Welcome • Worksheet • Quick overview of LinkedIn • Your profile • Building your network • Getting the “big fish” • Moving conversations on LinkedIn into Sales Appointments • Q&A
1. Why LinkedIn? 2. About about the prospects 3. How to optimize your profile for prospect conversations 4. Daily steps for business development and building your referral tree 5. How to leverage your networking to reach their networks 6. Using LinkedIn to catch the "big fish"
Why LinkedIn • 225,000,000 • Every two seconds • Executives from every Fortune 500 company • Members conduct over 5.7 billion professional searches • Combines networking with data
Spy On Your Prospects • List of top clients/customers • Visit their profiles • Posts • Articles • Groups • Keywords • Send out a survey
There are no secrets to success. It is the result of preparation and hard work . Colin Powell
• https:/adwords.google.com/ Key wordPlanner
Use the Google Keyword Tool
What’s one thing you would like to learn more about xyz?
What to Do With Data Ø Content ideas Ø Turn research into content Ø Use copy word-for-word Ø Seek potential customers
Key Things to Remember • Same is lame • Keywords rule • Make it all about them, not you • Copy counts
Your Profile • Profile picture • Headline • Description • Skills • Endorsements • Recommendations
Profile Picture • Smiling rules • In action and smile – bonus • Image and logo is effective for brand building • Resource– www.Thumbtack.com
Headline • Authority • Target market • Keywords • 120 characters or less
Write Your Headline
Summary • Lead about your target market • Hint at a better solution • Reveal the solution • Offer social proof
1. First Name: 20 characters, Last Name: 40 characters. 2. Professional Headline: 120 character limit. 3. Summary: 2,000 character limit. 4. Recommendation: 3,000 character limit. 5. LinkedIn Publisher Post Headline: 100 maximum characters ** 6. LinkedIn Publisher Post Body Text: 40,000 characters ** 7. Website Anchor Text: 30 maximum characters. 8. Website URL: 256 maximum characters. 9. Vanity URL: 29 characters after www.linkedin.com/in/ 10. Position Title: 100 character limit. 11. Position Description: 200 minimum and 2000 maximum characters. 12. Interests: 1,000 character limit. 13. Additional Info / Advice for Contacting: 2,000 character limit. 14. Phone number: 25 character limit * 15. IM (Instant message): 25 character limit * 16. Address: 1000 character limit * 17. Skills: 80 characters per Skill. 18. Company Name: 100 maximum characters. 19. Company Page: 2000 maximum characters 20. Company Update: 600 characters or 250 if including a link. 21. LinkedIn Status Update: 600 maximum characters. 22. Group Discussion Subject Title: 200 maximum characters. 23. Group Discussion Subject 'Add More Details': 4,000 characters.
Write Your Summary
Skills • Increases your search results 13x • Use Keywords from Google • Use recommended words from LinkedIn
Fill in Skills
Longform Posts • Set up as authority • SEO optimized • Drive traffic to your site • Klout to audience
Longform Posts 1. Write and post on website 2. Two days later post long-form 3. Ask staff to like 4. Tweet out link
Building Connections 1. Reccomendations and intros 2. Connected to 2nd connections 3. Group connections 4. Event connections
Prospecting
Prospecting Process • Research • Connection • 3 contact • Ask
Research
Hi Tom. I hope this email finds you well. I wanted to say thanks again for being such a great client. We enjoyed working with you on ______________ (project) and were glad to see (successful outcome). I was hoping you might be able to help me. I know how busy you are, so if you are too busy I certainly understand. But I was wondering if you could introduce me to (name) via LinkedIn? I’d like to get to know his company better. If so, here’s email copy you can cut and paste for the email intro: I wanted to offer a quick intro to our (insert type of vendor and your name).. They have worked with us to (write what you have done for the client). (your name) asked me for an introduction so I am connecting the two of you. She is researching our industry’s needs and building out her network of contacts. I encourage the two of you to connect. If not, no problem. Thank you again for your business and I look forward to working with you on (future project). Best regards, (your name)
You met at a conference, networking event, or other in-person meeting: Hi Bob. It was great to meet you at XYZ event. I would love to connect with you here as well to keep in touch and discover more about your business. Sincerely, Your name They are connected to someone you know: Hi Bob. I see that you are connected to one of my close associates, (Name). I would love to connect with you here in order to discover more about your business. Sincerely, Name You read about them in an article: Hi Bob. I came across your blog post/article/news story you mentioned in and I’d love to connect here to find more about your business. I was particularly interested in (name fact from story). Sincerely, Your name You are members of the same LinkedIn group, association or organization. Hi Bob. You and I are both members of XYZ group. I would love to connect with you here to discover more about your business. Sincerely, Name
First contact after intro. Create a positive image in your prospect's minds by sending them helpful ideas and general market information. The greater the positive image you build, the greater your success will be. After you have a connection, send a quick email with not only a thank you note, but an article that you believe him or her would find of interest. “Hi Bob. Thanks for connecting on LinkedIn. I came across this article I thought you might find useful. (insert link). Have a great day. Best, (Your name)
Second contact after intro. Hi Bob. I just saw that your company (insert piece of company news). Congratulations. How did (insert a question about it) Your name Hi Bob. I hope you found that last article I passed over to be helpful. We have a case study on the same topic I thought you might like. Here’s a link: (insert link or alternatively, share a Longform Post). Your name
Two weeks later, seek a sales conversation. “Greetings Bob. Thank you again for connecting on LinkedIn. I would love to get to know your and your company better and see if it might make sense for us to work together. Would you be open to a 15 minute initial phone call so I could get to know you and your needs more? If so, please provide an email address and I will follow up with some potential days and times. Your name
Two weeks later if no response: “Greetings Bob. I am following on my previous message. I would love to get to know your and your company better and see if it might make sense for us to work together. Please let me know if you are open to this. In the meantime, I came across this article I thought you might be interested in. (insert link) Your name
Bonus
Questions
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