Using LinkedIN to Generate Sales Leads
LinkedIN provides the
Power of Networking To substantially
Grow your Business! Landau Design Reviews
Why Use LinkedIN? 59% of Fortune 500 execs use LinkedIN Over 119 million members, primarily USA 34 million site visitors per month
Using LinkedIN to Generate Sales Leads
Using LinkedIN to Generate Sales Leads
Be visible and professional on LinkedIn
Using LinkedIN to Generate Sales Leads
Save the privacy settings for Facebook
Who makes up your network? ďƒœ Connections usually come from Friends, former colleagues
Typical LinkedIN Network
Clients
Referral partners
Typical LinkedIN Network
ďƒœ LinkedIN is about building business, not keeping in touch! Using LinkedIN to Generate Sales Leads
Real Power is in 2nd Degree Network Focus on your network’s network
Using LinkedIN to Generate Sales Leads
Data Mine Your Connections
Using LinkedIN to Generate Sales Leads
Who are your customers? Define your audience Create a people search profile • Job Title • Company name • Job description • Industry keywords
Using LinkedIN to Generate Sales Leads
11 Ways to Generate Leads 1.
Complete your profile
2.
Send a connection invite within 24 hours of meeting a prospect.
3.
Use advanced search to find prospective buyers.
4.
Regularly deliver value to your 1st degree network
5.
Ask and answer questions in groups and Q&A
6.
Use group search feature to connect with networkers
7.
Create a group if you feel your company could fill a void
8.
Update status at least twice a week
9.
Create a poll to connect with network & prospects
10. Promote your events 11. Set weekly goals for using LinkedIN
Using LinkedIN to Generate Sales Leads
1. Complete your profile!! Let me say it again… Complete your profile! Profile must-haves • Fill in as much as you can about work history • Use keyword-rich title • Fill in general description • Professional photo • Put in website and blog URLs • Get personalized URL • Hook up all your social media using apps
Get recommendations key to generating interest! Join relevant groups
Using LinkedIN to Generate Sales Leads
2. Send Connection Invites Every time you meet a prospect, follow up by sending a LinkedIN invitation. Customize the invitation Make a point of connecting via LinkedIN within one week of invitation acceptance. • Send personal note • Comment on their company • Join a discussion in a group
Using LinkedIN to Generate Sales Leads
3. Advanced Search is a Gold Mine Ability to perform highly specific searches for people Search terms: • First & Last name • Industry • Company (current or previous) • Job title (current or previous) • Location • Keywords contained in the user’s online profile.
Using LinkedIN to Generate Sales Leads
Optimum Search Criteria Best search results use a combination of: • Industry • job title • keywords • location
Display search results based on relationship
Save searches for easy access
Using LinkedIN to Generate Sales Leads
Are they in your network? ďƒœ Once you find a prospect, are they in your network?
Using LinkedIN to Generate Sales Leads
4. Regularly deliver value Give more than you ask Provide status updates with useful information Give valuable information via groups and Q&A Send monthly in-mail with information of value to your network Generate polls and report results to network
Using LinkedIN to Generate Sales Leads
5. Ask & Answer Questions Who in your network is asking questions? What questions can you ask?
Using LinkedIN to Generate Sales Leads
6. User Group Search Brand new feature Allows you to find where your network is talking
Using LinkedIN to Generate Sales Leads
7. Create a Group Why create a group? • Establish yourself as a thought leader • Create arena for connecting with prospects • Opportunity for sending weekly messages to network • A way to help others and establish trust
Plan your group • Do you have time to manage it? • Do you have enough content? • How will you recruit members? • What are the guidelines?
Using LinkedIN to Generate Sales Leads
8. Update Status 2x/Week Easy way to connect with network (less than 1 minute!) People search results ordered by last updated profile – status update counts Inclusion in weekly status emails
Using LinkedIN to Generate Sales Leads
9. Create a Poll Create polls that ask about business needs 4 opportunities to connect • Ask your question • Use social media network to promote the poll • Report results via network, in groups, on blog • Provide solution
Keys for polls • Make it short • Ask question that they really want to know the answer • Put in optional comment question • Follow up with results!
Using LinkedIN to Generate Sales Leads
10. Promote your events Another opportunity to share Optimize event listing • Include event logo • Use enticing event title • Create short but intriguing description • Link to more details and registration page
Promote your event • Use inmail to sent personalized invitations and general invites to your entire network • When promoting via social media, drive them to LinkedIN event page • You want to get people to click on “I’m attending” button • Include on your company page • Run LinkedIN ads if budget allows
Using LinkedIN to Generate Sales Leads
11. Set weekly goals for LinkedIN Measure growth How many… • New connections will you make • Questions will you answer • Groups will you post in • Status updates will you make • Inmail notes will you send
Measure activity growth • How many people requested connections? • How many interactions did you have? • How many questions were answered?
Using LinkedIN to Generate Sales Leads
Using LinkedIN to Generate Sales Leads More questions? Please contact:
Bonnie Landau Landau Design Reviews
Bonnie@LandauDesign.com
805-640-1458