Sales Solutions
Profit From Your Profile: How to Generate New Business Using LinkedIn Anita Windisman – Sales Product Consultant
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Agenda
§ Top 10 Tips for optimizing your profile for generating inbound leads
§ “Who’s Viewed Your Profile”: a way to monitor your efforts in attracting inbound leads
§ Social Selling Resources
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How How do I get
a warm intro?
LSS 3 ©2013 LinkedIn Corporation. All Rights Reserved.
+200M members
+2B member updates
per week
Billions connections
LinkedIn sales navigator defines social selling
What What to
talk about?
Who Who are the
Right People?
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But before that....you need to BRAND yourself
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It takes just 1/10 of a second for someone to make a decision about you!
Source: Assoc for Psychological Science – “How Many Seconds to a First Impression?”
First Impressions Count
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1. Upload a PROFESSIONAL Photo
Profiles with photos are 7 times MORE LIKELY to be viewed than those without
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2. Write a compelling headline
Make it descriptive who you are, what you do, and the value you provide.
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Why? Your Headline gets MORE attention than a photo
Source: EyeTrackShop – Nov 2011
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3. Set Your Public Profile URL
Put it on your business card, and in your email signature file.
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4. Customize Links to Websites
Provide a “call to action” that direct customers to “do” something at the destination page such as: § Subscribe to an eNewsletter § Download a case study § Take a survey
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5. Tell your “story” in your Summary
Showcase you expertise. Convey your passion. Use “key words”. Provide a “Call to Action”
Your background Your company Your passion A “call to action”
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6. Update Your Current and Past Positions Show your career trajectory. Demonstrate your successes. Use key words.
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7. Add your education
Showcase your education. Which will also allow you to…
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Tap into your alumni connections
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8. Ask for recommendations
Especially from satisfied clients….which adds to your credibility.
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9. Add Skills
§ Showcases your expertise. § Positions you as a thought leader among your peers. § Also serves as a way to find prospects.
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….To Get endorsed AND endorse others
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10. Strive to be a LinkedIn “All-Star”
Make sure you complete the following: § Name, current title § Industry and Location § Photo § Headline § Summary § 2 previous positions § Skills § Education § 50+ people in your network
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Being “found” on LinkedIn
In order to be “found” on LinkedIn use “key words” and phrases that pertain to your core expertise. 3 areas to concentrate on: 1. Your Headline 2. Current & Past Positions 3. Summary
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BONUS TIP: Always PERSONALIZE your request to connect
Reach out in a friendly and professional manner – even if you know someone well. You will differentiate yourself from your
fellow professionals with this ONE best practice tip!
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Identify new prospects: View “Who’s Viewed Your Profile?”
Can see how visitors got to your profile through key word searches. With a PREMIUM account (i.e Sales Navigator) you get an expanded view.
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Resources on Social Selling For information about Sales Navigator: http://sales.linkedin.com
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Resources on Social Selling Follow us on Twitter: www.twitter.com/linkedinselling
Or: www.twitter.com/anitawindisman
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Resources on Social Selling Curated articles on Social Selling on www.scoop.it and search for “social selling”
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Resources on Social Selling Sales Navigator Training Site - http://training.linkedin.com/sales