Lead Generation: Buildling Connection Worthy LinkedIn Profiles | Central Wisconsin Social Media Conference

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LinkedIn profile building for lead generation and social selling given at the Central Wisconsin Social Media Conference in Wausau WI on Oct 20.

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Lead Generation: Buildling Connection Worthy LinkedIn Profiles | Central Wisconsin Social Media Conference

  1. 1. Lead  Genera)on:  Building  a  Connec)on  Worthy  LinkedIn  Profile     Central  Wisconsin  Social  Media  Conference  |  Oct.  20,  2011     !   25  years  +  experience  B2B  -­‐  manufacturing  /  professional  service  firms.     !   Unique  focus  -­‐  technical  products  and  engineering.   !   Social  Selling  and  Social  Product  Development     !   Based  in  the  Midwest  with  naLonal  reach.   ©  Copyright  2009    Wendy  Soucie  ConsulLng  LLC  -­‐  All  Rights  Reserved  
  2. 2. 105  –  4/09   Website 30,500  –  2/11   135,000  9/11   167,000  10/11   Twitter LinkedIn Directories and Social MulLmedia   Address Books Podcast Facebook 2  
  3. 3. Change  Your  Thinking!   !  78%  trust   recommendaLons   from  social  graph   !  90%  of  B2B  buyers   trust  peer  reviews    3  
  4. 4. Goal   Social  Business  Strategy  16,000  _   Strategy   Tools   4   ©  Copyright  2009    Wendy  Soucie  ConsulLng  LLC  -­‐  All  Rights  Reserved  
  5. 5. Network  Building  Process   Business   Profiles   Network   Contribute   ParLcipate   ApplicaLons   5  
  6. 6. NCP  Model  -­‐  Networking   •  Network  size  does  maber      6   6
  7. 7. •  What  is  the   content  of  value   you  have  to   share?   7    Contribu)on   7
  8. 8.  ParLcipaLon  Feedback  or  consump)on  is  MOST  important.     –  Reac)on   –  Ac)on   –  Evangelism   8   8
  9. 9. How  does  the  LinkedIN  network  work   Because  120M   business   professionals  are   here   group 9  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  10. 10. Business  Networking  -­‐  LinkedIn  10   © Copyright 2009 Wendy Soucie Consulting LLC - All Rights Reserved
  11. 11. Strategy  -­‐  Branding  !  Personal  !  Company   Establish prominence for yourself because itmakes you a little more valuable. - Scott Monty, Ford Motor Company ©  Copyright  2009    Wendy  Soucie  ConsulLng  LLC  -­‐  All  Rights  Reserved  
  12. 12. Possible  goals  and  objecLves  !   Extend  geographic  reach  !   Make  referrals  easier  !   Lead  generaLon  !      Product  development  !      Humanize  your  business  !    Manage  online  reputaLon  !      Discover  inside  connecLons       Strictly  for  business     ©  Copyright  2009    Wendy  Soucie  ConsulLng  LLC  -­‐  All  Rights  Reserved   12  
  13. 13. Building the right profile 13   13
  14. 14. Consider how you might look to others 14  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  15. 15. Your  LinkedIn   Profile  ©  Copyright  2003-­‐2009  –  Wendy  Soucie  ConsulLng  LLC    -­‐  All  Rights  Reserved   15  
  16. 16. Settings 16   © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  17. 17. 17  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  18. 18. 18  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  19. 19. Profile  must  have s  for  100%  •  Public  View  •  Headline  •  Photo  •  Summary  •  SpecialLes  •  RecommendaLons   Personal Branding 19   Company Branding© Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  20. 20. #1  Photo  Consistency  Important   ! The  profile  is  more  than  your  picture  and     name   !  The  profiles  need  to  evolve  over  Lme   !  Time  is  of  essence     20  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  21. 21. #2  Enhancing/Building  Profiles  Research  first     Tools •  Thesaurus•  Keywords/Phrases   •  Google Keyword Tool•  Relevance   •  LinkedIn Advanced Search21  
  22. 22. Advanced  Search   22  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  23. 23. #3  Your  Profile  Text   ! Use  MicrosoW  Word  to  write  and  store  it       !    Export  your  LinkedIn  profile  as  a  back  up   each  month  or  week     !    Export  your  LinkedIn  connecLons  weekly  Pay particular attention to savingheadline 23  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  24. 24. Profile  Edit     24  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  25. 25. #4  Header/Headline  •  Your  sound   bite     25  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  26. 26. Header/Headline     Headshot/ white background•  Your  Sound  bite     26  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  27. 27. 27  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  28. 28. #5  Public  Profile  -­‐  Custom  URL   •  Make  yourself   easy  to  find  Create a Personalized Public Profile URLhttp://www.linkedin.com/in/kevinhickman 28  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  29. 29. #  5  Public  Profile      29  
  30. 30. #6  Summary   and  Special)es    •  Most  important   –  What  makes  you   special?    •  Keyword  focused   –  List  keywords  using   commas  and/or  bullets     30  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  31. 31. #7  Addi)onal  Informa)on   Websites Interests 31  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  32. 32. #7  Addi)onal  Informa)on   Groups and Associations 32  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  33. 33. #8  Recommenda)ons   33  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  34. 34. 34  
  35. 35. #8  Recommenda)ons   •  3 recommendations •  1 recommendation x 3 jobs •  Only recommender can write/edit •  Create unique roles 35  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  36. 36. #Extra  Tip  -­‐  Contact  Se`ngs  Instruct otherson When/If/How it s OK tocontact youSelect Options 36  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  37. 37. Contact  Se`ngs   •  Brea  Caine     •  President,  Citrix  Online     •  LocaLon  Santa  Barbara,  California  Area   Industry  Computer  So_ware   When contacting me, please provide detailed context for your contact. 
 - I only accept contacts from people that I have met/ know or via referral from a trusted connection of mine. 
 - I do not accept cold contact connections so please dont make them. 37  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  38. 38. Call me 608-225-1985, email wsoucie@wendysoucie.com All social links at http://www.xeesm.com/wendysoucie I am interested in connecting. Help me out - Please let me know what you do and why you might see value in connecting with me, even where we might have met in person. This will help me take action more proactively versus generic invites. Thanks! 38  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  39. 39. Visibility   ! Status  Updates     !  Q  &  A   !  ApplicaLons   39  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  40. 40. Reality  Check   •  Status  update   40  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  41. 41. Status  /Network  Update    •  Update  once/ day  •  Answer   quesLons    •  Make  a  change   41  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  42. 42. LinkedIn Q & A 42  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  43. 43. 43  
  44. 44. Ready for more?44  
  45. 45. Applica)ons   •  Event     –  What  are  you  doing   •  TripIt     –  Where  are  you  going   •  Blog     –  Are  you  blogging?   •  Slideshare   –  PresentaLons  and  PDFs   45  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  46. 46. Applica)ons  •  Use  brochure,  arLcle,  video  •  Clean  up     – Copyrights   – Images     – AbribuLon   46  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  47. 47. Slideshare.net  47  
  48. 48. 48  
  49. 49. 49  
  50. 50. TripIt  
  51. 51. Company  Profiles  
  52. 52. LinkedIn Groups 53  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  53. 53. •  919,566  Groups  already  LinkedIn  Groups   (5/2011  -­‐  English)   •  Create/Manage  up  to  10   Groups   •  JOIN  up  to  50  Groups     •  General  and/or  Geographic   Groups   54  
  54. 54. Which  Groups  to  join?   •  Find   professionals   •  Find  trade   associa)ons   •  Find  your  peers     •  Find  your   customers   Join 25-40 groups, pick top 5 in size55  
  55. 55. Group  Tips   •  TIP  –  Invite  the  Group  Owner/Manager  to   Connect!   •  Watch  discussion  and  review  members   •  Begin  to  converse  with  others  in  the  group   •  Invite  key  members  or  everyone   •  If  not  ac)ve  –  move  on  56  
  56. 56. 57  
  57. 57. Social  Networking  Model  ! Applying a model   !  Network ! Contribute   Social Media Academy NCP Model ! Participation   You want others to participate in YOURcontribution. You want BUZZ © Copyright 2010 - Wendy Soucie58   Consulting - All Rights Reserved
  58. 58. Homework   •  Send  a  customized  invite  to  wsoucie@wendysoucie.com   •  Complete  your  profile  to  100%   •  Request  a  recommendaLon  (Colleague,  client,  supervisor)   •  Add  a  work  and  personal  email  to  LinkedIn   •  Give  a  recommendaLon  –  start  with  Wendy  Soucie  as   speaker/trainer   •  Join  at  least  one  group     •  Add  the  LinkedIn  signature  /  or  manually    add  your  profile   link  to  your  email  signature   59  © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
  59. 59. Your Questions?Contact  Wendy  Soucie  Engage  with  your  customers.  Enter  the  conversaLon.    Engage  with  me.    Wendy  Soucie  ConsulLng,  LLC    Social  Media  for  Business    608-­‐225-­‐1985    Social  web  links:  hbp://xeesm.com/wendysoucie    wsoucie@wendysoucie.com  Presenta;on  avail  on  h?p://www.slideshare.net/wsoucie   ©  Copyright  2009    Wendy  Soucie  ConsulLng  LLC  -­‐  All  Rights  Reserved   60  s  
  60. 60. Partnerships  |  Strategic  Alliances  |  Joint  Venture   •  Wendy  Soucie  ConsulLng     •  Social  Business  ConsulLng  Group  (Sobizco)     •  End  Result  MarkeLng   •  Nurture  markeLng  and  research   •  Social  Media  Academy     •  CerLfied  Social  Media  Consultant   •  Founding  Member,  Alumni,  Faculty   •  Black  Diamond  Consultant   •  Xeesm  –  Social  CRM     •  Business  Partner  –  Wisconsin   •  IA  CerLfied  LinkedIn  and  Social  Media  Trainer   •  Images  from  IstockPhoto.com  &  WSC  61  

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