LinkedIn: Driving Business Through Relationships
2013 LinkedIn Corporation. All Rights Reserved.
Craig Canton Relationship Manager, Financial Services
LinkedIn Sales Solutions
LinkedIn: The worlds largest professional network
Billions of professional relationships
2B+ member updates per week
Corporate Executive Board 2013 Winning The Consensus Purchase Corporate Executive Board 2012 New Decision Timeline
Harvard Business Review 2012 Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level
The buying process for major transactions has changed:
75% 57 of the decision making process is completed before a company is contacted
% 90 of decision makers say they never respond to cold outreach
% of people now use social media to gather information before making a business decision
First Impressions Count
It takes just 1/10 of a second
for someone to make a decision about you!
Source: Assoc for Psychological Science How Many Seconds to a First Impression?
Do I really need a
Heres why you do
Potential customers are
looking at your profiles on
LinkedIn (proactively and
If this is what they see, theres not enough
information to establish trust and rapport.
And they may very
well move on to other
things and never
respond to you.
This is a good LinkedIn profile. >
This is a good LinkedIn profile.
2013 LinkedIn Corporation. All Rights Reserved. 11
Where do I start?
1) Upload a PROFESSIONAL Photo
Profiles with photos are 14 times
MORE LIKELY to be viewed than those without
2) Write a compelling headline
Make it descriptive who you are, what you do, and the value you provide.
Why? Your Headline gets MORE attention than a photo
Source: EyeTrackShop Nov 2011
3) Set Your Public Profile URL
Put it on your business card, and in your email signature file.
4) Make it easy for people to contact you
Showcase you expertise. Convey your passion. Use key words. Provide a Call to Action. Created with your end audience in mind!
A call to action
5) Tell your story in your summary
As a sales professional, throughout my career I have always been passionate about building relationships
and adopting new concepts that better myself, my company and my clients experience.
During this time, I have had the privilege of working alongside talented individuals at major companies,
such as ABN AMRO, Barclays and Credit Suisse in various offices throughout North America.
I now work at LinkedIn, as a Sales Solutions Relationship Manager, in New York City. LinkedIn has over
350 million members, and we continue to add members at a rate of two members every second! We
continue to strive to connect the worlds professionals, making them more productive and successful.
LinkedIn Sales Solutions affords me the opportunity to work with sales organizations to share how social
selling can generate sales opportunities that otherwise may have gone unnoticed. Social selling changes
the game by allowing users the ability to discover the sales insight necessary for a sales organization to
effectively engage prospects and close deals. This is made possible by leveraging LinkedIns flagship product, Sales Navigator.
My areas of expertise include: B2B sales, prospecting, lead generation and relationship building, focusing
on the mid-market space.
If you would like to learn more about how we can transform your sales organization through social selling,
please contact me via LinkedIn message or at (212) 615-9674
Show your career trajectory. Demonstrate your successes. Use key words.
6) Update your current and past positions
Turn your profile into an opportunity to showcase your brand:
Enhancing your profile visually
Adding contentlike videos, presentations, and photos
7) Add rich media
8) Showcase your
education and let
viewers know that
youre a professional.
Tap into alumni
fellow alumni will
be able to find
9) Proactively develop your network Build trusted relationships which can support you professionally
Always PERSONALIZE your request to connect
Reach out in a friendly and professional manner even if you know someone well. You will differentiate yourself from your
fellow professionals with this ONE best practice tip!
Request to connect after
an initial conversation.
10) Gather intelligence Be prepared for every interaction
10 Tips for Transforming your Profile
Add a photo
Write a compelling headline
Set your public profile URL
Add your contact information
Tell your story in your summary
Update your current and past positions
Add rich media
Showcase your education
Proactively develop your network
Tips for Being Social
Post content that your Network will find to be of interest or value.
Ask a question to solicit a response.
1. Share an Update
Best Practices for Status Updates
Aim to share one update per day. Types of updates to share:
An article that would be of interest to your network An event you are attending Asking a question Offering tips insights Announcing something of importance about your company
2. Comment on others updates
Reach out to someone when theyve changed companies Congratulate a contact who has been promoted
Comment on an article that a connection has posted
Like or Share an article
Monitor the activity of your network so that you know whats important to them AND know what theyre doing.
3. Follow a Company to be notified of its activities
4. Participate in Groups
Another source of connections is fellow group members.
Scroll down your profile to the Groups section. Click a
groups name to open its group page and then select the
Contribute to the conversation in a meaningful way Never give an unsolicited sales pitch
5. Always be available, wherever, whenever
Go to lnkd.in/fins to learn more about Sales Navigator
and how we can help your
2012 LinkedIn Corporation. All Rights Reserved. 32