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Linked in training
- 1. LinkedIn Optimisation Nurture, engage & prospect
- 3. Agenda • 6 LinkedIn tips • 4 tasks to complete now & after • Summary • Q&A
- 6. Tip 1 – Be seen online
- 7. Users with complete profiles are 40 times more likely to receive opportunities
- 12. Tip 2 – Choose the right matches/connections
- 13. Answer theW’s Source : Marketo 1. Why 2. Who 3. What 4. When 5. What next?
- 15. Do your homework first..
- 17. Tip 3 – Suspect, prospect, lead approach
- 18. 4 things to consider… 1. Do you have a mutual connection/group? 2. What are they interested in? 3. Engage, inform, inspire, action 4. Build a relationship with shared interests/goals
- 19. Suspect approach 1. Make a list of suspects by vertical 2. Follow their company 3. Write and share relevant content publically 4. Build customer recommendations by vertical 5. Invite them to a webinar on the topic 6. Over time, suggest a call/meeting
- 20. Prospect approach 1. Invite to connect 2. Research the prospect role/objectives 3. Send relevant engaging information 4. Request a follow up phone call 5. Invite to follow the company page
- 21. Lead approach 1. Invite to connect 2. Send relevant industry content 3. Invite to follow the company page 4. Invite to webinars & events 5. View their profile
- 23. Tip 4 – Cross-sell, upsell & build loyalty
- 24. 4 ways to cross-sell on LinkedIn 1. Become thought-leaders 2. Educate your audience via content 3. Invite to attend webinars, groups & events 4. Write and distribute factsheets/white papers
- 25. 4 ways to build loyalty on LinkedIn 1. Create exclusive membership groups 2. Have a clear social media plan & content calendar in place 3. Define what success looks like 4. Agree frequency, content type, responsibilities and KPIs
- 27. Tip 5 – Launch/communicate in groups
- 28. Before you launch a group… • Plan the content in advance with a content calendar • Liaise with Marketing to drive and maintain momentum • Have a clear set of KPI’s – engagement? Brand awareness? Delegate registration?
- 30. How to launch a group
- 32. Invite the right members to join
- 33. Gartner ITAM Group 1. You could launch an ITAM Gartner Group 2. Invite prospects & customers attending to join 3. Distribute relevant agnostic information 4. Invite guest speakers to join and host a q&a 5. Distribute content during & post event
- 34. How to communicate in a group/forum 1. Be genuine 2. Be agnostic 3. Be helpful 4. Be relevant 5. Be informative
- 36. Tip 6 – In-mail communication
- 37. Why In-Mail often fails • Subconsciously communicate “me-me-me” to the recipient. • Don’t compel the reader to talk with you after clicking “accept.” • Accidentally help prospects decide to ignore the message
- 38. 3 best practice recommendations 1. Avoid starting your message with the word “I” 2. Let’s decide – subject line 3. De-emphasis you and focus on the prospect
- 39. For example.. Hi _________ (first name), As a member of the _________ (LinkedIn group) group, I wanted to introduce myself. I’m _______________(title or background) with _______________ (company) and wanted to connect with area professionals. If you are not open to connecting, please ignore this invite. Thanks!
- 40. Better yet.. Hi _________ (first name), We both participate in the ____________ group and should know each other because ____________ (insert specific, mutual benefit). How can my network of colleagues help advance your ambitions or bring you closer to goals? Thanks for considering the connection. I look forward to helping and hearing from you
- 41. Why it works? • Emphasizing the other person by removing most of the “I”s. • Giving the recipient a reason to act.You’re clearly stating “theWHY.” • “Bringing to life” an appealing idea: making your LinkedIn network available to advance their agenda. • Creating interest. By asking a question we compel the recipient to consider answering. By asking the question we encourage the thought, “gee, how can this person’s network serve me right now?” • Being polite without inviting deletion and increasing response
- 43. Define what success looks like
- 44. Action…
- 45. For now.. • Update your profile to be optimised • Follow SoftwareOne company page & Sofarbeyond for digital updates • Join 3 vertical groups • Follow 5 customers
- 46. After today • Connect with 5 new prospects each week • Reach 500 + connections • Join 3 vertical groups and strategically contribute • Share weekly relevant content agreed with marketing in advance • Contribute to the SPM group
- 47. Summary
- 48. Summary 1. Optimise your profile 2. Answer the w’s 3. Be engaging and relevant to connections 4. Plan a LinkedIn group launch in advance 5. Be relevant, agnostic and genuine in groups 6. Write engaging in-mails to achieve meetings 7. Define what social media success is and measure
Editor's Notes
- The industry and business is built on relationships – and businesses has grow or fail depending on how well they can network and be seen by advertising agencies. And it was interesting for me to observe the best and the worse networkers there. One person stands out in mind – hes introduce was ‘let’s play cards’ and handed out his business card to everyone. This approach made me think of LinkedIn – those individuals that you haven’t yet met but ask to connect with you. And there was a client of mine who hosted bespoke lunches/dinners – made it very exclusive,identified who in advance they would like to build a relationship with and proactively invited them to drinks/dinners away from the villas to be able to build a relationship. So, which approach do you think was most successful? Today we are going to talk about how you can strategically build the right connections to build the right relationships.
- Today we are going to talk about how you can strategically build the right connections to build the right relationships
- Make a list of the top 50 organisations that you would like to work with