This document outlines an online training session on using LinkedIn for business development. It provides an agenda that covers setting goals and objectives, understanding one's network and reach on LinkedIn, engaging contacts through status updates and messages, generating and saving leads, and scheduling regular LinkedIn activities. The trainer emphasizes committing to goals and a daily activity plan to maximize results from LinkedIn.

1. LinkedIn Advanced Sales 301
Converting
Engagement into Business
#SocialJack
(877) 592-6224
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2. Questions area in task bar
Type us a message so we know you
got it
Ask us anything throughout the class
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3. Please turn off your cell phone
Close your email
Remove all distractions
Tune in and you will see the results
quickly!
(877) 592-6224
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4. Using LinkedIn for New Business Development
Dean DeLisle
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Founder and CEO of Forward Progress, Inc.
Train and Coach over 2,000 people a month
Trained and Coached over 80,000 in Social Network Skills
Over 30 years in Business Coaching, Consulting and Training
Call Center, Internet, eMarketing, Event Management,
Lead Generation, Web Seminars, eLearning, eSelling
Over Two Billion Dollars Sales, over 100 Million Leads, Helped Thousands of
People using Internet Based Lead
Financial Services, Real Estate, Professional Services, Legal, Accounting,
Manufacturing, Telecommunications, Technical, Insurance, Agencies, Auto,
Retail, Banking, Educational and Channel Sales…..
(877) 592-6224
www.ForwardProgress.net

5. Next Sessions
Other Classes you have access to:
Open Group Coaching – Wednesday, Noon Central
LinkedIn Business Development 302 – Thursday,
December 5th at Noon Central
(877) 592-6224
www.ForwardProgress.net

6. Commitment to Results
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7. Your Social Network C.E.O.
Connections
Engagement
Outcome
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8. Sales Goals and Objectives
•Marketing
•Leads
•Traffic
•Registrations
•Friends
•Connections
•Comments
•Sales
•Dials
•Clicks
•Connections
•Appointments
•Proposals
•Closes
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9. Sales Goals and Objectives
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10. Objectives – What’s Possible
1.
2.
3.
4.
5.
6.
Number of current contacts in your database? _____
____% or _____ people that feed you referrals or
bring you direct business monthly?
Average transaction amount earned $______?
Total monthly volume calculated on referrals
(#2 x #3)= $_____?
Growth
a) 20-Minutes a day
b) work social network
In 20-min a day you can generate 4 referrals – 25%
close ratio brings one more per day how much
additional revenue does that generate $______?
(877) 592-6224
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11. Objectives – What’s Possible
1.
2.
3.
4.
5.
6.
Number of current contacts in your database. 200
10% or 20 people that feed you referrals or bring you
direct business monthly.
Average transaction amount earned. $ 2,500
Total monthly volume on referrals (#2 x #3)= $ 50,000
Growth
a) 20 Minutes a day
b) work social network
In 20-min a day you can generate 4 referrals – 25%
close ratio brings one more per day, increase in
revenue would be $ 12,500weekly x 4 = $ 50,000.
(877) 592-6224
www.ForwardProgress.net

12. Objectives = Your Goal = Destination
How many appointments do you need per week?
What type?
• Qualified
• Referrals
• Partners
• Hubs/Networkers
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13. Objectives – Claim Yours
1. Write how many Sales/Contracts/Deals you
need _______
2. Per when – Week/Month/Etc _________
3. How many Proposals/Quotes to achieve one
sale? ______
4. How many appointments do you need for per
Proposal/Quote? ________
Sales = 1 @ $2,000
Proposals = 4
Appointments = 8
(877) 592-6224
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14. Work it – Score It!
4 Weeks of Sample
Activity Mix
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15. Current State vs. Ideal State
•
Cognitive Learning
•
Current State
•
Ideal State
Kaizen events are multi-day improvement activities aimed at creating
change to a process. During the event, the improvement team
understands the current state, defines an ideal state and then
develops a plan to create change headed in the direction of the ideal
state.
(877) 592-6224
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16. Authenticity Defined
Authenticity is ….
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17. Authenticity Defined
• Genuineness
• Undisputed credibility
• Real, honest, worthy of belief, sincere
• True to one’s values, spirit, personality, and
character despite external pressures
• Congruence between who you are on the
inside and how you are on the outside
• Behavioral integrity – doing what you say
• Reciprocity, Mutuality
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18. Engagement Continuum v3
Consciousness; Tied
to Yearning,
Emotions
Disengaged
Engaging
Mis-Engaging
Phatic:
social
niceties
(877) 592-6224
Factual:
objective
data
Evaluative:
opinion &
judgment
Gut Level:
emotions,
heartfelt
Peak: *
What do
you care
about?
Dr. Bob Wright – Wright Leadership Institute
www.ForwardProgress.net
*Terms from Click: The Magic of Instant Connections by Ori & Rom Brafman

19. Network Science
Node: Individual
Link: Connection between two nodes
Cluster: Several linked nodes
Hub: Large cluster, several clusters
Courtesy of US Army
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20. Network Science
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21. (877) 592-6224
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22. What is your real Social Reach?
• How many LinkedIn Connections ____________
• How many Facebook Likes/Friends __________
• Total _____________ x121.5 _____ x 39.4 _______
• = Your Estimated Total Social Reach __________
(877) 592-6224
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23. Mining Your Network Gold
•
•
What does the best person in your
network look like?
What does the worst person in your
network look like?
What does your target
look like?
(877) 592-6224
www.ForwardProgress.net

24. Network Science – Best Relationships
1. What % of your business Volume do you get from the Top 5?
2. What % of your business volume do you get from the Next
Level?
3. What % of your business volume do you get from the outer
layer?
(877) 592-6224
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25. Network Science
HUB?
YOU!
HUB?
HUB?
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HUB?
HUB?
HUB?
www.ForwardProgress.net

26. Schedule IT – Social Jack Time
20 Min a Day!
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27. Commit Your Time!
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28. Please Log into
LinkedIn Now…
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29. Work it – 20 Min Max!
4 Weeks of Sample
Activity Mix
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30. HOME PAGE
SCAN
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31. Decide!
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32. Status Updates BASED
VALUE
POSTING
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33. Work it – 20 Min Max!
4 Weeks of Sample
Activity Mix
(877) 592-6224
www.ForwardProgress.net

34. Flipping on the Add!
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35. (877) 592-6224
www.ForwardProgress.net

36. Work it – 20 Min Max!
4 Weeks of Sample
Activity Mix
(877) 592-6224
www.ForwardProgress.net

37. (877) 592-6224
www.ForwardProgress.net

38. Save Your Leads!
(877) 592-6224
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39. Access Your Leads!
(877) 592-6224
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40. 2 Old – 2 New
2 of your newest connections (Explore Target)
2 of your oldest connections (ID40)
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41. (877) 592-6224
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42. (877) 592-6224
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43. Set the Hook
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44. Assignments
1. Confirm Your Goals
2. Commit to your activities for the week
3. Schedule it in your calendar
4. Do it!
(877) 592-6224
www.ForwardProgress.net

45. Next Sessions
Other Classes you have access to:
Open Group Coaching – Wednesday, Noon Central
LinkedIn Business Development 302 – Thursday,
December 5th at Noon Central
(877) 592-6224
www.ForwardProgress.net

46. www.ForwardProgress.NET
(877) 592-6224
www.ForwardProgress.net