power productivity on linkedin hubspot & jill konrathpower productivity on linkedin hubspot...

Power Productivity on LinkedIn

Hubspot & Jill Konrath

Contact Information:

(617)-PATRICK

www.617-patrick.com

[email protected]

Twitter: @617patrick

http://www.617-patrick.com/



mailto:[email protected]



Why you care

• More sales – Use “old school” techniques

– Faster & more productive with LinkedIn

• Case study– Insurance company

– At least 6 deals

– Each deal is $25,000+

Copyright 2011 617-PATRICK Social Media Training 2

Outline

• LinkedIn

– For processes in sales• Prospecting

• Cold calling

– done in case study

• First meetings

• Using referrals

• Et cetera

– Your profile• minimal

– Building your network

– Groups, Q&A, etc

• Handouts http://www.617-PATRICK.com/hubspot.html


http://www.617-patrick.com/hubspot.html



Prospecting

4

Prospecting

• LinkedIn “Home page”


Prospecting

• LinkedIn – sales perspective - a database of prospects

- searchable

- contains research data about each prospect

• conversation starters

• mutual friends

• Example salesman:– Sells computer networking hardware

– Typical prospect: VP of Operations

– Boston area


Prospecting

• LinkedIn “Advanced Search”

Copyright 2011 617-PATRICK Social Media Training

White Paper

• White paper

– “LinkedIn Tips For Sales – 10 Things To

Examine In A Target’s LinkedIn Profile”

• http://www.617-PATRICK.com/hubspot.html





Windows Productivity Tip

• Instead of “click”

– Go to page

– Then come back

• CTRL-click creates a tab in the background

– Works in

• Internet Explorer

• Chrome

• Firefox

• Put many tabs in the background

– Use CTRL-tab to cycle thru them


LinkedIn

• For prospecting?

• Search LinkedIn’s database for

– Titles

– Location

– Industry

– Keywords

• Cisco, Juniper

– Company name

– Others…


Cold Calling

Cold Calling

• Me, cold calling a reporter

• Back story, through HARO:13) Summary: Sales call tips

Name: Emma Johnson (Major business monthly)

Category: Business and Finance

Email: [email protected]

Media Outlet: Major business monthly

Deadline: 07:00 PM EST - 2 March

Query:

Seeking salespeople from established businesses to offer tips and

experience on how to reach the decision-maker / how to gain

credibility over the phone or get past the gate-keeper in order

to get a meeting with the person with authority to make the

purchase. Also seeking experts on this topic with a platform -

book, consulting business, etc.


Typical

approach

My Plan

• Limit time to 30 minutes

– Determine importance of prospect

• Research - Internet, LinkedIn, Twitter

– Use it all to get in the door


21Copyright 2011 617-PATRICK Social Media Training

1

No phone number…

Bummer,

but email address



2

Awesome Power Of LinkedIn

• 2nd level connections

• “Friends of friends”

• Use “Irish guilt”


My Plan

• Robert McGarvey

– I remembered talking to him about something, but had

to search through email to verify

• We talked about Twitter for an article in March 2010

• I will refer to that with Emma Johnson

• Super advanced– Could search my LinkedIn invitation to Robert McGarvey with advanced

search of “Inbox”• Bad search engine

– Could put my personal notes on “my copy” of Robert McGarvey’s profile


3

29

Great info

in her case


My Plan

• Quick investigation of everything

– Web site

– “portfolio” web site

– Summary, old jobs, college, etc

• Twitter

– The “gold mine” in this case

– Don’t even need an account



4


5

My Plan

• Have email address, so send direct email

– Found through

• Google

• Twitter research

• Use research to build rapport

– Show her how I got to her

• LinkedIn common connection

• Refer to one of her tweets

• Refer to her Twitter “tag line”

– “Intersect of money and life”

• Sent LinkedIn invitation also



14

3

5

2

Review

• Perspective

– Time

• Is 30 minutes worth it for this client?

• Research gave me advantages over a

competitor

• Still didn’t work


Great Sales “Pat Tricks”

• Cold call tip:

– Cold call happy people with an ice breaker• After Auburn won the college football national

championship

• Search for

– Title: CEO

– College: University of Auburn

• Stats

– CEOs 388,000

– Auburn 566

– Football 23

• Recent newsletter http://conta.cc/fovCET


http://conta.cc/fovCET

LinkedIn For Ice Breakers

• Fields to examine before – Cold calling

– First meetings

• Profile – Common connections

– Professional headline

– Old jobs

– Old schools

– Interests• Near bottom

• Not everyone fills these in

– Their blog

– Contact information

– Plenty of others


Find Referrals

• Common connections can be referrals

– In Search Results, see “Shared connections”

• Robert McGarvey

• Doesn’t always work

• In profiles

– on right, 2nd screen down


Find Referrals

• Another referral technique

• Look through your best client’s rolodex

– Get a recommendation from them

– Then find their connections with similar titles

– See guest Hubspot blog from March 15th at • http://blog.hubspot.com/blog/tabid/6307/bid/10943/3-

Strategies-to-Get-More-Sales-Referrals-With-LinkedIn.aspx


http://blog.hubspot.com/blog/tabid/6307/bid/10943/3-Strategies-to-Get-More-Sales-Referrals-With-LinkedIn.aspx

















First Meetings

48

First Meetings

• Scrutinize target profile– Ice breakers

– Flattery points

• 2 examples– Tom Atkinson at Enernoc

• Cornell

– Jim Bourdon• Interests – golf, skiing

– These are at the bottom


Your Profile


Profile Tips

• Create a “Professional Headline”– Right under your name

– Should be a 10-15 word marketing slogan• Not “Sales Rep at Acme”

• “Sales representative at Acme, providing used Cisco equipment in the Boston area”

• http://www.the-linkedin-speaker.com/blog/2009/05/07/linkedin-training-tip-professional-headline-should-be-a-marketing-phrase-not-your-job-title/

• Bonus tip…


http://www.the-linkedin-speaker.com/blog/2009/05/07/linkedin-training-tip-professional-headline-should-be-a-marketing-phrase-not-your-job-title/































Profile Tips

• Your profile should contains keyword your prospects might search for– Cisco, computer networking

– Voice Over IP, VOIP

• List your territories– Boston, New York, Providence

– Someone may search for those• You can only have one “location” zip code, but you can list

all cities you service

• Shows up in Google listing, too


Your Network


Your Network

• “Friends of friends” network

• Rolodex that gets updated when people move– Never “lose” a good contact again

– If someone moves, search for their replacement


Friends = LinkedIn “Connections”

Me

1st Level

Connections

2nd Level

Connections

CEO, Death Star

Pilot

Attorney

Hitman

Soup Nazi, New York


Friends = LinkedIn “Connections”

You

CEO, Death Star

Pilot

Attorney

Hitman

Soup Nazi, New York

200 40,000

1st Level

Connections

2nd Level

Connections


Advanced LinkedIn

• You can only see 1st, 2nd, and 3rd

level connections– 3rd level connections show as John P.

– Pay $25-100 a month to see more

– Avoid paying LinkedIn $25• http://www.the-linkedin-speaker.com/blog/2010/02/02/linkedin-

expert-tip-find-out-of-network-without-paying-25-dollars/


http://www.the-linkedin-speaker.com/blog/2010/02/02/linkedin-expert-tip-find-out-of-network-without-paying-25-dollars/

























Building Your Network

• Definitely get LinkedIn with everyone you

trust– Co-workers, clients, vendors, etc

– High school friends, neighbors

– Never know who knows who

– Lower performers can be become best performers

• Many strategies– Many techniques

– Many trade-offs


Advanced “Pat Tricks”

• Building your network

– Major warning

• Don’t invite people you don’t know!

– If 5 people say “IDK” you, you are “blacklisted”

– http://www.patrickomalley.com/linkedin-speaker-

why-email-IDK-1.html


http://www.patrickomalley.com/linkedin-speaker-why-email-IDK-1.html











Miscellaneous

• Questions & Answers– Searchable

– Search for

• “computer network”

• Cisco

• Super advanced

– Set up a Google alert

• "cisco router*" site:www.linkedin.com/answers/


Miscellaneous

• Groups

– Searchable

• Recommendations

• Much more…


LinkedIn - A Bad Name

• What do you need?

• You are

– looking for knowledge

– relevant information

– fast


Should have called it …

P

A

T

R

I

C

K

rompt

ccess

o

elevant

nformation

ontaining

nowledge


Should have called it …

P

A

T

R

I

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Summary

• LinkedIn

– Powerful research tool

– “Friends of friends” network

– Rolodex that gets updated when people move

• Helpful for sales in

– Prospecting more efficiently

– Making cold calling warmer

– Warming up first meetings

– Getting referrals in new, innovative ways

• Intro to

– Profile

– Setting up your network


Contact Information:

(617)-PATRICK

www.617-patrick.com

[email protected]

Twitter: @617patrick

• There’s much more …

• Handout

– http://www.617-PATRICK.com/hubspot.html

• My website

– http://www.617-PATRICK.com/

• Videos

• Blog

• Invite me to connect if you want














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