Presented by LinkedIn-Pro.com In Partnership with
LinkedIn Lead Generation MasterClass to exceed your sales & marketing goals
Salina Yeung CEO of LinkedIn-Pro.com Kudos to Antony Martini & Alex Panican
Hello World, I’m Salina!
#InItWithSalina salina@linkedin-pro.com
LinkedIn-Pro.com - Go-to platform about LinkedIn, helps brands and individuals to: Optimise their personal and company profile to reach highest visibility Achieve content marketing and brand awareness success on LinkedIn Generate high quality leads for your business Trusted by:
3 Ground RULES • • •
We’re all here to learn! There’s no such thing as stupid questions but use the Q&A box to ask your questions Have Fun!
It’s Poll Time!
Before we begin, let’s get to know the mood in the room
Interactive Game 1. Grab Your Phone 2. Go to www.Menti.com 3. Enter 62 56 10 8 and vote!
AG EN DA Salina Yeung
Consult[In] Businesses and Individuals to achieve their goals
1
LinkedIn Overview
2
6 Questions you should ask before your Outreach Strategy
3
Higher Social Selling Score creates more Business Opportunities
4
InMail Best Practice
5
LinkedIn Lead Gen Form & Company Analytics
6
BONUS!
7
Q&A
706M 33M 24M 68M Members
Companies
Open Jobs
Senior-Exes
54M
190B
Business Decision Makers Updates viewed
An intent-driven mindset
A professional audience
A higher quality environment
Becoming a daily news destination
10 pieces of content are consumed before a B2B decision is made
15x
more engagement with content posts than jobs
9 Billion+
content impressions a week
73%
B2B buyers are doing business research on LinkedIn during workday
46%
of social media traffic coming to your company site are from LinkedIn
78%
B2B leads are coming from LinkedIn
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Our Members Engage With A Professional Mindset
Professional network users connect with brands that align with drive for success
Personal Networks
Professional Networks
“Spend Time”
“Invest Time”
Info on friends
Career info
Info on personal interests
Updates on brands
Entertainment updates
Current affairs
Source: The Mindset Divide research study, TNS, September 2019
Consumers approach platforms with distinct intents People come to LinkedIn to achieve their ambitions, not just to be entertained
LinkedIn Stay up to date with friends Be entertained
15 %
Improve my financial status Improve my career Search for new opportunities
77 %
8 %
Learn from leaders and experts Manage my life better
30 %
60 % 40 %
13 %
17 % 20 % 59 % 55 %
51 % 21 %
10 %
10 %
7 %
11 %
13 % 21 %
17 % 17 %
LinkedIn is the most trusted social media platform.
Which platform do you feel the safest participating in or posting on? Source: Business Insider Intelligence 'Digital Trust Report' 2020
Which platform is least likely to show you fake news, scams, or click bait?
Which platform shows you the most relevant ads/ sponsored content?
Lead Generation The process of collecting names and contact information about qualified prospects.
6
Questions you should ask before your Outreach Strategy
Source: Harvard Business Review 2020
Higher Social Selling Score creates more Business Opportunities
What’s Social Selling? leveraging your social network to find the right prospects, build trusted relationships, and ultimately, achieve your sales goals.
Intro to LinkedIn Social Selling Index www.linkedin.com/sales/ssi
Create a professional brand
Who would you trust?
How does All-Star profile help you?
% 50
% 92
B2B buyers avoid reps with incomplete profiles
B2B buyers will engage with sellers known as industry thought leaders.
A Cheat Sheet to an All-Star Status 1. Profile Photo 2. Industry & Location 3. Summary 4. Experience 5. Pictures & Videos 6. Education 7. Skills & Endorsements 8. At least 50 Connections —> Share with your a link and I’ll send you a ONE-Pager Pro Tip: Add SEO keywords to your LI Profile
Focus on the right prospect
#1 Company Employees via Search bar
#2 Use all filters using keywords on Search bar
1. People 2. Jobs 3. Posts 4. Companies 5. Groups 6. Schools 7. Events
#3 Leverage “Who viewed your profile” feature
#3 Use Alumni Search www.linkedin.com/edu/alumni
PRO TIP: ADD NEW CONNECTIONS AFTER AN EVENT
Scan QR Code
Engage with Insights
ENGAGE WITH INSIGHTS
Follow Influencers and Companies #InItWithSalina
ENGAGE WITH INSIGHTS
Update your Connection On your current status Pro Tip: Tag people + Company
ENGAGE WITH INSIGHTS
Share your expertise Publish articles
ENGAGE WITH INSIGHTS
Ask for / Give Advice
ENGAGE WITH INSIGHTS
Like, Comment, & Share! #InItWithSalina
Build a Content Strategy
Design Content for all stages of the funnel
Reach
Nurture
Acquire
• Blog posts • Infographics
• Industry trends • Influencer content
• Client testimonials • Product webinars • E-books • Whitepaper • Case studies
• Free trials • Live demos
* LinkedIn ReThink the B2B Buyer’s Journey, Jul-Aug 2018 research. Global
• Product/service sign-ups • Set up a meeting
60% Suggested
30% Suggested
10% Suggested
Trending Topics & Hashtags
Insights to help inform our communityÂ
Top Ten Trending #Hashtags September 2020 #Coronavirus #Covid19 #Marketing #Remoteworking #Leadership #Hiring #Business #Jobs #Recruitment
Top Ten Trending #Hashtags 1-10 October 2020 #COVID19 #Coronavirus #DigitalTransformation
Conversations on LinkedIn are shifting in relation to today’s environment
#Realestate #Jobs #DigitalMarketing #Leadership #Innovation #Recruitment Source: LinkedIn Platform Data, Sep-Oct 2020
% of Posts by trending topics
Culture and community • Virtual collaboration tools (1.4%) • Productivity (1.1%) • Learning new skills (2.5%)
Health and well-being • ProHealth (2.6%) • Employee health (0.4%)
Since February, engagement on coronavirusrelated topics continue to increase across regions and industries LinkedIn internal data, % of posts by key topics (Aug)
• Personal health (0.1%)
Business and productivity • Gig economy (4.9%) • Going digital (2.2%) • Connectivity and bandwidth (1.5%) • Supply chain (0.4%) • Travel plans and contingencies (0.04%)
Build trusted Relationship
5 Key Steps
Address Common Painpoints
Story Telling
Relevance
Valuable
Call to Action
InMail Best Practice What’s it?
A credible, private, and customized messaging tool helping you contact any LinkedIn user, including 2nd and 3rd degree connections.
Dos & Don’ts on LinkedIn InMails
1
Start with your LI Connection or Choose a Credible Sender
2
Write a catchy subject line
3
Personalise your message (Research their profile, look for common interests, connections/work experiences)
4
Avoid LONG message - Keep it short & sweet (150 words or less)
5
End with a CLEAR Call-To Action
6
Have a strong All-Star LinkedIn Profile
#1 Effective InMail Example
#2 Effective InMail Example
#3 Effective InMail Example
LinkedIn-Pro.com
Leverage LinkedIn Company Page Analytics
Companies with completed and active pages are more successful at achieving growth objectives
11x
5x Lift in page views
7x Average impressions per follower
Lift in clicks per follower
2x Higher Content Marketing Score
Know & grow your audience
Understand who’s visiting your Page and what content is driving the most engagement
At a glance, see performance over custom date ranges Get to know your followers, visitors and update analytics with demographic charts
Know & grow your audience
Understand who’s following your Page and your audience demographics data
Know & grow your audience
Discover trending content with your target audience Refine insights by job function, industry, seniority, and more.
See content and topics your followers/ audiences are engaging with, across LinkedIn.
Join the conversations that matter
Post and respond on the go
Manage your Page and post content through the LinkedIn mobile app.
Know & grow your audience
Guide visitor behaviors with a customizable call-to-action
Customize to say anything: o Contact us o Sign up Visit website
o Learn more o Register o Subscribe
** BONUS** LinkedIn-Pro Highlights
https://linkedin-pro.com/7-steps-to-ryp-guide/
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THANK YOU!
#InItWithSalina salina@linkedin-pro.com
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