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Leveraging LinkedIn for Business Development
Today’s Presenters
Todays’ Content
1 2 3
Enhance
your
Brand, and use
it to engage
your
market
How to best use
LinkedIn.com &
the RPS licences for
business
development
activities
Tips and Tricks to
leverage your network
through effective
engagement
What every sales person is essentially saying
Clients aren’t always ready to buy ….
So think Like a Marketer
Leveraging LinkedIn for Business Development
Make your profile speak for itself
7
The anatomy of a well-branded profile
Engage with a
friendly &
professional
photo
Custom link
public profile
Be found
easily with a
descriptive
headline
Publish long
form content
for your
network to
read
8
Write a killer
summary that
talks about
you
Offer Insights
into you
& your
professional
life
Attach
YouTube
videos &
slideshare
presentations
Helpful Hint:
Look at your company brand and try to emulate and
extend the branding a style to your personal page
Why ask for Recommendations?
Decision Makers ….
76% Prefer to work with vendors recommended by
someone they know
73% Prefer to work with sales people recommended
to them
65% Of B2B decision makers say their network is
critical for checking references
Key Takeaways for
Personal Brand
1. Connecting … What’s in it for them?
2. Technology has changed what we do
3. Nurturing is part of the sales cycle.
Leveraging LinkedIn for Business Development
Educate First. Sell Second.
Curate or create?
Curation in 3 easy steps
Utilise LinkedIn Pulse for the most popular information
trending in your industry that day
Utilise Google Alerts for content
6 easy (and fast) ways to create your own content
1.Ask you candidate placements to answer questions about their new role
after 3 months
2.Ask your clients to guest post about industry issues
3.Ask Consultant’s in your business to write about why they chose a career in
recruitment and why they chose to work at your agency
4.Ask the owner of your business to write a post about why they love your
business
5.Provide your own commentary, insights, and notes on industry issues
6.Create checklists (list the one you are reading right now), and “how to
guides” for your prospective customers
Key Takeaways for Engaging
Think like a marketer. Interact with your network.
 Follow the 411
 Four curated post
 One created post
 One Company related post or
job
 Be a thought leader
 Be visual
 Be interactive
1
92% of B2B buyers engage
with sales professionals
who are known industry
thought leaders.
(Source: Survey of 1,500 LinkedIn members who influence or make B2B purchases and are Managers or above).
Leveraging LinkedIn for Business Development
(Source: Survey of 1,500 LinkedIn members who influence or make B2B purchases and are Managers or above).
20
B2B Influence?
According to a survey of B2B buyers or influencers on LinkedIn:
4%
87%
Only 4% had a favorable impression of a
salesperson who reached out cold.
But 87% had a favorable impression of a
salesperson who was introduced to them
through someone in their professional
network.
Linkedin.com vs. Recruiter Professional
Services License
21
Connect and talk
22
Using LinkedIn.com
Linkedin.com - Alumni
23
Using LinkedIn.com
24
25
26
27
Access ‘Groups’ from your Home Page
28
Groups Home Page
29
Groups can be a great place to find vacancies
30
Stay up to date with employers in your market
31
Following Companies
32
How do you follow a company?
What do I see?
As vacancies are
listed by the
employers you
follow they will
be served up to
you on a daily
basis
Stay informed on
who’s hiring??
Key Takeaways for BD on LinkedIn
1. Personalise the reason you connect
2. Leverage warm introductions
3. Search on the jobs of your prospects
4. Follow companies & groups.
Leveraging LinkedIn for Business Development
Recruiter Professional Services (RPS)
• Premium sourcing platform built specifically for
recruitment agencies for identifying and
contacting clients and candidates
• 100% reach of 350M+ LinkedIn members, find
and filter prospects, and directly engage the right
people with InMail
• Provides you with real time leads and insights
into prospecting into the right client at the right
time with the right message
Market intelligence – Map the entire market using the Insights tab
Leveraging LinkedIn for Business Development
Leveraging LinkedIn for Business Development
Market intelligence – Which companies are hiring?
Leveraging LinkedIn for Business Development
Leveraging LinkedIn for Business Development
Meet my unique – Who will hire a very specific person?
Leveraging LinkedIn for Business Development
Know when your prospective clients are
hiring using Saved Search Alerts
Leveraging LinkedIn for Business Development
Leveraging LinkedIn for Business Development
Leveraging LinkedIn for Business Development
Engage prospects using best practice InMail functionality
8 Golden rules of prospecting via InMail
1. Grab attention
2. Show them that you are
selective
3. Be conversational and
brief
4. Focus on the
relationship, not the sell
5. Time your outreach
6. Be patient
7. Include a call to action
8. Measure, learn, and
improve using InMail
Analytics
Fun Fact: 71% of buyers are more likely to engage if you
mention information about their business
50
Searching for ‘Jobs’ on LinkedIn
Key Takeaways
1. Build your market intelligence through
Advanced Filters and Insights
2. Receive hot leads of job vacancies through
Search Alerts
3. Contact your prospects using best practice
InMails
Topics we covered in todays session
 Build your brand
 Engage your network
 Recruit new clients
 Leverage commonalities
 Gain market intelligence
 Generate new leads
 Q&A
52
Start building your network now

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Social RecruitIn 2015 l Amplify your brand through social
Social RecruitIn 2015  l  Amplify your brand through socialSocial RecruitIn 2015  l  Amplify your brand through social
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Leveraging LinkedIn for Business Development

  • 3. Todays’ Content 1 2 3 Enhance your Brand, and use it to engage your market How to best use LinkedIn.com & the RPS licences for business development activities Tips and Tricks to leverage your network through effective engagement
  • 4. What every sales person is essentially saying
  • 5. Clients aren’t always ready to buy …. So think Like a Marketer
  • 7. Make your profile speak for itself 7 The anatomy of a well-branded profile Engage with a friendly & professional photo Custom link public profile Be found easily with a descriptive headline Publish long form content for your network to read
  • 8. 8 Write a killer summary that talks about you Offer Insights into you & your professional life Attach YouTube videos & slideshare presentations Helpful Hint: Look at your company brand and try to emulate and extend the branding a style to your personal page
  • 9. Why ask for Recommendations? Decision Makers …. 76% Prefer to work with vendors recommended by someone they know 73% Prefer to work with sales people recommended to them 65% Of B2B decision makers say their network is critical for checking references
  • 10. Key Takeaways for Personal Brand 1. Connecting … What’s in it for them? 2. Technology has changed what we do 3. Nurturing is part of the sales cycle.
  • 14. Curation in 3 easy steps
  • 15. Utilise LinkedIn Pulse for the most popular information trending in your industry that day
  • 16. Utilise Google Alerts for content
  • 17. 6 easy (and fast) ways to create your own content 1.Ask you candidate placements to answer questions about their new role after 3 months 2.Ask your clients to guest post about industry issues 3.Ask Consultant’s in your business to write about why they chose a career in recruitment and why they chose to work at your agency 4.Ask the owner of your business to write a post about why they love your business 5.Provide your own commentary, insights, and notes on industry issues 6.Create checklists (list the one you are reading right now), and “how to guides” for your prospective customers
  • 18. Key Takeaways for Engaging Think like a marketer. Interact with your network.  Follow the 411  Four curated post  One created post  One Company related post or job  Be a thought leader  Be visual  Be interactive 1 92% of B2B buyers engage with sales professionals who are known industry thought leaders. (Source: Survey of 1,500 LinkedIn members who influence or make B2B purchases and are Managers or above).
  • 20. (Source: Survey of 1,500 LinkedIn members who influence or make B2B purchases and are Managers or above). 20 B2B Influence? According to a survey of B2B buyers or influencers on LinkedIn: 4% 87% Only 4% had a favorable impression of a salesperson who reached out cold. But 87% had a favorable impression of a salesperson who was introduced to them through someone in their professional network.
  • 21. Linkedin.com vs. Recruiter Professional Services License 21
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  • 27. 27 Access ‘Groups’ from your Home Page
  • 29. 29 Groups can be a great place to find vacancies
  • 30. 30
  • 31. Stay up to date with employers in your market 31 Following Companies
  • 32. 32 How do you follow a company? What do I see? As vacancies are listed by the employers you follow they will be served up to you on a daily basis Stay informed on who’s hiring??
  • 33. Key Takeaways for BD on LinkedIn 1. Personalise the reason you connect 2. Leverage warm introductions 3. Search on the jobs of your prospects 4. Follow companies & groups.
  • 35. Recruiter Professional Services (RPS) • Premium sourcing platform built specifically for recruitment agencies for identifying and contacting clients and candidates • 100% reach of 350M+ LinkedIn members, find and filter prospects, and directly engage the right people with InMail • Provides you with real time leads and insights into prospecting into the right client at the right time with the right message
  • 36. Market intelligence – Map the entire market using the Insights tab
  • 39. Market intelligence – Which companies are hiring?
  • 42. Meet my unique – Who will hire a very specific person?
  • 44. Know when your prospective clients are hiring using Saved Search Alerts
  • 48. Engage prospects using best practice InMail functionality
  • 49. 8 Golden rules of prospecting via InMail 1. Grab attention 2. Show them that you are selective 3. Be conversational and brief 4. Focus on the relationship, not the sell 5. Time your outreach 6. Be patient 7. Include a call to action 8. Measure, learn, and improve using InMail Analytics Fun Fact: 71% of buyers are more likely to engage if you mention information about their business
  • 51. Key Takeaways 1. Build your market intelligence through Advanced Filters and Insights 2. Receive hot leads of job vacancies through Search Alerts 3. Contact your prospects using best practice InMails
  • 52. Topics we covered in todays session  Build your brand  Engage your network  Recruit new clients  Leverage commonalities  Gain market intelligence  Generate new leads  Q&A 52
  • 53. Start building your network now