atlas business recruitment and retention using linkedin
DESCRIPTION
Atlas CEO Ben Wright discusses how to use LinkedIn to recruit and retain companies - one of today's greatest opportunities online.TRANSCRIPT
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Atlas Presents: Business Recruitment and Retention Using
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About Atlas AdvertisingAtlas Advertising helps economic developers reach national and international prospect and site selection audiences. We deliver branding, website development, GIS mapping, research, and creative services professionally and with a staff experienced in economic development. Unlike firms with little or no economic development experience, Atlas Advertising uses a proven mix of economic development marketing tactics that generate interest from site selection audiences.
Atlas Advertising is led by a former economic development practitioner and has worked with 60+ different economic development clients in 31 states. Our approach and experience means that our campaigns generate an average of three to ten times the response of other campaigns.
Featured clients:– State of Ohio– Indy Partnership– City of San Francisco– Greater Phoenix Economic Council – Greater Omaha Economic Development Partnership
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Atlas Technology and Data Products• Content
Management Software – Robust Media Center – Calendar– Data Cart/Brochure
Generator – Mobile websites– Blog or Microsite
Software
• Project Tracking Software
• Email Marketing Software
• Data Products– Demographic Data– Business Lists– Enhanced Prospect Lists
• Geographic Information Systems (GIS) ― Commercial Property
databases― Business databases― Data Search (Data Tab)― Other Data
Management (Map Overlays)
― Community Data Management
― GIS System Analytics― GIS Data Reporting― Data Widgets
• Website Analytics
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Atlas Agency Services• Website Design
Services• GIS Websites• Brand Development• Search Engine
Marketing• Social Media
Marketing• Website Hosting
• Marketing, Media and Lead Generation
• Content Services• Research Services • Training Services
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Cool stuff to do/download• Join the Atlas
Community– Connect on Twitter– Join our LinkedIn
group– View our latest
videos and presentations
– www.atlas-advertising.com/community
• Read more at our Blog, “Latitude”: http://blog.atlas-advertising.com
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Outline
1. Current practices in recruitment and retention
2. An overview of LinkedIn
3. Atlas Research: LinkedIn use by location decision makers
4. Business Recruitment and Retention using LinkedIn
5. Q+A
6. Wrap up
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Current practices in recruitment and retention
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Recruitment techniques
Technique TrendWebsites Up
Fam tours Level
Recruitment missions Level
Referral programs Level
Direct marketing/Lead generation
Level
Cold Calls Down
Trade shows Down
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Retention techniques
• Company visits
• Trade organizations
• Chambers of Commerce
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An overview of
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About LinkedIn
• “The world’s largest professional network”
• 80 Million plus users worldwide, in 170 industries and 200 countries
• Execs in all of the Fortune 500• 60% of incomes over $93,000• Segments:
• Executives: 28%• Networkers/Consultants: 30%• Late Adopters: 22%
• People with incomes of $200K + were seven times more likely to have 150 plus connections than lower income users.
• What is LinkedIn: http://www.youtube.com/watch?v=ZVlUwwgOfKw
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Key Features of LinkedIn• Your profile• Your Contacts • Your Connections• Status updates• Companies• Groups• Events• InMail Feature• Applications• Advertising• Mobile Access
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Finding people using Google/ LinkedIn
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Groups on LinkedIn
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Company Profiles on LinkedIn
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Atlas Research: LinkedIn use by location decision makers
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Who we interviewed
• Estate Inc., New Mexico• Mike Barnes Group, Inc., Texas• Colliers Location Agency &
Incentives Practice, Indiana• McCallum Sweeney Consulting,
South Carolina• Koll Development Company,
Texas• CB Richard Ellis, Washington• Studley Inc., Pennsylvania• Greenfield Development
Company, North Carolina• CB Richard Ellis, Arizona• The RSH Group, California
• Moran, Stahl & Boyer LLC, Florida• Sherwin-Williams Co., Georgia• Trione & Gordon/ONCOR Intl.,
Texas• Colliers International, Toronto
CANADA• Little & Associates Architects,
North Carolina• Palm Inc – Sunnyvale, California• Visa – San Francisco, California• Foote Consulting Group –
Glendale, Arizona
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What type of projects do you most frequently work with?
63% represent:1. Back office2. Manufactur
ing3. Office/ HQ
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What is the typical size of your location deals in number of employees?
63% typically represent deals between 50 and 499 employees
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What new media advancements have you seen that you think are valuable to your profession?Though respondents mentioned many advancements, online meetings and LinkedIn topped the list.
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What social networks or tools, if any, do you use?
71 % use LinkedIn, and just over 50% use facebook.
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How frequently do you use each?
72 % use some form of Social Media at least weekly.
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What is the applicability of LinkedIn to your profession?
52.6% say LinkedIn has good application to the site selection profession.
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What is the applicability of LinkedIn to your profession?“I have used it along with Hoovers to check who is LinkedIn and contact people for business meetings.”
“I think it has good application. I have gotten proposals through this tool.”
“Pretty low rated.”
“It’s okay.”
“I already have the contacts I need in my email – how is this different?”
“Not much”“Good for seeking independent information.”
“Good for finding contacts, and to keep in touch with peers.”
“More of a business site”
Useful networking toolDon’t know yet.
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Business Recruitment and Retention using LinkedIn
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1. Education and expertise2. Clients/Industries you have worked with3. Full contact information 4. Link/address to Twitter page5. Link to your website6. Slideshare “Slidespace” 7. Membership groups (groups joined)8. Upcoming and past events9. Upcoming sales trips (as events)
Step 1: Build your profile
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1. Inventory contacts associated with past deals
2. Inventory industry specific contacts3. As a team, set territories4. Import lists into Outlook5. Import contacts from Outlook into Linked In6. Write a personalized invitation – keep it
simple. 7. Send invitations to those you know well en
masse8. Work your 1st degree connections to gain
introductions to others on your list
Step 2: Build your contact list
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1. Status updates 2-3x per week, relevant, inside information
2. Join Groups where prospects/local companies are, such as http://biopharmnetwork.org/, which has 100,000 + members
3. SlideShare of new content, like http://www.atlas-advertising.com/community-marketing-presentations.aspx
4. Posting news in Groups5. Hosting and joining events
Step 3: Working your network
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1. Fam tours consistently rank as the best communication tool you have. However, they are expensive, roughly 5-10K per participant.
2. Using standard tools plus LinkedIn that are free or <$50 per month, you can have 5-10 prospects with you virtually.
3. Tools include Webex, GoTo Meeting, Fuze Meeting, Adobe Connect Pro
4. Set a schedule, one per month, and set a content schedule
5. Recruit using email and Linked In6. Make the content “inside” information7. Consider private, one on one meetings as
well. 8. Record the presentation, post your content
on Slideshare and YouTube, then embed in your website.
Step 4: Recruit companies to online meetings
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Step 5: Working targeted industry lists using LinkedIn
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Atlas: Social Media Experts in Economic Development From strategy to execution, Atlas
partners with communities across the world to develop social media campaigns that are strategic, effective and fun. Whether you need a little help getting started or the full enchilada, contact our team to develop your social presence online.
Services include:• Social media strategy• Promotion strategy• Social media training• Social media execution• Social media consulting• LinkedIn events setup, training and
management
A customized plan for your community plus two trainings is only $2,500
ATLAS SOCIAL MEDIA DOWNLOADS Leveraging Social Media Eight Things Economic Developers Should be Doing With Social Media How to Build a Community Brand in the Age of Social Media Seven Ways Social Media and Your Website Can Work Together
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To View this Presentation• Join the Atlas
Community– Connect on Twitter
@atlasad– Join our
LinkedIn group– View our latest
videos and presentations:
http://www.atlas-advertising.com/community-marketing-presentations.aspx
• Read more at our Blog, “Latitude”: http://blog.atlas-advertising.com
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Contact Atlas
Contact information:
2601 Blake Street, Suite 301Denver, CO 80205
Contact: Ben Wrightt: 303.292.3300 x 210
LinkedIn Profile | LinkedIn Group | Twitter | Blog | Slidespace