Linkedin - Business and Social Media tools

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How can Linkedin increase your sales?


  • 1.How can social media increaseyour business success?aAuthor: Jean-Francois MESSIER

2. This document is part of the Social Media and Business series by JF MESSIER 3. Millionmembers 98%use160 of professionals140120 LinkedIn100 80 60 40 200 Oct May Jan JulJan20092010 20112012 4. Millionmembers160 2%of users realize140 LinkedInis a gold mine120 that can help100 80findclients 60(not only jobs) 40 200 Oct May Jan JulJan20092010 20112012 5. 25 increase sales usingTips to 1 LinkedIn as part of an ecosystem 2 to 5Optimize your profile 6 to 10 Deliver value for free11 to 14 Connect with prospects15 to 23 Grow your database24 to 25 Join groups One more thing 6. LinkedIn as part of anecosystemTip 1 7. 1Build a machine to engage,and think of LinkedIn as one of the wheels.Using a tool,LinkedIn or anyother, will notchange your results.Build a machine toengage, and think ofLinkedIn as one ofthe wheels. 8. Optimize yourprofileTips 2 to 5 9. 2LinkedIn profileCreate a Dont copy and paste your resume as that makesthough you were selling easylooking for a job! Customers use the internet to findDont copy and paste yoursolutions to problems. resume, but publications on Explain which problems you can fix, blogs or SlideShare and what you are an demonstrating what youexpert in.specialize in Using SlideShare is especially powerfulA picture is worth1,000 words...Fred R. Barnyard 10. 2LinkedIn profileCreate a that makes selling easy Write a personaltagline: That line oftext under your nameis the first thingpeople see in yourThe tagline profile. It follows yourname in search hitshould not belists. Its your brand.your position.Make itcustomeroriented: whichproblems youcan fix or howyour specialtycan help them 11. 2LinkedIn profileCreate a Websites: Make sure you fill in your blog that makesname AND company selling easy website to drive more traffic. Add three websites to your profile, then optimize their titles. By default, LinkedIn link names are My Company, My Website, My Blog, My Portfolio, or My RSS Feed. However, links carry more weight in search engines ifMake sure youtheir titles are relevantfill in your to the pages to whichcompanythey to drivemore traffic. 12. URL: When you set2 up a profile, LinkedIn LinkedIn profileCreate a assigns it a URL, most likely with a that makescombination of your selling easy name, numbers and slashes. Edit your public URL so it includes your name and/or company. By including such information in your vanity URL, the search engines will have a better idea of what or whom the page is about.Edit your publicURL so that itincludes yourname 13. The LinkedIn recommendation is the new testimonial.2LinkedIn profileCreate a Its credible, powerful, and instrumental in that makesestablishing your selling easyreputation. Its also the hardest element of your profile to complete. Aim for a3 out of 4 consumers do notrecommendation fromtrust traditionalevery customer. If you advertising have fifty customers, get fifty9 out of 10recommendations. Ifconsumers trust theyou trained 5,000recommandation of a friend. attendees, dont worry about getting 5,000 recommendations. Shoot for a hundred and be proud that youll be among the top 2% of LinkedIn users. Forrester Research 2009 14. 2LinkedIn profileCreate a that makes selling easy Make sure your profileis public. Whateverinformation you hide inyour public profile, youblock from searchengines as well. Formaximum human andMake sure yoursearch-bot visibility,profile is public keep all yourinformation availablefor public viewing.Everything on LinkedInshould be ready andappropriate for publicconsumption. 15. This is your chance to show your personality,3video your communication skills and your passion. Make aOne of the most powerful ways to stand out as a person of value on LinkedIn is by harnessing the power of video. Very few LinkedIn users have video on their profile because its a little bit of a task to make it work. For starters, LinkedIn does not currently offer a YouTube plugin, but upload your video to YouTube, embed it into a presentation with SlideShare, and then enable this application on your profile. Video trumps all. Noah Rickun 16. For profile wow effect, as well as to better4 apps explain what you do, Use LinkedInemploy one or several LinkedIn apps. If you have a PowerPoint presentation, load it to SlideShare and use the SlideShare app. If you blog, use the WordPress app. LinkedIn offers a variety of useful apps to choose from explore them to determine which best reflect you and your business. Make sure you integrate them using More GetMy seven favorite apps More Applications. 17. 5 connect LinkedIn toIf you use Twitter, connect your account here and your prospects will see your most recent tweets right on your LinkedIn profile. If youre not on Twitter, get with the program. Its not going to disappear. Update your status automatically but use #in so you dont spam your network. 18. Deliver valuefor freeto leverage your networkTips 6 to 10 19. An update can be: a linkshare Regularlyto a great article, blog6 an updateor upcoming event, aquote or news about aproductive meeting orconnection.Sharing an update isone of LinkedIns bestnetworking features.If youre not using it,youre missing To post an out. Why? Because update, go toevery time you share an Edit Profile and update, your look under yourconnections are notified photo. Click onvia email as well as onLinkedIns home Post an updatepage. In just a few and youll be able words you let your to share up to connections know 140 characters.details about severalservices your companyprovides, without thehard sell. Social mediais all about pull, notpush marketing. 20. 7 Comment regularly Respond to updatesfrom others and showon an updatethem youre not alwaysthinking aboutyourself.Connecting with othersis why LinkedIn is socialmedia.Remember, yourcomment meanssomething to the personwho posted. Everyoneloves to be noticed. 21. share8 blog posts This is one of the best- kept secrets (until now). If youre a blogger, share your blog posts with some or all of your LinkedIn groups. A notable part of your blog traffic will come directly from LinkedIn. 22. 9 value Regular y deliverRemember to nurtureyour your first-degree contacts If you plan on askingyour contacts for favors,please remember tokeep in touch with themand to deliver value tothem (e.g., by sending aweb link to a resourceyou think they mightfind useful).Otherwise, they will seeyou as very utilitarian,and that will ultimatelyhurt your online and Givers gain! offline reputation. 23. 1. By communicatingabout innovativeideas and offering10compelling value. Differentiate 2. By nurturing peopleyou are connected toand developing real yourself relationships. (Tip13) 3. By knowing who thepeople you areconnected to are,and talking to themregularly. Keep in mind: with over 147 million members and 55,700+ groups, its tougher than ever to be unique on LinkedIn. However, these 3 points together are a secret that makes master networkers and group leaders stand apart from their competition. 24. Connectwith prospectsTips 11 to 14 25. Do you both know11 someone in common via LinkedIn? Ask people you know If so, ask that person to well for their supportintroduce you. Explain the value that you may be able to provide to their contact. It can be hard to ask people you know to introduce you to someone else: Many people dont ask friends to help because they are too proud. But if you ask your close friend for a favor through LinkedIn, itin approaching is very hard for thatprospects you dontperson to feel they can say no. And of course, it know but who they are will make approaching your prospects easier. connected to. 26. What kind of event? 1. Virtual event: web-12conference using a Host an eventweb-meeting tool. 2. Live event: lunch &learn, or breakfast web-conference or live-conferencenetworking session From a positioning standpoint, theres no better way to become known as a person of value within your community than to host an event at which you bring in a speaker. If your goal is to attract prospects for your business, speak on the industry rather than on your product. Dont use the platform to make a sales pitch. 27. 13 smootherCheck references forpotential customersMake your first sales meeting before meeting them forthe first time. Learnmore about the peopleyou are meeting so youcan discuss commoninterests andacquaintances.Find your prospect onLinkedIn. Click throughto the profile and lookfor:1. How youre connected to your prospect2. Previous employment3. Education4. Websites 28. 13 smoother Check references for potential customers Make your first sales meeting before meeting them for the first time. Learn more about the people you are meeting so you can discuss common interests and acquaintances. Find your prospect on1. How youre connected to LinkedIn. Click through your prospect to the profile and look for: Often, youll find that you 1. How youreconnected to your have a mutualprospect connection that you can 2. Previous reach out to for insight employment and the inside scoop. 3. Education 4. Websites 29. 13 smootherCheck references forpotential customersMake your first sales meeting before meeting themfor the first time. Learnmore about the peopleyou are meeting so youcan discuss commoninterests andacquaintances.Find your prospect on2. Previous employmentLinkedIn. Click throughto the profile and look Has your prospect workedfor:with or for anyone you1. How youre connected to yourknow? prospect Have you done business2. Previouswith a former employer?employment Perhaps you worked for3. Educationthe same company at 4. Websitessome point? 30. 13 smootherCheck references forpotential customersMake your first sales meeting before meeting them forthe first time. Learnmore about the peopleyou are meeting so youcan discuss commoninterests and3. Educationacquaintances. Did you go to the sameFind your prospect onschool? LinkedIn