This document discusses how LinkedIn can be used for business development purposes. It notes that LinkedIn has over 313 million members and their profiles contain job history, accomplishments, and connections between individuals. This allows users to find prospective clients and see how they are connected to them. The document provides tips on completing your profile, connecting with others, researching prospects, and how to approach prospects on LinkedIn. It emphasizes that a complete profile makes users 40 times more likely to receive opportunities and having a large network helps you find people in your target audience.

1. LinkedIn for Business

2. Why LinkedIn for Business Development?
• Choice – harder to get and keep clients
• People become risk-averse (want people they can trust)
• Need to build relationships before the tender
• Low probability of “bumping into” decision-makers
• Referrals often key to many professionals

3. Would you like a database that... ?
• Has 313 million members – inc. their job history and
professional accomplishments
• That held information about all the companies who they’ve
worked for
• That has all of the connections between these individuals
• Is FREE

4. • Helps you find prospective clients and determine how you’re
connected to them
• Allows you to connect to other members
• Keeps you in touch with your network
• Participate in conversations and showcase your expertise
• A direct communication channel
• Great source of market intelligence and know-how

5. Start Simple
• Whenever you meet anyone (online
or off) always follow up quickly with a
connection request
• Get your profile 100% complete –
make sure in you include keywords
and descriptions in as many places
as you can, a good photo,
recommendations & links

6. “Users with complete profiles are 40
times more likely to receive
opportunities through LinkedIn.”

7. Top 10 buzzwords on LinkedIn
1. Extensive experience
2. Innovative
3. Motivated
4. Results-oriented
5. Dynamic
6. Proven track record
7. Team player
8. Fast-paced
9. Problem solver
10.Entrepreneurial
Avoid Using:
NO: “team-oriented, results-focused goal setting”

8. Making LinkedIn Work
• The more contacts you have, the larger your extended network
• Have a strategy for who you connect to – who is your target
audience?
• Be easy to find and remember
• It is a supplement to the real world, not a replacement to phone,
meetings, etc
• Use it actively, not passively – updates, join groups and post

9. Prospect Stalking
• Career background
• Who they know (and who you know
that knows them)
• Interests (esp from their groups and
hobbies)
• What are their views (if they post
comments)
• What companies they follow
(sometimes)
• Skills & Recommendations (sometimes)
• Photo (usually)
LinkedIn

14. How to Approach
• If possible, get introduced by a shared
connection.
• If you need to approach them cold then make the
initial approach compelling & relevant to them and
not a sales pitch…
“I am a consultant who specialises in estate agency
businesses and I often distribute interesting
research and host networking events for senior IT
directors – could I add you to my network”
InMail is 30
times more
likely to get a
response than
a cold call

15. Next Steps
• Set aside a morning for improving your profile and inviting
contacts
• Set aside a morning for looking at forums and joining relevant
ones
• Set aside a morning for researching your “second degree”
contacts and identify key ones
• Identify an initial 10 and phone/email your shared contact to ask
“I would really like to meet X. I saw on LinkedIn that you know
them. If you were me, what would you do?”

16. Q&A