This document provides an overview of using LinkedIn for new business development through authenticity. It discusses network science principles and how the rules of networking have changed. It emphasizes the importance of authenticity and provides a 5 step process for using LinkedIn authentically: 1) Complete your profile, 2) Clarify your goals, 3) Allocate time, 4) Connect with others, and 5) Engage through interactions like posting and joining groups. The document also shares LinkedIn statistics on its growing user base and how to map your connections.

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LinkedIn for New
Business –
The Secret of
Authenticity

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Using LinkedIn for New Business Development
Dean DeLisle
• Founder and CEO of Forward Progress, Inc.
• Train and Coach over 2,000 people a month
• Trained and Coached over 50,000 in Social Network Skills
• Over 30 years in Business Coaching, Consulting and Training
• Call Center, Internet, eMarketing, Event Management,
• Lead Generation, Web Seminars, eLearning, eSelling
• Over Two Billion Dollars Sales, over 100 Million Leads, Helped
Thousands of People using Internet Based Lead
• Financial Services, Real Estate, Professional Services, Legal,
Accounting, Manufacturing, Telecommunications, Technical,
Insurance, Agencies, Auto, Retail, Banking, Educational and Channel
Sales…..

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Accelerated Learning
• Less Time – Learn More
• Paired Share - Timed
• Raise Hand – Close Mouth

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Today
• Network Science – The Science of
Effective Networking
• Successful Conversations
• Social Networks
• LinkedIn and using the Power of
Authenticity
• Converting your Connections to New
Business

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Network Science
Node: Individual
Link: Connection between two nodes
Cluster: Several linked nodes
Hub: Large cluster, several clusters

6. Network Science

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What does the best person in your network look like?
What does the worst person in your network look
like?

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Network Science
1. What % of your business Volume do you get from the Top
5?
2. What % of your business volume do you get from the
Next Level?
3. What % of your business volume do you get from the
outer layer?

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Homework: Develop your own

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How have the rules changed with
the e-revolution?

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• Immediacy
• Frequency
• Longevity
• Give to Get
• Genuine interest, in-depth knowledge
• Enjoyment and fun
• Instant information access
• Authenticity

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• What was your least authentic
conversation?
• What was your most authentic
conversation?
• Which conversations generated the
most value?

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Authenticity is ….

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• Genuineness
• Undisputed credibility
• Real, honest, worthy of belief, sincere
• True to one’s values, spirit, personality, and
character despite external pressures
• Congruence between who you are on the
inside and how you are on the outside
• Behavioral integrity – doing what you say

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Engagement Continuum v3
Consciousness; Tied
to Yearning,
Emotions
Disengaged Mis-Engaging Engaging
Phatic: Factual: Evaluative: Gut Level: Peak: *
social objective opinion & emotions, What do
niceties data judgment heartfelt you care
about?
Dr. Bob Wright – Wright Leadership Institute
*Terms from Click: The Magic of Instant Connections by Ori & Rom Brafman

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• To become aware of your emotions and those of others - in the
moment
• You can use this information to manage your behavioral responses
and manage your relationships more effectively
• To become a stronger leader and manager
• To develop a more productive work environment
• To strengthen your communication and interpersonal skills
• To better manage stress, anger, frustration and anxiety
• To enhance your personal power, self-confidence, and assertiveness,
and how to speak "truth to power“ (Authenticity)
• To make better decisions in your business, career, life, and
relationships
• Too manage conflict more productively
• To "read" others and understand the emotions they are experiencing
www.THE-ISEI.com

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Social Networks We Already Know
• Ourselves
• Your Company
• Internet Prophets
• CityCountry Clubs
• Chambers
• Industry Clubs
• Organizations
• Charities
• ReligiousHealth
• Network Groups
• LinkedIn Groups

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Social Networks We Already Know
• Trusted Colleagues
• Like-minded People hanging out
• Similar Friends and Associations
• You have more “Things” in common
• Similar “Beliefs”
• Recommended “IN”

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How Many Contacts Do You Have That
You Cannot See?
• That Know YOU? Networking
• That Trust YOU? Beyond
One-to-One
• That have done Business with YOU?
• That would recommend YOU?
Dean Sue Pat Mark

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2012 LinkedIn Stats - Growing
• LinkedIn Has Over 170 Million Members
• Average user has 240 “Connections”
• One degree from over 35,000 “Trusted Connections”
• Two degrees from over 3,200,000 “Trusted Connections”
• 1 million new members a week
• 17.8 million members belong to groups
• 1.2 million comments and posts to groups weekly
• 2 billion people searches annually
• 1 million companies have a company page
OVER 1,000 to 1

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5 Steps to
Authenticity on
LinkedIn

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Step 1 – Look Good
 Complete Profile
 Be Clear
 What will you do for others?
 Why & How?
 What do you wantneed?
 Worth $4,000,000
Peer Review

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Build the Story
of WHO YOU
ARE and WHAT
YOU WILL DO
FOR PEOPLE
THAT FIND
YOU!

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Introduce Yourself
1. Create your personal tagline
2. Appear focused
3. Put your elevator pitch to work
Create Relevancy!
4. Point out your “RELEVANT” skills
5. Explain your experience
6. Distinguish yourself from the
crowd
7. How will you help them?

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Step 2 – What do you want?
 Employment
 Career Move – Up or Out
 SalesAppointmentsDirect
 Partnerships

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Growing Numbers
• LinkedIn Has Over 90 Million Members
• Average User has 240 Connections
• One Degree From Over 35,000 Trusted Connections
• Two Degrees From Over 3,200,000 Trusted Connections

30. LINKEDIN DEMOGRAPHICS 2011

31. LINKEDIN DEMOGRAPHICS 2011

32. LINKEDIN DEMOGRAPHICS 2011

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Step 2 – What do you want?
 Employment
 Career Move – Up or Out
 SalesAppointmentsDirect
 Partnerships

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What type of messages do you
want?
 Employment
 Career Move – Up or Out
 SalesAppointmentsDirect
 Partnerships

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Step 3 – How much time do you
have?
20
How much
Minutes
time does
it take?
a Day!

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Your Social Results Plan

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Step 4 – Connect - Ask
• Are you on LinkedIn?
• Is it ok if we connect?

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Step 4 – Connect - Ask

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Step 4 – Connect - Ask

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Step 4 – Connect - Ask

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42. inmaps.linkedinlabs.com
(877) 59 - COACH (592-6224)
Step 4 – Map It

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Step 5 – Interaction

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2012 LinkedIn Stats - Growing
• LinkedIn Has Over 180 Million Members
• Average user has 240 “Connections”
• One degree from over 35,000 “Trusted Connections”
• Two degrees from over 3,200,000 “Trusted Connections”
• 1 million new members a week
• 17.8 million members belong to groups
• 1.2 million comments and posts to groups weekly
• 2 billion people searches annually
• 1 million companies have a company page
OVER 1,000 to 1

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Step 5 – Interaction - Home

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Step 5 – Interaction - Groups

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Step 5 – Interaction - Groups

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Step 5 – Interaction - Groups
The Secret
Sauce? OFFLINE for
Take them
a deeper conversation
and then get your
results!

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2 of your newest connections (#1)
2 of your oldest connections (#1)
CONNECT

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2 Old 2 New

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2 Old 2 New

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Authenticity Assignment
• Fix Your Profiles – Look good!
• Be Complete – Be Relevant
• What will you do for others?
• What do you wantneed?
• Build Your Network UP Daily
• Even if only 1 @ Day
•Be Social
• Have Meaningful Conversations
• Provide Value
• Be Present!

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Gifts for Everyone
• These Slides (and another cool Social Network Site)
• eBook – The 9 Things Your Need Before You Log In
• www.ForwardProgress.net
• NEXT ONLINE FREE CLASS: Sunday @ 9AM Schaumburg D
• www.ForwardProgress.net
• Events Area on Home Page
• $99 Discount for Next Paid Class
Stop by our Table

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www.ForwardProgress.NET