Growing Your Business With LinkedIn | Commercial Brokers Group
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Wendy Soucie presents to the Madison Commercial Brokers Group at the American Center in Madison WI. Commercial Brokers and Developers can easily use a business networking tool like LinkedIn to develop better referral connections and drive more opportunity.
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Growing Your Business With LinkedIn | Commercial Brokers Group
- 1. Social Media S i l M di Growing Business With LinkedIn Growing Business With LinkedIn Commercial Broker Group June 2, 2010 June 2 2010 25 years + experience B2B ‐ B2B manufacturing / professional service firms. f t i / f i l i fi Unique focus ‐ technical products and engineering. Based in the Midwest with national reach.
- 2. Who is “Wendy Soucie?” 48,000 results to l choose from Wendy Soucie 2 © Copyright 2003‐2010 ‐ Wendy Soucie Consulting LLC All Rights Reserved
- 3. Social Media Business Strategy Goal 16,000 ft 16 000 ft Strategy Tools 3 © Copyright 2009 Wendy Soucie Consulting LLC ‐ All Rights Reserved
- 4. Social Media Tool ‐ LinkedIn Business Networking Site • Online CV • Online address book • Networking • Professional & interactive • Share content of value
- 5. How can LinkedIn help? Extend your geographic reach Make referrals easier Manage your online M li reputation Find others, be found and be Find others be found and be introduced Discover inside connections Discover inside connections Strictly for business and free 5
- 6. LinkedIn Details Controlled Link to your Link to your connections blog/RSS Feed Address book Address book More business Prospect book related applications 6
- 7. Consider Sponsored Ads Members •68M World Wide 68M World Wide •32M U.S. Based Who You Can Target 7 9M B i D ii M k •7.9M Business Decision Makers •5.5M High Tech Managers •1.3M Small Business Owners •4.2M Corporate Executives Target a Specific Audience •By geography By geography •By job function and seniority •By industry and company size •By gender and age •By gender and age
- 9. Strategy ‐ Branding Personal – Marketing focused keyword Marketing focused, keyword enhanced – Applications showcase portfolio Company – Company message standardized – Collects past/current Collects past/current employees – And now you can follow y 9 © Copyright 2003‐2010 ‐ Wendy Soucie Consulting LLC ‐ Integrated Alliances ‐ All Rights Reserved
- 10. NCP Model – A Methodology Determine Business Goals First Business Profiles Profiles Network Search Communicate Applications © Copyright 2003‐2010 ‐ Wendy Soucie Consulting LLC ‐ Integrated Alliances ‐ All Rights Reserved 10
- 11. Step 1 ‐ A GREAT LinkedIn Profile Your Identity on LinkedIn Match the official company story Use Firefox Browser U Fi f B You wouldn’t walk into a first meeting in your swim shorts… don’t network without a complete profile. MARKETING‐ORIENTED, Focused on KEYWORDS that attract others 11
- 13. Update Ideas • Link to a newsworthy web posting or news item • Offer a brief piece of advice p p y • Invite people to connect with you on Twitter/Facebook • A link to article in which YOU/Association were / quoted • Update contacts on key activities p y • Share some of your volunteer/civic activities © Copyright 2003‐2010 ‐ Wendy Soucie Consulting LLC ‐ Integrated Alliances ‐ All Rights Reserved 13
- 14. Business Applications on LinkedIn c c c © Copyright 2003‐2010 ‐ Wendy Soucie Consulting LLC ‐ Integrated Alliances ‐ All Rights Reserved 14
- 15. Add Slideshare • Create slide set Create slide set for your brochure • Add application to Add application to LinkedIn profile • W h Watch copyrights i h © Copyright 2003‐2010 ‐ Wendy Soucie Consulting LLC ‐ Integrated Alliances ‐ All Rights Reserved 15
- 16. Why would I want a network? • Why a Big Network? – More prospects – More INBOUND calls • Why a Smaller Network? – Control communications Control communications – Verify first tier connections © Copyright 2003‐2009 ‐ Integrated 16 Alliances ‐ All Rights Reserved
- 17. Invite Others to Your Network Only invite people already on LinkedIn! • Invite Small Groups of Individuals • Invite Individuals • Invite people from the groups you join Tip – Use the LinkedIn Outlook toolbar to help you identify those already on to help you identify those already on LinkedIn and promote your profile © Copyright 2003‐2009 ‐ Integrated 17 Alliances ‐ All Rights Reserved
- 18. Using Groups for Networks Why join • Mini organizations • Most every interest • General or geography based General or geography based groups Group Statistics • Create/Manage up to 10 groups • JOIN up to 50 JOIN up to 50 • Largest group is almost 200,000 members • 425 000 + Groups 425,000 + Groups
- 19. Getting Business Done… Sales Prospecting Sales Prospecting Marketing ‐ Online Business Partnerships Channel Partner Relations Executive Networking Staffing and Recruiting Staffing and Recruiting © Copyright 2003‐2009 ‐ Integrated 19 Alliances ‐ All Rights Reserved
- 20. On the sales side… LinkedIn helps… Li k dI h l Hunters Looking for NEW business Hunters – Looking for NEW business Account Managers – Named/Targeted Accounts Farmers – More business from Existing Accounts Territory Reps ‐ Working a specific Territory Industry Reps ‐ Working a Vertical Market 20
- 21. On the Marketing Side… • Join the right LinkedIn Groups • Th t’ h That’s where the partners th t and customers are! Commercial Real Estate ‐112 Wisconsin Commercial Real Estate ‐ 1 Better yet, start your own LinkedIn Group! 21
- 22. What you can do today in LinkedIn • Develop a personal and organizational strategy on LinkedIn • Complete your LI profile 100% • Invite friends customers suppliers influencers Invite friends, customers, suppliers, influencers, partners, collaborators to connect • Ask for testimonials • Join relevant groups or start your own • Post topical and newsworthy articles • Ask and answer questions Ask and answer questions • Promote your LinkedIn profile in email, blog, website and print
- 23. Not sure whether to Not sure whether to invest the time or invest the time or budget?
- 24. Invest 20 minutes a day for 2 weeks • Take 50 of your current customers/prospects Take 50 of your current customers/prospects • Put them into a spreadsheet and look them up in LinkedIn, Facebook, Twitter up in LinkedIn Facebook Twitter • Visit each contact every other day • Just respond to what you see 24 © Copyright 2010 xeesm.com/wendysoucie | www.wendysoucie.com | www.socialminutes.com ‐ All Rights Reserved
- 26. Strategic Alliances • Wendy Soucie Consulting – www.wendysoucie.com • Founder/Principal • Integrated Alliances • Regional Executive Director – WI • End Result Marketing End Result Marketing • Nurture marketing and research • Social Media Academy • C tifi d S i l M di C Certified Social Media Consultant lt t • Founding Gold Member and Alumni • Black Diamond Consultant • Xeesm – Social CRM Social CRM • Business Partner ‐ Wisconsin Photo credits – Istockphoto.com and Wendy Soucie p y © Copyright 2009 Wendy Soucie 26 Consulting LLC ‐ All Rights Reserved
- 27. We provide: d Technical Product Expertise Manufacturing experience g p Social media assessments Marketing best practices Thought leadership Thought leadership strategies Social media building blocks Training on tools and strategy Implementation help and coaching I l i h l d hi p Network . Contribute . Participate Social web links: http://xeesm.com/wendysoucie © Copyright 2003‐2010 ‐ Wendy Soucie Consulting LLC ‐ Integrated Alliances ‐ All 27 Rights Reserved