The document outlines strategies for optimizing LinkedIn profiles, engaging with prospects, and building professional connections. It provides six tips on effective networking, including the importance of complete profiles, targeted connection strategies, and crafting engaging in-mail communications. Additionally, it emphasizes the need to define success metrics for LinkedIn engagement and connectivity.

1. LinkedIn Optimisation
Nurture, engage & prospect

3. Agenda
• 6 LinkedIn tips
• 4 tasks to complete now & after
• Summary
• Q&A

6. Tip 1 –
Be seen online

7. Users with complete
profiles are 40 times
more likely to receive
opportunities

11. Let’s optimise your profile

13. Tip 2 –
Choose the right
matches/connections

14. Buying Cycle

15. Answer theW’s
Source : Marketo
1. Why
2. Who
3. What
4. When
5. What next?

16. Identify connections
• Make a list of influencers to connect with
• Make a list of decision-makers to connect
with
• Make a list of CXO’s and CIO’s to connect with
• Make a list of key IT team members to
connect with

18. Tip 3 –
Suspect, prospect, lead
approach

19. 4 things to consider…
1. Do you have a mutual connection/group?
2. What are they interested in?
3. Engage, inform, inspire, action
4. Build a relationship with shared
interests/goals

20. Suspect approach
1. Make a list of suspects by vertical
2. Follow their company
3. Write and share relevant content publically
4. Build customer recommendations by vertical
5. Invite them to a webinar on the topic
6. Over time, suggest a call/meeting

21. Prospect approach
1. Invite to connect
2. Research the prospect role/objectives
3. Send relevant engaging information
4. Request a follow up phone call
5. Invite to follow the company page

22. Lead approach
1. Invite to connect
2. Send relevant industry content
3. Invite to follow the company page
4. Invite to webinars & events
5. View their profile

23. Let’s connect now
• Connect with 5 prospects
• Connect with 5 customers
• Connect with 5 influencers
• Connect with 5 leads
• Connect with 5 prospect CXO’s & CIO’s

25. Tip 4 –
Cross-sell

26. Content Engagement

27. 4 ways to cross-sell on LinkedIn
1. Become thought-leaders
2. Educate your audience via content
3. Invite to attend webinars, groups & events
4. Write and distribute factsheets/white papers
5. Invite users to the LinkedIn group

29. Tip 5 –
Communicate in groups

30. How to search for groups

31. How to communicate in a
group/forum
1. Be genuine
2. Be agnostic
3. Be helpful
4. Be relevant
5. Be informative

32. Connect to 5 groups now
• Think about your target audience
• Think about what the benefit would be
• Think vertically

33. Tip 6 –
In-mail communication

34. Why In-Mail often fails
• Subconsciously communicate “me-me-me” to
the recipient.
• Don’t compel the reader to talk with you after
clicking “accept.”
• Accidentally help prospects decide
to ignore the message

35. 3 best practice recommendations
1. Avoid starting your message with the word
“I”
2. Let’s decide – subject line
3. De-emphasis you and focus on the prospect

36. For example..
Hi _________ (first name),
As a member of the _________ (LinkedIn group)
group, I wanted to introduce myself. I’m
_______________(title or background) with
_______________ (company) and wanted to
connect with area professionals. If you are not
open to connecting, please ignore this invite.
Thanks!

37. Better yet..
Hi _________ (first name),
We both participate in the ____________ group
and should know each other because
____________ (insert specific, mutual benefit).
How can my network of colleagues help advance
your ambitions or bring you closer to goals?
Thanks for considering the connection. I look
forward to helping and hearing from you

38. Why it works?
• Emphasizing the other person by removing most of
the “I”s.
• Giving the recipient a reason to act.You’re clearly
stating “theWHY.”
• “Bringing to life” an appealing idea: making your
LinkedIn network available to advance their agenda.
• Creating interest. By asking a question we compel the
recipient to consider answering. By asking the
question we encourage the thought, “gee, how can
this person’s network serve me right now?”
• Being polite without inviting deletion and increasing
response

40. Define what success looks
like
Engagement? Leads? In-mails?

41. B2B LinkedIn best practice

42. Action…

43. After today
• Connect with 5 new prospects each week
• Reach 500 + connections
• Join 3 vertical groups and strategically
contribute
• Share weekly relevant content agreed with
marketing in advance

44. Summary

45. Summary
1. Optimise your profile
2. Answer the w’s
3. Be engaging and relevant to connections
4. Be relevant, agnostic and genuine in groups
5. Write engaging in-mails to achieve meetings
6. Define what social media success is and
measure