Quick tips and tools on how to use LinkedIn for finding sales targets. Also includes some social do's and don'ts for using LinkedIn.

1. Prospecting tools 2.0

2. The Evolution of Social Media

3. Topics
o What is LinkedIn – Video
o Why should we use LinkedIn?
o Tips before we start
o Social media rules of etiquette
o Tips for finding connections
o Final thoughts of profile settings
o Questions and answers

4. What is LinkedIn?

5. Why use LinkedIn?
o 107 million people use LinkedIn in the United States.
o 40% of the users check it daily.
o It is rated as the top social network for B2B marketing.
o 83% of marketers say they prefer to use LinkedIn for distributing B2B content,
and more than half of vendors say they have generated sales through
LinkedIn.
Source: DMR – Digital Marketing
Ramblings, Jan. 2014

6. Before we start prospecting….
Clean up your profile
o Use a professional looking picture
o Build a solid summary
o Use work experience to your
advantage
o Choose your skills wisely
o Don’t forget your education
o This is your first impression

7. Know the rules….
Major turn offs to potential targets
o This is not Facebook or Twitter – keep it strictly business appropriate
o Never send a blind or blank connection request
o Post business topics that are relative to our field

8. Tips for finding connections….
1. Use the search bar by starting with a
generic search term – i.e. “Uniform Sales”
2. Narrow the search by selecting a specific
relationship, location or company.
3. You can click the +Add button to type in
specific key searches – i.e. “Houston”
4. You can also filter to only show people in
your groups for quick connecting.

9. Tips for finding connections….
1. Find relevant groups to our
industry by using the search
function – i.e. Textile Rental
2. Post or respond in the groups to
increase activity level and bring
awareness to your profile.
3. Once you are a member of a
specific group you may connect
automatically with others.
4. You can select “see all members”
button to look for specific
prospects within the group.

10. Tips for finding connections….
1. Follow company websites of
your top targets – i.e. Cintas
2. You can see how you’re
connected to people within
that company.
3. Use first degree connections to
introduce you to a second
degree connection.
4. By clicking “See all” – you can
filter to find connections in
your area.

11. Final thoughts on using LinkedIn…
1. Be sure to check your privacy controls in your profile.
2. There are three settings you can select for others to see when you are viewing their profile:
1. Your name and headline
2. Anonymous profile characteristics
3. You will be totally anonymous
3. Make sure you check your settings under Communications in your profile.
4. Don’t forget to look at who’s viewing your profile, your targets may be looking at you and
you don’t even know it!

12. Questions…