Your LinkedIn profile is a vital part of your marketing strategy and never so if you're marketing yourself online. Interrupt the buying decision and become your prospects trusted advisor.
TheProfile.Company
Naomi@TheProfile.Company
07723 602 353
2. About:
• Founder of TheProfile.Company
• Author of ‘What to Put on Your LinkedIn Profile’ &
‘Grassroots to Green Shoots’
• Written profiles for individuals in Canon, Asda,
Oracle, Facebook, Coca-Cola
• Ran the ‘Rock Your Profile’ stand at LinkedIn’s
annual EMEA conference Talent Connect twice,
plus Social RecruitIn
Expert LinkedIn Profile Writer
How to Get Leads and What To Do With Them
Author | Speaker | Sugar-Free Vegan
TheProfile.Company
3. How important is
?
TheProfile.Company
• LinkedIn is the biggest online
professional network in the world
• 440M worldwide, 17M UK & 84M EU members
• +3M company pages
• +2M LinkedIn Groups
• > 2 new members per second!
• LinkedIn shows you how you are connected
4. 1 Why LinkedIn
Agenda – Part One
2 Succeed on LinkedIn
3 Setting Your Outcomes
4 Importance of Profile
5 The Buying Journey
8. Proactive
Searching for prospects & asking to connect
Asking for introductions
Sending InMails
Active
Commenting in groups
Status Updates
Publishing content
Passive
Your Profile
TheProfile.Company
10. Reasons People Fail on LinkedIn
Don’t have a clear outcome
Don’t add value to their prospects
Don’t stand for something
Profile doesn’t engage prospects
No call to action for prospects
Doesn’t match the buying psychology of a prospect
Unclear what value they bring and the problem they solve
TheProfile.Company
MOST OF THESE ARE RELATED TO YOUR PROFILE
11. Reasons People Succeed on LinkedIn
Set clear business outcomes
Follow a set strategy appropriate for their business
Stand for something
Clear call to action
Profile establishes and transfers trust
TheProfile.Company
13. The human mind is programmed
to stereotype and pigeonhole
information –
it is our responsibility to ensure
we’re put in the right hole!
TheProfile.Company
14. It’s now the norm to research
prospects, candidates, suppliers
and colleagues on LinkedIn before
meeting
First Impressions Count
TheProfile.Company
15. TheProfile.Company
Not a Prospect Prospect
Know they have a
problem and are looking
for your solution
Know they have a
problem but don’t know a
solution exists
No idea they have a
problem
1
2
4
3
Refer you to others
Build awareness of the
problem and solution
Identify your prospects
and recommend you
16. TheProfile.Company
Today 57% of a
buying decision is
made online before a
sales representative
gets involved
LinkedIn & Altimeter Group 2014
TheProfile.Company
Consider the
Buying Journey of
your Prospect
17. TheProfile.Company
A well constructed profile:
Interrupt the buying process and position you as a
trusted advisor
Attract highly targeted leads that are pre-sold
Dramatically shortening the sales cycle
Become easily to refer
18. TheProfile.Company
The Buying Journey
Who is researching? What time of day?
How do you want prospects to get in touch? What
obstacles might stop them?
What information do they need to know to move
forward in their research/buying decision?
Can they ‘buy into you’ as a person?
How can they easily opt-in to follow you?
19. TheProfile.Company
Profile Principles
Now body cares about you until you become relevant
to them
Your Profile is about you but not for you
Capture attention quickly outlining problem you solve
Build rapport by sharing something of you
Consider purpose of all content