Are You For Sales Success?

Social Media…Is it a Fad?

Where to start…choose 3…

Average Age 41

Household Income $109,703

Male 64%

Comp

HHI $100K+ 53.5%

Own Smartphone/PDA 34%

College Grad/Post Grad

80.1%

Business Decision Maker

49%

EVP/SVP/VP 6.5%

LinkedIn….So many uses…Finding a job….(Recruiters, Job Seekers,

Companies…)Managing a network of colleagues….Build a reputation….Community (online) involvement….Exposure….Marketing….Research…..Business Development….Sales….

IntroductionOver 20 years sales, sales management,

and business development experience.LinkedIn member since January 27, 2004

500+ connections18 recommendationsMember of 35 groups (3 of which I manage)Have generated at least 25 new sales

opportunities from LinkedIn

Exercise…

Choose someone at your table or close by. Take 2 minutes each to introduce yourself…

Show of Hands -What did you learn?

-Where they work?-How long they have worked in the industry?-Awards?-Education?-Who they know?-Who they know…that you know?-How they can help you to find new opportunities for your product/service?

AgendaLinking Yourself In

Getting startedProfile / SettingsMaking connectionsRecommendations

LinkedIn For SalesNetworking eventInitial Sales CallMaintaining relationshipsProspectingLead Generation

11:15 Q&A11:30 Wrap Up

You are now officially LinkedIn…Check your email and validate your

accountDepending upon your current contact list,

you may or may not want to upload to LinkedIn. Personally, I did not do this!Personal contactsEmail sent inviting them to connect via

LinkedInStep 2 – Profile & Settings

Profile & Settings“You only have one chance to make a good

first impression” still holds true.Fill out your complete profile!

Upload an appropriate photoWork ExperienceEducationAdditional InformationContact SettingsStatus Update

SettingsControl all aspects of LinkedIn

Profile TipsProfile

Make sure bar is 100% completePut a good summary sectionAdd a bit to each job/role about accomplishmentsAdd your company or personal blog & twitter

accountsHonors & Awards…put them up thereMake sure people know how to contact you and

for what reasonsStatus updates…once a week…Something changed or added to profile…update

your contacts

Settings TipsPublic Profile – Make sure it shows full profileGet your personalized LinkedIn URL

Add it to your email or business card. Also, get a customized button to add to your site, blog, etc.

Status Visibility – EveryoneMember Feed – Your ConnectionsEmail Notifications – Make sure it is correct.

Receive ALL InvitationsPrivacy Settings – Decide what others can and

cannot see. Connections Browse & Profile Views are key

Making ConnectionsSearching for people you know & Inviting

them to connectLinkedIn wants you to connect with others…

use the site to find new connectionsManaging your connections. Tags, Notes, etc.Browsing connections & finding common

connectionsUnderstanding your networkTracking your invitationsExporting contacts

Connections TipsAdding to your network – Make sure you have a history

or reason to connect. If nothing…use email address…or an introduction from someone in your network

Personalize the message. People will be more open to connecting

Use “People You May Know” & “Just Joined LinkedIn”Browse your connections connections to see who you

may know. Again…make sure you have a reason to connect!

Add a notes, tags, etc. to your contactsNetwork Statistics…are you connected in the right

area?Connections can be colleagues or classmatesConnections can be removed or exported

LinkedIn Mobile –

Get it!

Connections via Bluetooth

Source: AC Nelson July 2009

Recommendations…who cares?

Recommendations TipsThe best way to get a recommendation is

to write one!Ask if you want to get!Have a purpose. Be sure to proof-read

before accepting and posting to your profile. Don’t be shy in asking for changes

Make them visible

Networking Event

Networking EventImpossible and often inappropriate to try and get

the same type of information you can get from LinkedIn

Send them an invitation to connect. If possible include some “rapport” in your invitation

Find out who they are connected toFind out more about their current and past

companiesOnce connected, contact to discuss any potential

opportunities….but remember the golden rule….make sure you can articulate “What’s In It For Me”

Keep track of them via blogs, groups, etc.Send them pertinent information or profiles

Prospecting

ProspectingSearch by CompanySearch by PersonAdvanced Search (Saved Search)Tip: If name is hidden – Use the “Viewers of

this Profile also viewed…”GroupsAnswersTip: Use the “Who’s Viewed My Profile” to

see if they have checked out your profile

Initial Sales Call

Initial Sales CallDo your research to set yourself apart from your

competitionResearch the person

Common Connections? Use to build rapport and to gain information about the client before meeting

Background, Awards, Blog, Presentations, Books, etc.Groups, Questions & Answers

Research the companyWebsite, etc.LocationsOther Employees…Past, present, & new hires. Any

connections?Competitors

Maintaining Relationships

Maintaining RelationshipsMake sure your homepage is set up to get

updates from your connections (Network Updates)

Activate applications like Slideshare, Bloglink, & Events

Take the time to send them information that may be relevant or of interest. Blog posts, Events, etc.

If you have someone in your network that may be of interest to them…send them the profile

Lead Generation

Lead GenerationGet involved in the groupsGet involved in the Question & Answers

sectionIf applicable, list yourself within the Service

Provider DirectoryPost your eventsPost your presentationsLinkedIn AdsMake sure people know how to contact

you!

Questions?

Next Steps

Lets connect: http://ca.linkedin.com/in/randywhitcroft