This document provides tips for using LinkedIn as a sales and lead generation tool. It recommends developing an comprehensive "all-star" profile, building a strong professional network, positioning yourself as an industry expert through your updates and group participation, and searching and engaging with others on LinkedIn to develop relationships and find referral sources and leads. The key aspects covered include profiling, networking, thought leadership, relationship building, and utilizing search and company pages to identify potential customers. With 10 minutes a day, LinkedIn can effectively be leveraged for professional and business development purposes.

1. LinkedIn Training
Using LinkedIn as a Sales Lead Tool
Catherine Buck Morgan
2/5/14

2. The Plan
Learn how to:
•
•
•
•
•
Make an “all-star” LinkedIn profile
Build your network
Position yourself as a leader in your industry
Develop relationships
Get referrals and leads

3. Which one is yours?
Is this how you show up on LinkedIn?

4. Who would you buy from?

5. An all-star profile builds trust
•
•
•
Profile photo
Headline
Background
o Summary
o Experience
o Awards, Certifications, etc.
•
Recommendations

6. Who do you know?
Building your network:
Business cards
Rolodex
Email contacts
Other pieces of paper
Alumni
o Previous co-workers
o School
•
•
•
•
•
LinkedIn will suggest connections, but you don’t
necessarily need to act on each one.
Image courtesy of Flickr

7. It’s not always easy
Groups can provide a common ground
for making that first contact.

8. Position yourself in the market
•
•
•
•
Use Updates to become consistently visible and valuable
o Industry news
o Articles about your interests
Comments and likes also appear in your update stream
Join Groups and participate in discussions
Follow channels in Pulse for articles

9. Meeting new people
•
•
•
Groups
Company pages
Advanced search
The key to LinkedIn is Relationships.
It’s also about solving problems for people.
Image courtesy of
Flickr

10. Relationships
•
•
•
LinkedIn will email you about career
changes, work anniversaries, and even
the birthdays of your connections.
Take advantage of these updates and
make someone’s day great.
Is there someone you can help?

11. Using Search to find leads
•
•
•
Your search can be narrow or broad
Narrow the search by choosing a category
Narrow it further by using Advanced Search

12. Using advanced search
•
•
•
•
•
Begin with some keywords
o HVAC, hospital, facility
Choose a location
Save searches that are most
productive
The same search can be used to
find groups and companies
Company pages will lead you to
the key individuals you need to
target

13. Using your company’s page
•
•
•
•
•
Follow your company
Like or comment on the updates
Share the updates
If your company posts jobs, share the jobs
Check out the “People Also Viewed” section

14. 10 minutes a day
Once your profile is at “all-star” level, it takes just a few minutes a day to
make LinkedIn work for you. Rock on!
Scan through the updates on your home tab; like or comment on a few
Check Pulse for news you can share
Check your company’s page for updates
Check your Groups; make a comment or two
Try to find 1 person to connect with
•
•
•
•
•
Questions?

15. Thank you!
Questions later? Just email me.
catherine@dppit.com
Connect with me on LinkedIn!
https://www.linkedin.com/in/catherinebuckmorgan