SlideShare a Scribd company logo
1 of 73
Are you LinkedIn to your target market?




                           Presented by: Wendy Schollum

                                      April 2011
98% of businesses rely on referrals for sales
Cold calling v referrals conversion rates…

          Not more than
               10%




                                    Not less than
                                         50%
LinkedIn is essentially an
                   …online referral generation system
We are going to cover…
        • Who uses LinkedIn.

        • How LinkedIn works.

        • How to setup a LinkedIn profile.

        • How to turn your profile into a self-service lead
          generation tool.

        • How to stimulate referrals.

        • How to get the most out of LinkedIn.
Social media influences…

           • Search engine results

           • Consumer opinions

           • Product popularity

           • Perceived company reach and size

           • (most importantly) sales
Top used social media platforms of 2010…
Social media tools used by B2B v B2Cs…
Social media marketing is a cheaper option…
Marketers intended use of LinkedIn in 2011…
LinkedIn statistics   (as of March 2011)
LinkedIn is like Facebook… with a tie
LinkedIn is made up of…
Personal profiles outline…
               • Previous work experience

               • Education

               • Highlight online recommendations

               • Links (e.g. to websites, blogs, etc)

               • Applications

               • Connections.
Company profiles outline…
              • Overview of the company

              • Statistics on the company

              • Areas of expertise

              • General contact details

              • Specific products offered

              • Feed from corporate Twitter account
LinkedIn Groups…

              • Establish new business relationships

              • Demonstrate your expertise

              • Create interest in your offerings

              • Stimulate leads.
Creating a LinkedIn Profile is easy and free…
Very few details are required up front…
The profile “completeness bar” indicates credibility
     … the more complete it is, the more credible your profile is considered.
Profiles will a 100% “completeness bar”
         … are 40x more likely to receive opportunities through LinkedIn.
To get you completeness bar to 100%, start by
                    … ensuring you upload a photo to your profile.
Photo selection needs to be done with care
   … don’t upload a photo of your company logo, the photo needs to be you.
Photo selection needs to be done with care
          … don’t upload a “funny” or “unprofessional” photo of yourself.
Photo selection needs to be done with care
   … do upload a photo of you looking straight at the camera – with a smile!
Use you executive summary to boost your rankings
List your higher education – to build credibility
Add the last 3 places you have been employed
78% of consumers trust peer recommendations…
Isn’t my profile complete once I reach 100%?
    No. Take the additional opportunities available to stand out on LinkedIn.
Make sure your profile can be found
       ... Setup a “Custom Profile Link” that’s easy for people to remember.
You can select a 5 – 30 character name
Use your name (if it’s available)
                       ... this will foster name recognition with users.
Change your profile headline to grab attention
     ... Rather than just being your current role, it should say what you offer.
Setup links to your website, blog, etc
 ... This can assist to boost the search engine ranking of corporate websites.
LinkedIn defaults will try to label your links
         ... applying your own names can help with search engine ranking.
Select the “other” option to set labels
     ... Use wording that includes keywords and entices users to click them.
Use every opportunity to stand out from the crowd.
Use applications to showcase your expertise…
We like: Portfolio Display – to display work
We like: Slideshare – to showcase presentations
We like: Tweets – to share your twitter feed
There are loads of applications available to use
  ... But, only add those that you think help to profile your show what you do.
Don’t add just any application to your Profile…
Before adding an application, ask yourself…
        • Does this provide information my target market
          need/want?

        • How does this resource encourage users to get in
          contact with me?


                              If you can’t answer these questions,

                              …don’t add the application to your
                              profile.
Google loves LinkedIn profiles…
To leverage LinkedIn
       …you need to establish your own online network
Think this is what using LinkedIn will do for you?
You do not make money using social media…
You develop relationships with people…
It’s these relationships that generates money.
To build relationships, you need to…
To get you started, upload your Outlook contacts
…but, only upload contacts who will know who you are (to prevent confusion)
You can also manually create new connections
    …by searching for people and clicking the “Add to your network” button.
You will be asked to indicate how your know them
…make sure you use the “personal note” field to jog their memory about you.
LinkedIn will also recommend connections
              …based on who you already know and who they know.
Use LinkedIn to:
            Stay top of mind with prospects and existing clients.
Some of the issues with staying in contact…
                •   On average, a prospect needs 5 interactions with
                    a sales rep, before they will purchase.

                •   Existing clients need contact every 90 days or
                    they may more to a competitor.

                •   Facilitating the above can be “time crippling” to a
                    sales rep (albeit essential).

                •   Sales reps tied up on the above can stunt the
                    growth of a business.
How LinkedIn can help…   .
The newsfeed lets you keep an eye on your contacts
        …allowing you to see who they connect to, what they’re up to, etc.
The same feed allows you to interact with contacts
            …by posting updates & comments– keeping you top of mind.
Automatic update emails are sent to all users
   …by posting updates, you will appear in these (keeping you top of mind).
Use LinkedIn to:
   Generate leads, by establishing your credibility in an area of expertise.
How to build credibility on LinkedIn…
                •   Give to receive.

                •   Provide examples of work, in the form of white
                    papers, blog posts, charity work, etc.

                •   Demonstrating your expertise will reap a return.

                •   Post nothing and you’ll attract the same.

                •   Use groups to provide helpful hints & tips that set
                    you up as the “go to person” in your area.
Be a proactive contributor in LinkedIn groups
    …this will expose you to new connections and establish your credibility.
Learn to craft good copy.
 Because many struggle, it leaves room for your to “stand out” by doing it right.
5 top tips for writing comments/posts…
              •   Don’t act any differently from how you do in “real
                  life” – make your online voice authentic.

              •   Write every comment so users can easily answer
                  the question:
                  “What’s in it for me, if I connect with this person?”

              •   Craft copy to highlight the “do’s and don'ts” of your
                  industry – people love this type of copy.

              •   Ask leading questions, rather than making lots of
                  statements.

              •   Learn the art of education and communication v
                  promotion
Use LinkedIn to generate referrals.
Some of the issues faced by sales people…
              •   Leads generated through “traditional” advertising
                  often attracts “price focused” buyers.

              •   Conversion rates on leads generated by cold calling
                  and “traditional” advertising are low (10% or less).

              •   Asking contacts who they know that needs your
                  services often yields little response - they don’t know
                  how to sell your products/services.

              •   You don’t know who your contacts know (unless
                  they review your hit list, or share their client list) –
                  making it hard to know who to chase for
                  referrals/introductions.
How LinkedIn solves these problems…
             •   You can see everyone that your contacts are
                 connected to, on LinkedIn.

             •   You can ask your contacts to introduce you to
                 specific people – taking the responsibility off them to
                 determine who needs your services.

             •   The conversion rate for leads generated by referrals
                 is never less than 50%.

             •   By actively using LinkedIn, you can ensure you have
                 an up-to-date “hit list” of people to get in front of that
                 your contacts can actually introduce/refer you to.
                 … the rest is up to your sales skills.
You can see your LinkedIn contacts connections
     …up to three degrees of separation – helping you to request referrals.
Don’t forget to pick up the phone.
Now you know…
         • Who uses LinkedIn.

         • How LinkedIn works.

         • How to setup a LinkedIn profile.

         • How to turn your profile into a self-service lead
           generation tool.

         • How to stimulate referrals.

         • How to get the most out of LinkedIn.
Want to know more?
     • Call: NZ Freephone 0800 100 900 or +64 (0)6 8342482

     • Email: support@xplore.net

     • Visit: www.xplore.net

     • Follow: www.twitter.com/xploreNET

     • Become a fan of: www.facebook.com/xploreNET

More Related Content

What's hot

LinkedIN Tips Presentation
LinkedIN Tips PresentationLinkedIN Tips Presentation
LinkedIN Tips PresentationJoseph DeMicco
 
LinkedIn: Networking, generating leads and building authority
LinkedIn: Networking, generating leads and building authorityLinkedIn: Networking, generating leads and building authority
LinkedIn: Networking, generating leads and building authorityRoy Harryman
 
Using Linkedin Presentation John Abbott College
Using Linkedin Presentation John Abbott CollegeUsing Linkedin Presentation John Abbott College
Using Linkedin Presentation John Abbott Collegejohnabbottpresentation
 
Linkedin presentation
Linkedin presentationLinkedin presentation
Linkedin presentationpporemba
 
Katy Young's Guide to LinkedIn.
Katy Young's Guide to LinkedIn. Katy Young's Guide to LinkedIn.
Katy Young's Guide to LinkedIn. Katy Young
 
LinkedIn for B2B Marketing
LinkedIn for B2B MarketingLinkedIn for B2B Marketing
LinkedIn for B2B MarketingIntelligent_ly
 
Digital Social Networking
Digital Social NetworkingDigital Social Networking
Digital Social NetworkingMichael Dasher
 
LinkedIn best practices for Small Business owners - CareerNetworkingUSA
LinkedIn best practices for Small Business owners - CareerNetworkingUSALinkedIn best practices for Small Business owners - CareerNetworkingUSA
LinkedIn best practices for Small Business owners - CareerNetworkingUSAkenlang
 
Getting Started with LinkedIn - Professional & Business Success Strategies
Getting Started with LinkedIn - Professional & Business Success StrategiesGetting Started with LinkedIn - Professional & Business Success Strategies
Getting Started with LinkedIn - Professional & Business Success StrategiesCarrie Gottschalk
 
How to Build a Brilliant Linkedin Profile
How to Build a Brilliant Linkedin ProfileHow to Build a Brilliant Linkedin Profile
How to Build a Brilliant Linkedin ProfileClayton Wehner
 
Powerful LinkedIn Strategies for Small Businesses by Maggie Barr
Powerful LinkedIn Strategies for Small Businesses by Maggie BarrPowerful LinkedIn Strategies for Small Businesses by Maggie Barr
Powerful LinkedIn Strategies for Small Businesses by Maggie BarrKat & Mouse Co.
 
Raising your Professional NHS profile with LinkedIn
Raising your Professional NHS profile with LinkedInRaising your Professional NHS profile with LinkedIn
Raising your Professional NHS profile with LinkedInMichael Barker
 
Personal branding & linkedIn Feb 22 2021
Personal branding & linkedIn Feb 22 2021Personal branding & linkedIn Feb 22 2021
Personal branding & linkedIn Feb 22 2021DigiArabs
 
Linked in for branding. leapyearmarketing.event
Linked in for branding. leapyearmarketing.eventLinked in for branding. leapyearmarketing.event
Linked in for branding. leapyearmarketing.eventChuck Sink
 
Leveraging Your LinkedIn Brand
Leveraging Your LinkedIn BrandLeveraging Your LinkedIn Brand
Leveraging Your LinkedIn BrandParker Lees
 
Using LinkedIn to Market your business
Using LinkedIn to Market your businessUsing LinkedIn to Market your business
Using LinkedIn to Market your businessRhys Downard
 
Personal branding & LinkedIn By Khaled Elahmad
Personal branding & LinkedIn By Khaled ElahmadPersonal branding & LinkedIn By Khaled Elahmad
Personal branding & LinkedIn By Khaled ElahmadDigiArabs
 

What's hot (20)

LinkedIN Tips Presentation
LinkedIN Tips PresentationLinkedIN Tips Presentation
LinkedIN Tips Presentation
 
LinkedIn: Networking, generating leads and building authority
LinkedIn: Networking, generating leads and building authorityLinkedIn: Networking, generating leads and building authority
LinkedIn: Networking, generating leads and building authority
 
Using Linkedin Presentation John Abbott College
Using Linkedin Presentation John Abbott CollegeUsing Linkedin Presentation John Abbott College
Using Linkedin Presentation John Abbott College
 
Linkedin presentation
Linkedin presentationLinkedin presentation
Linkedin presentation
 
Katy Young's Guide to LinkedIn.
Katy Young's Guide to LinkedIn. Katy Young's Guide to LinkedIn.
Katy Young's Guide to LinkedIn.
 
LinkedIn 101
LinkedIn 101LinkedIn 101
LinkedIn 101
 
LinkedIn for B2B Marketing
LinkedIn for B2B MarketingLinkedIn for B2B Marketing
LinkedIn for B2B Marketing
 
Digital Social Networking
Digital Social NetworkingDigital Social Networking
Digital Social Networking
 
LinkedIn best practices for Small Business owners - CareerNetworkingUSA
LinkedIn best practices for Small Business owners - CareerNetworkingUSALinkedIn best practices for Small Business owners - CareerNetworkingUSA
LinkedIn best practices for Small Business owners - CareerNetworkingUSA
 
Getting Started with LinkedIn - Professional & Business Success Strategies
Getting Started with LinkedIn - Professional & Business Success StrategiesGetting Started with LinkedIn - Professional & Business Success Strategies
Getting Started with LinkedIn - Professional & Business Success Strategies
 
How to Build a Brilliant Linkedin Profile
How to Build a Brilliant Linkedin ProfileHow to Build a Brilliant Linkedin Profile
How to Build a Brilliant Linkedin Profile
 
Introduction To Social Media
Introduction To Social MediaIntroduction To Social Media
Introduction To Social Media
 
Powerful LinkedIn Strategies for Small Businesses by Maggie Barr
Powerful LinkedIn Strategies for Small Businesses by Maggie BarrPowerful LinkedIn Strategies for Small Businesses by Maggie Barr
Powerful LinkedIn Strategies for Small Businesses by Maggie Barr
 
Raising your Professional NHS profile with LinkedIn
Raising your Professional NHS profile with LinkedInRaising your Professional NHS profile with LinkedIn
Raising your Professional NHS profile with LinkedIn
 
LinkedIn Essentials
LinkedIn EssentialsLinkedIn Essentials
LinkedIn Essentials
 
Personal branding & linkedIn Feb 22 2021
Personal branding & linkedIn Feb 22 2021Personal branding & linkedIn Feb 22 2021
Personal branding & linkedIn Feb 22 2021
 
Linked in for branding. leapyearmarketing.event
Linked in for branding. leapyearmarketing.eventLinked in for branding. leapyearmarketing.event
Linked in for branding. leapyearmarketing.event
 
Leveraging Your LinkedIn Brand
Leveraging Your LinkedIn BrandLeveraging Your LinkedIn Brand
Leveraging Your LinkedIn Brand
 
Using LinkedIn to Market your business
Using LinkedIn to Market your businessUsing LinkedIn to Market your business
Using LinkedIn to Market your business
 
Personal branding & LinkedIn By Khaled Elahmad
Personal branding & LinkedIn By Khaled ElahmadPersonal branding & LinkedIn By Khaled Elahmad
Personal branding & LinkedIn By Khaled Elahmad
 

Viewers also liked

12 Business Social Media Mistakes
12 Business Social Media Mistakes12 Business Social Media Mistakes
12 Business Social Media MistakesRavi Verma
 
Social Media Horror Stories - "What can go wrong?"
Social Media Horror Stories - "What can go wrong?"Social Media Horror Stories - "What can go wrong?"
Social Media Horror Stories - "What can go wrong?"Xplore - your web agency
 
Top 9 Import Tips To Verify Foreign Suppliers
Top 9 Import Tips To Verify Foreign SuppliersTop 9 Import Tips To Verify Foreign Suppliers
Top 9 Import Tips To Verify Foreign SuppliersRavi Verma
 
Why Your Website Sucks! ...and what to do about it.
Why Your Website Sucks!  ...and what to do about it.Why Your Website Sucks!  ...and what to do about it.
Why Your Website Sucks! ...and what to do about it.Xplore - your web agency
 
Words of Wisdom from Famous Entrepreneurs
Words of Wisdom from Famous EntrepreneursWords of Wisdom from Famous Entrepreneurs
Words of Wisdom from Famous EntrepreneursRavi Verma
 
Social Media for Business - from the start
Social Media for Business - from the startSocial Media for Business - from the start
Social Media for Business - from the startXplore - your web agency
 
Brand Launch (Revised)
Brand Launch (Revised)Brand Launch (Revised)
Brand Launch (Revised)haroldverayo
 
30+ Computer Keyboard Shortcuts that will Change Your Life
30+ Computer Keyboard Shortcuts that will Change Your Life30+ Computer Keyboard Shortcuts that will Change Your Life
30+ Computer Keyboard Shortcuts that will Change Your LifeXplore - your web agency
 

Viewers also liked (13)

12 Business Social Media Mistakes
12 Business Social Media Mistakes12 Business Social Media Mistakes
12 Business Social Media Mistakes
 
Portfolio
PortfolioPortfolio
Portfolio
 
Social Media Horror Stories - "What can go wrong?"
Social Media Horror Stories - "What can go wrong?"Social Media Horror Stories - "What can go wrong?"
Social Media Horror Stories - "What can go wrong?"
 
Guaranteed Rankings and other SEO Myths
Guaranteed Rankings and other SEO MythsGuaranteed Rankings and other SEO Myths
Guaranteed Rankings and other SEO Myths
 
Emphasis Profile
Emphasis ProfileEmphasis Profile
Emphasis Profile
 
İşyeri̇ yeni̇ kontrol belgeleri̇
İşyeri̇ yeni̇ kontrol belgeleri̇İşyeri̇ yeni̇ kontrol belgeleri̇
İşyeri̇ yeni̇ kontrol belgeleri̇
 
Top 9 Import Tips To Verify Foreign Suppliers
Top 9 Import Tips To Verify Foreign SuppliersTop 9 Import Tips To Verify Foreign Suppliers
Top 9 Import Tips To Verify Foreign Suppliers
 
Why Your Website Sucks! ...and what to do about it.
Why Your Website Sucks!  ...and what to do about it.Why Your Website Sucks!  ...and what to do about it.
Why Your Website Sucks! ...and what to do about it.
 
Words of Wisdom from Famous Entrepreneurs
Words of Wisdom from Famous EntrepreneursWords of Wisdom from Famous Entrepreneurs
Words of Wisdom from Famous Entrepreneurs
 
Social Media for Business - from the start
Social Media for Business - from the startSocial Media for Business - from the start
Social Media for Business - from the start
 
Brand Launch (Revised)
Brand Launch (Revised)Brand Launch (Revised)
Brand Launch (Revised)
 
30+ Computer Keyboard Shortcuts that will Change Your Life
30+ Computer Keyboard Shortcuts that will Change Your Life30+ Computer Keyboard Shortcuts that will Change Your Life
30+ Computer Keyboard Shortcuts that will Change Your Life
 
4811001 lembaran-kerja-kem-1
4811001 lembaran-kerja-kem-14811001 lembaran-kerja-kem-1
4811001 lembaran-kerja-kem-1
 

Similar to Getting Your Business LinkedIn

Get LinkedIn Savvy for Yankee PRSA
Get LinkedIn Savvy for Yankee PRSAGet LinkedIn Savvy for Yankee PRSA
Get LinkedIn Savvy for Yankee PRSALisa Landry
 
Get Savvy With LinkedIn For Keene Sentinel 7-16-2015
Get Savvy With LinkedIn For Keene Sentinel 7-16-2015Get Savvy With LinkedIn For Keene Sentinel 7-16-2015
Get Savvy With LinkedIn For Keene Sentinel 7-16-2015Lisa Landry
 
Get Savvy with LinkedIn in Supporting Strategies Business Bootcamp 10-23-15
Get Savvy with LinkedIn in Supporting Strategies Business Bootcamp 10-23-15Get Savvy with LinkedIn in Supporting Strategies Business Bootcamp 10-23-15
Get Savvy with LinkedIn in Supporting Strategies Business Bootcamp 10-23-15Lisa Landry
 
Get Savvy With LinkedIn For American Heart Association 7-15-2015
Get Savvy With LinkedIn For American Heart Association 7-15-2015Get Savvy With LinkedIn For American Heart Association 7-15-2015
Get Savvy With LinkedIn For American Heart Association 7-15-2015Lisa Landry
 
Get Savvy With LinkedIn For Thirwood Place June 22, 2015
Get Savvy With LinkedIn For Thirwood Place June 22, 2015Get Savvy With LinkedIn For Thirwood Place June 22, 2015
Get Savvy With LinkedIn For Thirwood Place June 22, 2015Lisa Landry
 
Get Savvy with LinkedIn for NE Delta Dental 5 27_15
Get Savvy with LinkedIn for NE Delta Dental 5 27_15Get Savvy with LinkedIn for NE Delta Dental 5 27_15
Get Savvy with LinkedIn for NE Delta Dental 5 27_15Lisa Landry
 
A Practical Guide to LinkedIn for: Economic Development Marketing and Attrac...
A Practical Guide to LinkedIn for: Economic Development Marketing and Attrac...A Practical Guide to LinkedIn for: Economic Development Marketing and Attrac...
A Practical Guide to LinkedIn for: Economic Development Marketing and Attrac...Atlas Integrated
 
LinkedIn Profile & Social Best Practices
LinkedIn Profile & Social Best PracticesLinkedIn Profile & Social Best Practices
LinkedIn Profile & Social Best PracticesCraig Canton
 
Using LinkedIn for Business
Using LinkedIn for BusinessUsing LinkedIn for Business
Using LinkedIn for BusinessJim DeLorenzo
 
Using LinkedIn for Business
Using LinkedIn for BusinessUsing LinkedIn for Business
Using LinkedIn for BusinessJim DeLorenzo
 
Uma cábula para o Linkedin
Uma cábula para o LinkedinUma cábula para o Linkedin
Uma cábula para o LinkedinHamlet B2B
 
How to-generate-leads-using-linkedin
How to-generate-leads-using-linkedinHow to-generate-leads-using-linkedin
How to-generate-leads-using-linkedinBertrand Lejeune
 
How to-generate-leads-using-linkedin
How to-generate-leads-using-linkedinHow to-generate-leads-using-linkedin
How to-generate-leads-using-linkedinIsaac Rodriguez
 
How to-generate-leads-using-linkedin
How to-generate-leads-using-linkedinHow to-generate-leads-using-linkedin
How to-generate-leads-using-linkedinCoNetActivity
 
Linkedin 7 mistakes to avoid - dawn adlam
Linkedin 7 mistakes to avoid - dawn adlamLinkedin 7 mistakes to avoid - dawn adlam
Linkedin 7 mistakes to avoid - dawn adlamDawn Adlam
 
Get LinkedIn Savvy For GMCC Ambassadors 2-16
Get LinkedIn Savvy For GMCC Ambassadors 2-16Get LinkedIn Savvy For GMCC Ambassadors 2-16
Get LinkedIn Savvy For GMCC Ambassadors 2-16Lisa Landry
 
Tim Moore - Boost Your Business with LinkedIn
Tim Moore - Boost Your Business with LinkedInTim Moore - Boost Your Business with LinkedIn
Tim Moore - Boost Your Business with LinkedInSocialCrush
 

Similar to Getting Your Business LinkedIn (20)

Get LinkedIn Savvy for Yankee PRSA
Get LinkedIn Savvy for Yankee PRSAGet LinkedIn Savvy for Yankee PRSA
Get LinkedIn Savvy for Yankee PRSA
 
Get Savvy With LinkedIn For Keene Sentinel 7-16-2015
Get Savvy With LinkedIn For Keene Sentinel 7-16-2015Get Savvy With LinkedIn For Keene Sentinel 7-16-2015
Get Savvy With LinkedIn For Keene Sentinel 7-16-2015
 
Get Savvy with LinkedIn in Supporting Strategies Business Bootcamp 10-23-15
Get Savvy with LinkedIn in Supporting Strategies Business Bootcamp 10-23-15Get Savvy with LinkedIn in Supporting Strategies Business Bootcamp 10-23-15
Get Savvy with LinkedIn in Supporting Strategies Business Bootcamp 10-23-15
 
Get Savvy With LinkedIn For American Heart Association 7-15-2015
Get Savvy With LinkedIn For American Heart Association 7-15-2015Get Savvy With LinkedIn For American Heart Association 7-15-2015
Get Savvy With LinkedIn For American Heart Association 7-15-2015
 
Get Savvy With LinkedIn For Thirwood Place June 22, 2015
Get Savvy With LinkedIn For Thirwood Place June 22, 2015Get Savvy With LinkedIn For Thirwood Place June 22, 2015
Get Savvy With LinkedIn For Thirwood Place June 22, 2015
 
Get Savvy with LinkedIn for NE Delta Dental 5 27_15
Get Savvy with LinkedIn for NE Delta Dental 5 27_15Get Savvy with LinkedIn for NE Delta Dental 5 27_15
Get Savvy with LinkedIn for NE Delta Dental 5 27_15
 
A Practical Guide to LinkedIn for: Economic Development Marketing and Attrac...
A Practical Guide to LinkedIn for: Economic Development Marketing and Attrac...A Practical Guide to LinkedIn for: Economic Development Marketing and Attrac...
A Practical Guide to LinkedIn for: Economic Development Marketing and Attrac...
 
LinkedIn Profile & Social Best Practices
LinkedIn Profile & Social Best PracticesLinkedIn Profile & Social Best Practices
LinkedIn Profile & Social Best Practices
 
Using LinkedIn for Business
Using LinkedIn for BusinessUsing LinkedIn for Business
Using LinkedIn for Business
 
Using LinkedIn for Business
Using LinkedIn for BusinessUsing LinkedIn for Business
Using LinkedIn for Business
 
The Low Down on LinkedIn - making it work for Real Estate Agents
The Low Down on LinkedIn - making it work for Real Estate AgentsThe Low Down on LinkedIn - making it work for Real Estate Agents
The Low Down on LinkedIn - making it work for Real Estate Agents
 
LinkedIn: 10 tips for a great profile
LinkedIn: 10 tips for a great profileLinkedIn: 10 tips for a great profile
LinkedIn: 10 tips for a great profile
 
Uma cábula para o Linkedin
Uma cábula para o LinkedinUma cábula para o Linkedin
Uma cábula para o Linkedin
 
How to-generate-leads-using-linkedin
How to-generate-leads-using-linkedinHow to-generate-leads-using-linkedin
How to-generate-leads-using-linkedin
 
How to-generate-leads-using-linkedin
How to-generate-leads-using-linkedinHow to-generate-leads-using-linkedin
How to-generate-leads-using-linkedin
 
How to-generate-leads-using-linkedin
How to-generate-leads-using-linkedinHow to-generate-leads-using-linkedin
How to-generate-leads-using-linkedin
 
Linkedin 7 Mistakes To Avoid 0512
Linkedin   7 Mistakes To Avoid 0512Linkedin   7 Mistakes To Avoid 0512
Linkedin 7 Mistakes To Avoid 0512
 
Linkedin 7 mistakes to avoid - dawn adlam
Linkedin 7 mistakes to avoid - dawn adlamLinkedin 7 mistakes to avoid - dawn adlam
Linkedin 7 mistakes to avoid - dawn adlam
 
Get LinkedIn Savvy For GMCC Ambassadors 2-16
Get LinkedIn Savvy For GMCC Ambassadors 2-16Get LinkedIn Savvy For GMCC Ambassadors 2-16
Get LinkedIn Savvy For GMCC Ambassadors 2-16
 
Tim Moore - Boost Your Business with LinkedIn
Tim Moore - Boost Your Business with LinkedInTim Moore - Boost Your Business with LinkedIn
Tim Moore - Boost Your Business with LinkedIn
 

More from Xplore - your web agency

How to Stop Freaking Out About Digital Technology in the Not-For-Profit Sector
How to Stop Freaking Out About Digital Technology in the Not-For-Profit SectorHow to Stop Freaking Out About Digital Technology in the Not-For-Profit Sector
How to Stop Freaking Out About Digital Technology in the Not-For-Profit SectorXplore - your web agency
 
Stop spamming people ... and other helpful Email Marketing tips.
Stop spamming people ... and other helpful Email Marketing tips.Stop spamming people ... and other helpful Email Marketing tips.
Stop spamming people ... and other helpful Email Marketing tips.Xplore - your web agency
 
10 Business Lessons you can learn from The Hunger Games
10 Business Lessons you can learn from The Hunger Games10 Business Lessons you can learn from The Hunger Games
10 Business Lessons you can learn from The Hunger GamesXplore - your web agency
 
Creative Commons Licenses explained - at a glance.
Creative Commons Licenses explained - at a glance.Creative Commons Licenses explained - at a glance.
Creative Commons Licenses explained - at a glance.Xplore - your web agency
 
Social Recruitment: The World Wide War of Attraction
Social Recruitment: The World Wide War of AttractionSocial Recruitment: The World Wide War of Attraction
Social Recruitment: The World Wide War of AttractionXplore - your web agency
 

More from Xplore - your web agency (8)

How to Stop Freaking Out About Digital Technology in the Not-For-Profit Sector
How to Stop Freaking Out About Digital Technology in the Not-For-Profit SectorHow to Stop Freaking Out About Digital Technology in the Not-For-Profit Sector
How to Stop Freaking Out About Digital Technology in the Not-For-Profit Sector
 
Stop spamming people ... and other helpful Email Marketing tips.
Stop spamming people ... and other helpful Email Marketing tips.Stop spamming people ... and other helpful Email Marketing tips.
Stop spamming people ... and other helpful Email Marketing tips.
 
10 Business Lessons you can learn from The Hunger Games
10 Business Lessons you can learn from The Hunger Games10 Business Lessons you can learn from The Hunger Games
10 Business Lessons you can learn from The Hunger Games
 
Creative Commons Licenses explained - at a glance.
Creative Commons Licenses explained - at a glance.Creative Commons Licenses explained - at a glance.
Creative Commons Licenses explained - at a glance.
 
Social Media Crisis Plan
Social Media Crisis PlanSocial Media Crisis Plan
Social Media Crisis Plan
 
How to Hold Your Website Accountable
How to Hold Your Website AccountableHow to Hold Your Website Accountable
How to Hold Your Website Accountable
 
How to Google like a Ninja
How to Google like a NinjaHow to Google like a Ninja
How to Google like a Ninja
 
Social Recruitment: The World Wide War of Attraction
Social Recruitment: The World Wide War of AttractionSocial Recruitment: The World Wide War of Attraction
Social Recruitment: The World Wide War of Attraction
 

Recently uploaded

UiPath Studio Web workshop series - Day 7
UiPath Studio Web workshop series - Day 7UiPath Studio Web workshop series - Day 7
UiPath Studio Web workshop series - Day 7DianaGray10
 
KubeConEU24-Monitoring Kubernetes and Cloud Spend with OpenCost
KubeConEU24-Monitoring Kubernetes and Cloud Spend with OpenCostKubeConEU24-Monitoring Kubernetes and Cloud Spend with OpenCost
KubeConEU24-Monitoring Kubernetes and Cloud Spend with OpenCostMatt Ray
 
Computer 10: Lesson 10 - Online Crimes and Hazards
Computer 10: Lesson 10 - Online Crimes and HazardsComputer 10: Lesson 10 - Online Crimes and Hazards
Computer 10: Lesson 10 - Online Crimes and HazardsSeth Reyes
 
Cybersecurity Workshop #1.pptx
Cybersecurity Workshop #1.pptxCybersecurity Workshop #1.pptx
Cybersecurity Workshop #1.pptxGDSC PJATK
 
Secure your environment with UiPath and CyberArk technologies - Session 1
Secure your environment with UiPath and CyberArk technologies - Session 1Secure your environment with UiPath and CyberArk technologies - Session 1
Secure your environment with UiPath and CyberArk technologies - Session 1DianaGray10
 
Basic Building Blocks of Internet of Things.
Basic Building Blocks of Internet of Things.Basic Building Blocks of Internet of Things.
Basic Building Blocks of Internet of Things.YounusS2
 
PicPay - GenAI Finance Assistant - ChatGPT for Customer Service
PicPay - GenAI Finance Assistant - ChatGPT for Customer ServicePicPay - GenAI Finance Assistant - ChatGPT for Customer Service
PicPay - GenAI Finance Assistant - ChatGPT for Customer ServiceRenan Moreira de Oliveira
 
UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...
UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...
UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...UbiTrack UK
 
Do we need a new standard for visualizing the invisible?
Do we need a new standard for visualizing the invisible?Do we need a new standard for visualizing the invisible?
Do we need a new standard for visualizing the invisible?SANGHEE SHIN
 
GenAI and AI GCC State of AI_Object Automation Inc
GenAI and AI GCC State of AI_Object Automation IncGenAI and AI GCC State of AI_Object Automation Inc
GenAI and AI GCC State of AI_Object Automation IncObject Automation
 
Babel Compiler - Transforming JavaScript for All Browsers.pptx
Babel Compiler - Transforming JavaScript for All Browsers.pptxBabel Compiler - Transforming JavaScript for All Browsers.pptx
Babel Compiler - Transforming JavaScript for All Browsers.pptxYounusS2
 
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...Will Schroeder
 
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019IES VE
 
The Data Metaverse: Unpacking the Roles, Use Cases, and Tech Trends in Data a...
The Data Metaverse: Unpacking the Roles, Use Cases, and Tech Trends in Data a...The Data Metaverse: Unpacking the Roles, Use Cases, and Tech Trends in Data a...
The Data Metaverse: Unpacking the Roles, Use Cases, and Tech Trends in Data a...Aggregage
 
Introduction to Quantum Computing
Introduction to Quantum ComputingIntroduction to Quantum Computing
Introduction to Quantum ComputingGDSC PJATK
 
How to Effectively Monitor SD-WAN and SASE Environments with ThousandEyes
How to Effectively Monitor SD-WAN and SASE Environments with ThousandEyesHow to Effectively Monitor SD-WAN and SASE Environments with ThousandEyes
How to Effectively Monitor SD-WAN and SASE Environments with ThousandEyesThousandEyes
 
UiPath Platform: The Backend Engine Powering Your Automation - Session 1
UiPath Platform: The Backend Engine Powering Your Automation - Session 1UiPath Platform: The Backend Engine Powering Your Automation - Session 1
UiPath Platform: The Backend Engine Powering Your Automation - Session 1DianaGray10
 
UiPath Studio Web workshop series - Day 8
UiPath Studio Web workshop series - Day 8UiPath Studio Web workshop series - Day 8
UiPath Studio Web workshop series - Day 8DianaGray10
 
Spring24-Release Overview - Wellingtion User Group-1.pdf
Spring24-Release Overview - Wellingtion User Group-1.pdfSpring24-Release Overview - Wellingtion User Group-1.pdf
Spring24-Release Overview - Wellingtion User Group-1.pdfAnna Loughnan Colquhoun
 
Bird eye's view on Camunda open source ecosystem
Bird eye's view on Camunda open source ecosystemBird eye's view on Camunda open source ecosystem
Bird eye's view on Camunda open source ecosystemAsko Soukka
 

Recently uploaded (20)

UiPath Studio Web workshop series - Day 7
UiPath Studio Web workshop series - Day 7UiPath Studio Web workshop series - Day 7
UiPath Studio Web workshop series - Day 7
 
KubeConEU24-Monitoring Kubernetes and Cloud Spend with OpenCost
KubeConEU24-Monitoring Kubernetes and Cloud Spend with OpenCostKubeConEU24-Monitoring Kubernetes and Cloud Spend with OpenCost
KubeConEU24-Monitoring Kubernetes and Cloud Spend with OpenCost
 
Computer 10: Lesson 10 - Online Crimes and Hazards
Computer 10: Lesson 10 - Online Crimes and HazardsComputer 10: Lesson 10 - Online Crimes and Hazards
Computer 10: Lesson 10 - Online Crimes and Hazards
 
Cybersecurity Workshop #1.pptx
Cybersecurity Workshop #1.pptxCybersecurity Workshop #1.pptx
Cybersecurity Workshop #1.pptx
 
Secure your environment with UiPath and CyberArk technologies - Session 1
Secure your environment with UiPath and CyberArk technologies - Session 1Secure your environment with UiPath and CyberArk technologies - Session 1
Secure your environment with UiPath and CyberArk technologies - Session 1
 
Basic Building Blocks of Internet of Things.
Basic Building Blocks of Internet of Things.Basic Building Blocks of Internet of Things.
Basic Building Blocks of Internet of Things.
 
PicPay - GenAI Finance Assistant - ChatGPT for Customer Service
PicPay - GenAI Finance Assistant - ChatGPT for Customer ServicePicPay - GenAI Finance Assistant - ChatGPT for Customer Service
PicPay - GenAI Finance Assistant - ChatGPT for Customer Service
 
UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...
UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...
UWB Technology for Enhanced Indoor and Outdoor Positioning in Physiological M...
 
Do we need a new standard for visualizing the invisible?
Do we need a new standard for visualizing the invisible?Do we need a new standard for visualizing the invisible?
Do we need a new standard for visualizing the invisible?
 
GenAI and AI GCC State of AI_Object Automation Inc
GenAI and AI GCC State of AI_Object Automation IncGenAI and AI GCC State of AI_Object Automation Inc
GenAI and AI GCC State of AI_Object Automation Inc
 
Babel Compiler - Transforming JavaScript for All Browsers.pptx
Babel Compiler - Transforming JavaScript for All Browsers.pptxBabel Compiler - Transforming JavaScript for All Browsers.pptx
Babel Compiler - Transforming JavaScript for All Browsers.pptx
 
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...
 
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019
 
The Data Metaverse: Unpacking the Roles, Use Cases, and Tech Trends in Data a...
The Data Metaverse: Unpacking the Roles, Use Cases, and Tech Trends in Data a...The Data Metaverse: Unpacking the Roles, Use Cases, and Tech Trends in Data a...
The Data Metaverse: Unpacking the Roles, Use Cases, and Tech Trends in Data a...
 
Introduction to Quantum Computing
Introduction to Quantum ComputingIntroduction to Quantum Computing
Introduction to Quantum Computing
 
How to Effectively Monitor SD-WAN and SASE Environments with ThousandEyes
How to Effectively Monitor SD-WAN and SASE Environments with ThousandEyesHow to Effectively Monitor SD-WAN and SASE Environments with ThousandEyes
How to Effectively Monitor SD-WAN and SASE Environments with ThousandEyes
 
UiPath Platform: The Backend Engine Powering Your Automation - Session 1
UiPath Platform: The Backend Engine Powering Your Automation - Session 1UiPath Platform: The Backend Engine Powering Your Automation - Session 1
UiPath Platform: The Backend Engine Powering Your Automation - Session 1
 
UiPath Studio Web workshop series - Day 8
UiPath Studio Web workshop series - Day 8UiPath Studio Web workshop series - Day 8
UiPath Studio Web workshop series - Day 8
 
Spring24-Release Overview - Wellingtion User Group-1.pdf
Spring24-Release Overview - Wellingtion User Group-1.pdfSpring24-Release Overview - Wellingtion User Group-1.pdf
Spring24-Release Overview - Wellingtion User Group-1.pdf
 
Bird eye's view on Camunda open source ecosystem
Bird eye's view on Camunda open source ecosystemBird eye's view on Camunda open source ecosystem
Bird eye's view on Camunda open source ecosystem
 

Getting Your Business LinkedIn

  • 1. Are you LinkedIn to your target market? Presented by: Wendy Schollum April 2011
  • 2. 98% of businesses rely on referrals for sales
  • 3. Cold calling v referrals conversion rates… Not more than 10% Not less than 50%
  • 4. LinkedIn is essentially an …online referral generation system
  • 5. We are going to cover… • Who uses LinkedIn. • How LinkedIn works. • How to setup a LinkedIn profile. • How to turn your profile into a self-service lead generation tool. • How to stimulate referrals. • How to get the most out of LinkedIn.
  • 6. Social media influences… • Search engine results • Consumer opinions • Product popularity • Perceived company reach and size • (most importantly) sales
  • 7. Top used social media platforms of 2010…
  • 8. Social media tools used by B2B v B2Cs…
  • 9. Social media marketing is a cheaper option…
  • 10. Marketers intended use of LinkedIn in 2011…
  • 11. LinkedIn statistics (as of March 2011)
  • 12. LinkedIn is like Facebook… with a tie
  • 13. LinkedIn is made up of…
  • 14. Personal profiles outline… • Previous work experience • Education • Highlight online recommendations • Links (e.g. to websites, blogs, etc) • Applications • Connections.
  • 15. Company profiles outline… • Overview of the company • Statistics on the company • Areas of expertise • General contact details • Specific products offered • Feed from corporate Twitter account
  • 16. LinkedIn Groups… • Establish new business relationships • Demonstrate your expertise • Create interest in your offerings • Stimulate leads.
  • 17. Creating a LinkedIn Profile is easy and free…
  • 18. Very few details are required up front…
  • 19. The profile “completeness bar” indicates credibility … the more complete it is, the more credible your profile is considered.
  • 20. Profiles will a 100% “completeness bar” … are 40x more likely to receive opportunities through LinkedIn.
  • 21. To get you completeness bar to 100%, start by … ensuring you upload a photo to your profile.
  • 22. Photo selection needs to be done with care … don’t upload a photo of your company logo, the photo needs to be you.
  • 23. Photo selection needs to be done with care … don’t upload a “funny” or “unprofessional” photo of yourself.
  • 24. Photo selection needs to be done with care … do upload a photo of you looking straight at the camera – with a smile!
  • 25. Use you executive summary to boost your rankings
  • 26. List your higher education – to build credibility
  • 27. Add the last 3 places you have been employed
  • 28. 78% of consumers trust peer recommendations…
  • 29. Isn’t my profile complete once I reach 100%? No. Take the additional opportunities available to stand out on LinkedIn.
  • 30. Make sure your profile can be found ... Setup a “Custom Profile Link” that’s easy for people to remember.
  • 31. You can select a 5 – 30 character name
  • 32. Use your name (if it’s available) ... this will foster name recognition with users.
  • 33. Change your profile headline to grab attention ... Rather than just being your current role, it should say what you offer.
  • 34. Setup links to your website, blog, etc ... This can assist to boost the search engine ranking of corporate websites.
  • 35. LinkedIn defaults will try to label your links ... applying your own names can help with search engine ranking.
  • 36. Select the “other” option to set labels ... Use wording that includes keywords and entices users to click them.
  • 37. Use every opportunity to stand out from the crowd.
  • 38. Use applications to showcase your expertise…
  • 39. We like: Portfolio Display – to display work
  • 40. We like: Slideshare – to showcase presentations
  • 41. We like: Tweets – to share your twitter feed
  • 42. There are loads of applications available to use ... But, only add those that you think help to profile your show what you do.
  • 43. Don’t add just any application to your Profile…
  • 44. Before adding an application, ask yourself… • Does this provide information my target market need/want? • How does this resource encourage users to get in contact with me? If you can’t answer these questions, …don’t add the application to your profile.
  • 45. Google loves LinkedIn profiles…
  • 46. To leverage LinkedIn …you need to establish your own online network
  • 47. Think this is what using LinkedIn will do for you?
  • 48. You do not make money using social media…
  • 49. You develop relationships with people…
  • 50. It’s these relationships that generates money.
  • 51. To build relationships, you need to…
  • 52. To get you started, upload your Outlook contacts …but, only upload contacts who will know who you are (to prevent confusion)
  • 53. You can also manually create new connections …by searching for people and clicking the “Add to your network” button.
  • 54. You will be asked to indicate how your know them …make sure you use the “personal note” field to jog their memory about you.
  • 55. LinkedIn will also recommend connections …based on who you already know and who they know.
  • 56. Use LinkedIn to: Stay top of mind with prospects and existing clients.
  • 57. Some of the issues with staying in contact… • On average, a prospect needs 5 interactions with a sales rep, before they will purchase. • Existing clients need contact every 90 days or they may more to a competitor. • Facilitating the above can be “time crippling” to a sales rep (albeit essential). • Sales reps tied up on the above can stunt the growth of a business.
  • 58. How LinkedIn can help… .
  • 59. The newsfeed lets you keep an eye on your contacts …allowing you to see who they connect to, what they’re up to, etc.
  • 60. The same feed allows you to interact with contacts …by posting updates & comments– keeping you top of mind.
  • 61. Automatic update emails are sent to all users …by posting updates, you will appear in these (keeping you top of mind).
  • 62. Use LinkedIn to: Generate leads, by establishing your credibility in an area of expertise.
  • 63. How to build credibility on LinkedIn… • Give to receive. • Provide examples of work, in the form of white papers, blog posts, charity work, etc. • Demonstrating your expertise will reap a return. • Post nothing and you’ll attract the same. • Use groups to provide helpful hints & tips that set you up as the “go to person” in your area.
  • 64. Be a proactive contributor in LinkedIn groups …this will expose you to new connections and establish your credibility.
  • 65. Learn to craft good copy. Because many struggle, it leaves room for your to “stand out” by doing it right.
  • 66. 5 top tips for writing comments/posts… • Don’t act any differently from how you do in “real life” – make your online voice authentic. • Write every comment so users can easily answer the question: “What’s in it for me, if I connect with this person?” • Craft copy to highlight the “do’s and don'ts” of your industry – people love this type of copy. • Ask leading questions, rather than making lots of statements. • Learn the art of education and communication v promotion
  • 67. Use LinkedIn to generate referrals.
  • 68. Some of the issues faced by sales people… • Leads generated through “traditional” advertising often attracts “price focused” buyers. • Conversion rates on leads generated by cold calling and “traditional” advertising are low (10% or less). • Asking contacts who they know that needs your services often yields little response - they don’t know how to sell your products/services. • You don’t know who your contacts know (unless they review your hit list, or share their client list) – making it hard to know who to chase for referrals/introductions.
  • 69. How LinkedIn solves these problems… • You can see everyone that your contacts are connected to, on LinkedIn. • You can ask your contacts to introduce you to specific people – taking the responsibility off them to determine who needs your services. • The conversion rate for leads generated by referrals is never less than 50%. • By actively using LinkedIn, you can ensure you have an up-to-date “hit list” of people to get in front of that your contacts can actually introduce/refer you to. … the rest is up to your sales skills.
  • 70. You can see your LinkedIn contacts connections …up to three degrees of separation – helping you to request referrals.
  • 71. Don’t forget to pick up the phone.
  • 72. Now you know… • Who uses LinkedIn. • How LinkedIn works. • How to setup a LinkedIn profile. • How to turn your profile into a self-service lead generation tool. • How to stimulate referrals. • How to get the most out of LinkedIn.
  • 73. Want to know more? • Call: NZ Freephone 0800 100 900 or +64 (0)6 8342482 • Email: support@xplore.net • Visit: www.xplore.net • Follow: www.twitter.com/xploreNET • Become a fan of: www.facebook.com/xploreNET