1. LinkedIN provides the
Power of Networking
Grow your Business!
To substantially
Using LinkedIN to
Generate Sales Leads
Landau Design Reviews
2. Using LinkedIN to Generate Sales Leads
Why Use LinkedIN?
59% of Fortune 500
execs use LinkedIN
Over 119 million
members, primarily
USA
34 million site visitors
per month
4. Using LinkedIN to Generate Sales Leads
Be visible and
professional
on LinkedIn
Save the privacy
settings for
Facebook
5. Using LinkedIN to Generate Sales Leads
Who makes up your network?
Connections usually come from
Friends, former colleagues Clients Referral partners
LinkedIN is about building business, not keeping in touch!
Typical LinkedIN Network Typical LinkedIN Network
6. Using LinkedIN to Generate Sales Leads
Real Power is in 2nd
Degree Network
Focus on your network’s network
8. Using LinkedIN to Generate Sales Leads
Who are your customers?
Define your audience
Create a people search profile
• Job Title
• Company name
• Job description
• Industry keywords
9. Using LinkedIN to Generate Sales Leads
11 Ways to Generate Leads
1. Complete your profile
2. Send a connection invite within 24 hours of meeting a prospect.
3. Use advanced search to find prospective buyers.
4. Regularly deliver value to your 1st
degree network
5. Ask and answer questions in groups and Q&A
6. Use group search feature to connect with networkers
7. Create a group if you feel your company could fill a void
8. Update status at least twice a week
9. Create a poll to connect with network & prospects
10. Promote your events
11. Set weekly goals for using LinkedIN
10. Using LinkedIN to Generate Sales Leads
1. Complete your profile!!
Let me say it again… Complete your profile!
Profile must-haves
• Fill in as much as you can about work history
• Use keyword-rich title
• Fill in general description
• Professional photo
• Put in website and blog URLs
• Get personalized URL
• Hook up all your social media using apps
Get recommendations key to generating interest!
Join relevant groups
11. Using LinkedIN to Generate Sales Leads
2. Send Connection Invites
Every time you meet a prospect, follow up by sending a
LinkedIN invitation.
Customize the invitation
Make a point of connecting via LinkedIN within one week
of invitation acceptance.
• Send personal note
• Comment on their company
• Join a discussion in a group
12. Using LinkedIN to Generate Sales Leads
3. Advanced Search is a Gold Mine
Ability to perform highly specific searches for people
Search terms:
• First & Last name
• Industry
• Company (current or previous)
• Job title (current or previous)
• Location
• Keywords contained in the user’s online profile.
13. Using LinkedIN to Generate Sales Leads
Optimum Search Criteria
Best search results use a combination of:
• Industry
• job title
• keywords
• location
Display search results based on relationship
Save searches for easy access
14. Using LinkedIN to Generate Sales Leads
Are they in your network?
Once you find a prospect, are they in your network?
15. Using LinkedIN to Generate Sales Leads
4. Regularly deliver value
Give more than you ask
Provide status updates with useful information
Give valuable information via groups and Q&A
Send monthly in-mail with information of value to your
network
Generate polls and report results to network
16. Using LinkedIN to Generate Sales Leads
5. Ask & Answer Questions
Who in your network is asking questions?
What questions can you ask?
17. Using LinkedIN to Generate Sales Leads
6. User Group Search
Brand new feature
Allows you to find where your network is talking
18. Using LinkedIN to Generate Sales Leads
7. Create a Group
Why create a group?
• Establish yourself as a thought leader
• Create arena for connecting with prospects
• Opportunity for sending weekly messages to network
• A way to help others and establish trust
Plan your group
• Do you have time to manage it?
• Do you have enough content?
• How will you recruit members?
• What are the guidelines?
19. Using LinkedIN to Generate Sales Leads
8. Update Status 2x/Week
Easy way to connect with network (less than 1 minute!)
People search results ordered by last updated profile –
status update counts
Inclusion in weekly status emails
20. Using LinkedIN to Generate Sales Leads
9. Create a Poll
Create polls that ask about business needs
4 opportunities to connect
• Ask your question
• Use social media network to promote the poll
• Report results via network, in groups, on blog
• Provide solution
Keys for polls
• Make it short
• Ask question that they really want to know the answer
• Put in optional comment question
• Follow up with results!
21. Using LinkedIN to Generate Sales Leads
10. Promote your events
Another opportunity to share
Optimize event listing
• Include event logo
• Use enticing event title
• Create short but intriguing description
• Link to more details and registration page
Promote your event
• Use inmail to sent personalized invitations and general invites to your
entire network
• When promoting via social media, drive them to LinkedIN event page
• You want to get people to click on “I’m attending” button
• Include on your company page
• Run LinkedIN ads if budget allows
22. Using LinkedIN to Generate Sales Leads
11. Set weekly goals for LinkedIN
Measure growth
How many…
• New connections will you make
• Questions will you answer
• Groups will you post in
• Status updates will you make
• Inmail notes will you send
Measure activity growth
• How many people requested connections?
• How many interactions did you have?
• How many questions were answered?
