how to win business on linkedin - iod seminar

w: JonnyRoss.com e:[email protected] tw: @jrconsultancy t: 0113 320 21 21

LinkedIn to win new business

by Jonny Ross

http://www.jonnyross.com/

http://twitter.com/jrconsultancy


What we will cover …

• Social media as powerful search engines• Keywords – be found• Strategic LinkedIn – sales targeting• Blogs – to engage and for SEO

• … all to help you win new business




Introductions

Jonny Ross• Former optician• Ran chain of opticians and ecommerce site• Website, SEO, ecommerce




Keywords

What have you searched for on Google?

• Best Thai restaurant in Leeds• Intellectual property lawyer, UK• Ebook cover designer

All this could be new business for you




Search Engine Optimisation

• Create great content• Ensure this content is accessible to search

engines.• Make pages unique and relevant• Make the content popular




On Site

• Keywords• Content• Technical Aspect• Usability




Off site

• Relevancy• Links• Reviews• Reputation




Why I use LinkedIn

• Business development and opportunity generation.

• Because it’s where the people are.

• Convenient tool to make and manage connections.

• Handy way for me to stay in touch with my network

• Increases my knowledge.

• Improves my search engine optimisation.

• Oh I get 30% of my business from it!!




Optimising your profile

• Make sure your public profile setting is set to full view.

• Include everything you do in your profile – plus your past companies, your education, and activities.

• Give your profile a custom URL (your name).

- From this: http://www.linkedin.com/profile/view?id=34305911

- To this: http://uk.linkedin.com/in/jonnyross

• Include the link to your profile in your e-mail signature.

• Link to your website and blog for enhanced SEO.



http://www.linkedin.com/profile/view?id=34305911

http://www.linkedin.com/profile/view?id=34305911

http://uk.linkedin.com/in/jonnyross




Optimising your profile

• Link to your websites for enhanced SEO.

• Three quality backlinks.




What LinkedIn describes as your ‘Network’

Connections of the Connections of your Connections

Your Connections

Connections of your Connections }




In this room, who has ...

• A contact at Queens Park Rangers Football Club?

• Contacts at PwC?

• Retailer in Australia?




Winning business from LinkedIn

• Joined groups• Got involved • Networked• 30% of my

business now comes from this group




LinkedIn

• Powerful search engine

• Keywords in profile

• Strategic searches for sales




To be found – 100% complete; Summary

– Your industry and location– An up-to-date current position/job

(with a description)– Two past positions– Your education– Your skills (min 3)– Photo– At least 50 connections




How to increase your network

• Same group• Common interests• Common connections




Through groups




Make a connection, then stalk their list!




Look at contacts via Companies




Exporting contacts




Recommendations/Endorsements

• Accessed via a direct link on your profile and links under each of your previous roles or activities.

• Useful because they engender trust.• Excellent for improving SEO




Endorsements

• http://podcast.ft.com/index.php?pid=1937



http://podcast.ft.com/index.php?pid=1937

http://podcast.ft.com/index.php?pid=1937


Recommendations/Endorsements

• People will request recommendations from you. The test here is would you give them a reference offline for a job? Or for a tender?

• Only request a recommendation if you think you deserve one.

• If someone does recommend you, you can reciprocate, but wait until the next day, otherwise you might appear in the same update stream and this can look contrived. Think about the time of day you accept one too!!

• Don’t be afraid to turn down a request for recommendation, but do it kindly and with positive attitude.




Opportunities




Groups

• How to find the right group• Email Settings• Promotions• Search• Members• How to get the most out of them

– Listen– Add Value




Company Pages

• Great for SEO• Great to get onto peoples homepages




To win business …

• 100% complete LinkedIn profile• Keywords to be found in searches• Build relationships• Use LinkedIn to support targeted sales• Be yourself as you would offline• Be useful pass on information, help people• Become a trusted contributor in groups




And I can help you…

• Research your keywords• Create and help write a blogs• Train teams or individuals on

LinkedIn/Twitter/Facebook/Google Plus• Use LinkedIn for sales targeting …. And of course, SEO/websites!




Question Time

Do you want to challenge me? Is this a load of nonsense?It’s time to ask questions!

Also for Tips, Tricks and more free advice Subscribe to my blog at JonnyRoss.com



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how to win business on linkedin - iod seminar

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