There’s a reason LinkedIn is considered, “the new cold call.” This powerful medium presents an opportunity to directly connect with your target audience and strategically transition connections into paid business. In this presentation, Rachel will share what she calls her “gems” of LinkedIn to show you how to make lasting connections, share impactful content, enhance brand awareness and transition contacts into leads – and eventually clients. LinkedIn is unmatched and Rachel can prove it. Rachel’s expertise in the medium led her clients to secure business in excess of $350,000! Topics covered:  Creating an optimal LinkedIn profile  Prospecting with the ‘gems’  Staying TOMA with relevant content  Transitioning contacts to leads

1. Leveraging LinkedIn for B2B: Transitioning Contacts to Clients
with Rachel Strella
www.strellasocialmedia.com

2. Putting Your Plan Into Action
By a show of hands, how many of you know everyone else in this room?

3. Putting Your Plan Into Action
By a show of hands, how many of you are members of the SMPS LinkedIn Group?

4. Putting Your Plan Into Action
Key Takeaway: You get out, what you put into it.

5. Today’s PowerPoint
I’ll email today’s attendees a copy of the PowerPoint Presentation.

6. Today’s Agenda
Optimizing your profile
LinkedIn Groups
Advanced Search
Connecting with prospects
Staying relevant with content
Maximizing your connections
Discussion and training

7. LinkedIn Profile

8. LinkedIn Profile
Include a professional photo
Headshot or brand-relevant photo
Ideal size: Between 200 px x 200 px and 500 px x 500 px

9. LinkedIn Profile

10. LinkedIn Profile
One of my favorites…

11. LinkedIn Profile
Avoid shots with Fido…
Or animated characters…

12. Complete profile fully
LinkedIn Profile

13. Include a strong headline
LinkedIn Profile
Accurate
Keyword-laden
Free of jargon
Include the name of your company

14. LinkedIn Profile

15. LinkedIn Profile
For professionals, I do not recommend getting too creative with a headline

16. Complete contact info
LinkedIn Profile
Email, phone, address
Include three websites and customize them
Customize domain to include your name

17. Complete contact info
LinkedIn Profile

18. Nice job, Margy!
LinkedIn Profile

19. Personalize, Humanize, Summarize
LinkedIn Profile
First person
Professional, but conversational
Mention experience
How you help your customers
Write an engaging summary

20. Write an engaging summary
LinkedIn Profile

21. A few of my favorites - #3
LinkedIn Profile

22. A few of my favorites - #2
LinkedIn Profile

23. A few of my favorites - #1
LinkedIn Profile

24. Include skills
LinkedIn Profile
Accurate
Keyword-laden
As many as possible (or versions of as many as possible)

25. Include skills
LinkedIn Profile

26. Endorsements Based On Skills
LinkedIn Profile

27. Blue Number = Endorsements
LinkedIn Profile

28. LinkedIn Groups

29. LinkedIn Groups
Search for groups by keyword and location
Select groups that are active
Join a mix of professional networking groups and groups of your target audience

30. LinkedIn Groups
Risk Insurance Client Groups

31. LinkedIn Groups
The Importance of LinkedIn Groups
Share content or blog posts
Contribute to valuable discussions
Connect with ideal clients

32. LinkedIn Advanced Search

33. LinkedIn Advanced Search
Search by:
Keyword
Location
Title
Industry
Connection (Group, 2nd, etc.)

34. LinkedIn Advanced Search

35. LinkedIn Advanced Search
Possible Search Parameters:
Keywords: Healthcare, Education, Government
Titles: Project Manager, Business Development, Engineer, COO
Location: Within 50 miles
Connections: Group Members, 2nd connections.

36. Making a Connection

37. Making a Connection
Synergy is important

38. Making a Connection
First impressions matter

39. Connect Appropriately
Making a Connection

40. Making a Connection
Networking Follow-up Example Hi Stacy, This is Tina Smith. We met last night at the Chamber Mixer. It was a pleasure talking with you about your business goals. I would love to connect here and stay in touch. Sincerely, Tina

41. Making a Connection
Connecting with Prospective Customers, especially those you’ve never met, can be tricky. It’s important to put your best foot forward!
Connecting with Prospects

42. Making a Connection
Create a template message to targeted contacts
Adjust the name of the connection request
Make it a goal to connect with several new people each week
Connecting with Prospects

43. Making a Connection
Example for a Client Michael, My name is Nathan & I’m a 4th generation owner of Gingrich Memorials in Central PA. You may have guessed that we design cemetery memorials. The technology has changed, but our commitment to quality remains unmatched. I hope you’ll accept my invitation and tell me more about you. Nathan

44. Relevant Content

45. Relevant Content
Valuable Content Matters

46. Relevant Content
Newsfeed content

47. Relevant Content
Publishing tool

48. Relevant Content
Publishing tool

49. Relevant Content
Publishing tool

50. Relevant Content
Publishing tool

51. Maximizing Your Connections

52. Maximizing Your Connections
It takes 8 to 12 follow-ups before landing a sale
B2B transactions tend to have a longer sales process

53. Showcase goodwill with valuable content; build trust
Select ideal client contacts that you’re already connected to
Maximizing Your Connections

54. To get started, export connections
To do so, go to ‘Network,’ then ‘Contacts’ then ‘Settings’ and ‘Export Connections’
Maximizing Your Connections

55. Maximizing Your Connections

56. Sort that file
Find relevant content
Send with a personalized message
Maximizing Your Connections
Quick tips

57. Group similar industries together
Find strong content resources
Schedule time to do this each week
Quick tips
Maximizing Your Connections

58. Maximizing Your Connections

59. Maximizing Your Connections

60. Maximizing Your Connections

61. Maximizing Your Connections

62. To move the needle beyond content
Offer a referral
Suggest a coffee
Schedule to talk briefly after a networking event
Maximizing Your Connections

63. LinkedIn Checklist
Complete and optimize profile
Join groups of target audience
Find prospects using the advanced search tool; connect appropriately

64. LinkedIn Checklist
Offer valuable content on the newsfeed and publishing tool
Provide resources to ideal clients
Keep the conversation going and stay top-of-mind

65. SPECIAL OFFER: Attendees ONLY!
Review & Revive Your Social Media Sites
Social Media Site Review with a list of recommendations
20 Minute Call to Review
Customized Tip Sheet for Expanding Reach
Cost: $97 per site*
*Buy one, get LinkedIn FREE! SMPS Members ONLY!
Sign up: bit.ly/strellaoffer

66. Training & Discussion