting!
LinkedIn Profile

16. Create an effective headline,
this is the first thing anyone sees!
GOAL OF THE HEADLINE IS TO READ MORE

17. Who do you help?
How are you different than your competition?

18. First impressions matter
Starts With a Compelling Headline
Picture
Does your photo make potential business partners feel comfortable ?

19. Summary Section

20. It’s no longer enough
just to tell people what
you do!

21. Your Career – Your Story

22. Customize Summary Section
speaking to your ideal connections
 2000 characters to write your story
 Write in 1st person
 Always begin with something compelling to draw
people in
 AND something that makes you credible to get
people to read more
 What you do and who you serve

23. Examples of good summaries

24. Who & what
Credibility &
key words
Interesting &
personal –
endears people
to her

25. Who & what
Credibility &
key words
Show
accomplishments
DO NOT list
responsibilities
Example

26. Stand Out with multi-media
Get creative!
 Add a white paper or article you wrote or
contributed to
 Add images showing your work
 Add video

27. Projects
Successes,
accomplishments
EXAMPLE

28. “Personal recommendations, word of mouth, are the
number one driver of buying decisions.”
– Forbes
Magazine

29. Note: What impact did working with you have?

30. We care what other people think!

31. Add optional sections
People do business with people!

32. Professional & personal organizations?
Certifications

33. A completed profile brings you more
credibility & shows your expertise!

35. INviting People To Your Network
 WHAT TO STAND OUT?
Never send default
invitation, always
personalize & tell people
why you are sending the
invitation
 Connect with people you
want to know –
 be strategic

36. RELATIONSHIPS

37. INvest Time - Relationships Matter!

38. It’s your job to learn about
people and
their company before
you engage

39. Steps to Nurture and Build
Your Relationships
Nurturing contacts builds trust

40. Sample messages
Dear Jim,
I am looking to increase my network by building associations
with estate attorneys.
If you are interested, I would enjoy having you as a new
connection and someone with whom I can associate with in the
future.
Please accept this invitation.
Sincerely
{your name}

41. Create a
series of
touchpoint
messages
to
follow-up

42. Hi (first name)
Thanks for accepting my invitation to connect. As a (attorney) I know
how busy you are – and I don’t want to add any more noise to your
day!
Please let me know if I can help you in any way, either by introducing
you to someone in my network, or if you have any questions about my
extensive experience in litigation work.
Let’s schedule a brief 15 minute discovery call.
joanne@linkedinforbusiness.net or 951-902-3263
Have a great week!
JoAnne
Example of touch point message

43. Finding quality leads

44. 1. Who are non-lender prospects?
2. What problems are you known for
solving for them?
3. What are the keywords/titles of
these prospects?
4. Will other clients refer? – are you
connected?
5. Who could be a potential referral
partner? (realtors, attorneys, financial
planners, real estate brokers)
Example – You want more
non-lender work?

45. Now that you have clarity,
Utilize LinkedIn’s Search
capability

46. Find your ideal connections and SAVE your search

47. Advanced Search:
Outsource to a staff or a VA
Your focus should be on developing the relationships
Possibly train staff to resource & send your
personalized invitation
View profiles consistently – increase view of your
profile
Post status updates: Articles, images, video

48. WHY is LinkedIn so important to the
sales process?
Because today, a sale is a journey,
not an action

50. How are you showing up?

51. Be part of the journey as a great resource
 Intentionally read status
updates & comment
 Post relevant content
developing your authority
in the industry
• Posts in relevant groups
• Write a published posts
(Articles) on relevant
topics

52. Interact with connections by commenting on
their observations and answering their
questions.

53. Visibility Creates
Opportunity!

54. Managing your time & ROI

55. Get the mobile APP
Over 50% of users are not accessing via
mobile –

56. 3 things you can do today to improve
your results
1.Update & optimize your LinkedIn profile
2.Show up & be engaged
3.Become a great resource, adopt a social
selling mentality

57. Thank You!
JoAnne Funch
LinkedIn Strategist, Trainer, Speaker
& Chief Connector
joanne@linkedinforbusiness.net
https://www.linkedinforbusiness.net