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

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. Master LinkedIn to
Skyrocket your Sales
www.PhilipCalvert.com

3. Picture source unknown

4. @PhilipCalvert

6. Gartner Hype Cycle
Slide credit: Graham Jones

7. Gartner Hype Cycle
Slide credit: Graham Jones

8. Gartner Hype Cycle
Slide credit: Graham Jones

9. • 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

10. “Rich and engaging content to help
members be more productive”

13. Photo credit: telegraph.co.uk

14. Photo credit: telegraph.co.uk

16. Mastering LinkedIn:
Your Profile page

17. The Profile Test

18. The Profile Test
Irresistible

21. “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.”

22. “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.”

23. What’s on your profile page?
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Creative
Organisational
Effective
Extensive experience
Track record
Proven sales professional
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Dynamic
Motivated
Innovative
Problem solving
Exceptional
communication skills

24. Show up!

25. Profile
• Decide your keywords – Very important
• Add them to these profile sections:
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–
–
–
–
–
–
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Headline
Current work
Experience / Past work
Website
Public profile URL
Summary
Specialities
Contact settings
•
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Interests
Skills and Expertise
Honours and Awards
Groups and Associations
Add extra sections

26. Keywords in your headline

27. Keywords in your name?

28. Customise your URL
uk.linkedin.com/in/socialmediaspeaker

29. Optimise your website links

30. Promote elsewhere

31. Promote elsewhere
www.linkedin.com/profile/profile-badges

32. People don’t look at you
by accident!
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•
•
•
•
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•
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

33. Have a great photo

43. Add media to your profile

45. Add media to your Background Summary
Result…

46. Add media to your Background Summary
Result…

47. Tell a story, but be brief
Use bullet points

49. Neat layout
without waffle

51. 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

52. • Companies are using Social issues
as a differentiator:
–
–
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KPMG
Abercrombie and Fitch
Salesforce.com
Victoria’s Secret

53. Join 50 relevant industry groups

54. Create a
PowerPoint
presentation
ONLY for your
LinkedIn profile

56. Measure your ROI
Focus on
profile views

59. Understand the potential

61. How to get more views
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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

62. 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

63. Search: Financial Planner (236,000 results)

64. The human touch
will find you contacts
“Bouzouki”

66. “Kickboxing”

68. Connect – but don’t be lazy!

69. Personalise it!

71. Find more of the people you want to follow

73. 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

74. An ASSET of your business

76. Build a following
On average,
companies that
post just twenty
times per month,
will reach at least
60% of their
unique audience

77. Leverage your existing content

78. Build a following
• Links: Twice the
engagement
• Pictures: 98% higher
comment rate
• YouTube video links:
75% higher share rate

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

80. Build a following
Add Follow button, Member profiles and
Company profiles to your website
developer.linkedin.com/plugins

87. CamCard

88. uk.linkedin.com/in/SocialMediaSpeaker
@philipcalvert
www.philipcalvert.com
www.facebook.com/SocialMediaSpeaker

89. Watch Philip Calvert’s speech in full on YouTube here:
http://www.youtube.com/watch?v=HK9ErbYjjrg