TheProfile.Company

Build Your BusinessWith LinkedIn

By Naomi Johnson

About: • Founder of TheProfile.Company

• Author of ‘What to Put on Your LinkedIn Profile’ & ‘Grassroots to Green Shoots’

• Written profiles for individuals in Canon, Asda, Oracle, Facebook, Coca-Cola

• Ran the ‘Rock Your Profile’ stand at LinkedIn’s annual EMEA conference Talent Connect twice, plus Social RecruitIn

Expert LinkedIn Profile Writer How to Get Leads and What To Do With Them

Author | Speaker | Sugar-Free Vegan

TheProfile.Company

How important is ?

TheProfile.Company

• LinkedIn is the biggest online professional network in the world

• 440M worldwide, 17M UK & 84M EU members• +3M company pages• +2M LinkedIn Groups• > 2 new members per second!• LinkedIn shows you how you are connected

1 Why LinkedInAgenda – Part One

2 Succeed on LinkedIn3 Setting Your

Outcomes4 Importance of Profile5 The Buying Journey

TheProfile.Company

Your Wealth is in Your Network

1st Degree

1st Degree

1st Degree

1st Degree

2nd Degree2n

d De

gree

TheProfile.Company

Leverage the trust in your network

- it’ll cost you nothing -

TheProfile.Company

Social

SellingRELATIONSHIP

Proactive Searching for prospects & asking to connect Asking for introductions Sending InMails

Active Commenting in groups Status Updates Publishing content

Passive Your Profile

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Proactive Active

PassiveTheProfile.Compan

y

Reasons People Fail on LinkedIn Don’t have a clear outcome Don’t add value to their prospects Don’t stand for something Profile doesn’t engage prospects No call to action for prospects Doesn’t match the buying psychology of a

prospect Unclear what value they bring and the problem

they solve TheProfile.Compan

y

MOST OF THESE ARE RELATED TO YOUR PROFILE

Reasons People Succeed on LinkedIn Set clear business outcomes Follow a set strategy appropriate for their

business Stand for something Clear call to action Profile establishes and transfers trust

TheProfile.Company

Your profile is making an impact 24/7!

TheProfile.Company

The human mind is programmed to stereotype

and pigeonhole information – it is our responsibility to

ensure we’re put in the right hole!

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It’s now the norm to research prospects, candidates,

suppliers and colleagues on LinkedIn before meeting

First Impressions Count

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TheProfile.Company

Not a Prospect ProspectKnow they have a

problem and are looking for your solution

Know they have a problem but don’t know a solution exists

No idea they have a problem

12

4

3

Refer you to others

Build awareness of the problem and solution

Identify your prospects and recommend you

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Today 57% of a buying decision is

made online before a sales

representative gets involvedLinkedIn & Altimeter Group 2014

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Consider the Buying Journey of your Prospect

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A well constructed profile: Interrupt the buying process and position you

as a trusted advisor

Attract highly targeted leads that are pre-sold

Dramatically shortening the sales cycle

Become easily to refer

TheProfile.Company

The Buying JourneyWho is researching? What time of day?

How do you want prospects to get in touch? What obstacles might stop them?

What information do they need to know to move forward in their research/buying decision?

Can they ‘buy into you’ as a person?

How can they easily opt-in to follow you?

TheProfile.Company

Profile PrinciplesNow body cares about you until you become

relevant to them

Your Profile is about you but not for you

Capture attention quickly outlining problem you solve

Build rapport by sharing something of you

Consider purpose of all content