Linked In As A Sales Tool

Using LinkedIn as a Sales Tool

John Murray 6/3/09

Background: What is Web 2.0

Web 2.0-internet sites where users create content (YouTube, Facebook, Wikipedia, LinkedIn, Twitter, Blogger) and push/syndicate out

Web 1.0-Companies created web pages and “pulled” users to their content

Why Web 2.0 is in the News ?

It’s working- Huge audiences – shifting the internet landscape- Higher engagement levels- Global phenomenon- Passionate member communities

The stakes are enormous- Young companies are valued up to $15 billion

- Strategically critical to major corporations

Incumbents don’t know how to respond- Microsoft vs. Google

- Yahoo - struggling for growth and a more competitive business model - News Corporation buys MySpace & Dow Jones

Why Web 2.0 is Working

Inexpensive distribution - Viral growth – Members invite others to join

Inexpensive and unique content- UGC – User Generated Content

Unprecedented engagement levels- Network activity – As many as 50% of members return daily/weekly

Authenticity- No hiding behind screen names

Timing is right – right services at the right time - LinkedIn, MySpace, Facebook, YouTube, Twitter are the right services targeted at the right audiences at the right time

Social Network’s Personality Profile…

Friday and Saturday Nights

Weekends

Mon- Fri, 8am – 5pm

Social vs. Professional Networks

Social networks offer tools for casual communication with family & friends- Play games- Share photos & videos- Rate movies and music- Examples: Facebook, MySpace

LinkedIn is a professional network intended to create global business opportunities- Maintain business contacts online- Get introduced to professionals & service providers- Recommend colleagues & check references- Conduct research- Receive industry news- Ask & answer industry questions

How Professionals Use LinkedIn

LinkedIn helps you exchange knowledge, ideas, and opportunities with your trusted business contacts.

- Build Personal Brand- Strengthen Professional

Relationships- Share Business Knowledge

How Professionals Use LinkedIn

LinkedIn helps you exchange knowledge, ideas, and opportunities with your trusted business contacts.

- Build Personal Brand- Strengthen Professional

Relationships- Share Business Knowledge

Top 10 LinkedIn Tips for Sales People

#1 Improve your Profile


#2 Add Trusted Contacts


#3 Use Searches


# 4 Research Your Prospects


# 5 Send In-Mails


# 6 Receive Recommendations


# 7 Join Relevant Industry or Alumni Groups


# 8 Broadcast what you are working on


# 9 Ask and Answer Questions


# 10 Explore Company Profile Pages