utilizing linkedin as a power sales tool

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Utilizing LinkedIn as a Power Sales Tool

Presented by:

Valarie Sparks

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Heads in Beds Poll

• Group? Business Transient? Tour and Travel?

• Leisure?

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New Contacts Feature

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http://contacts.linkedin.com

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ContinualNetwork Engagement

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LinkedIn profile no longer solely a resume

“The LinkedIn profile has evolved and the people reaping the most benefits are the ones that have transformed their profiles from a resume into a business portal. Your profile should be used as a resource, not a resume.” – Koka Sexton

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LinkedIn Lingo

• 1st, 2nd 3rd Degree Connections

• “LinkedIn Member” search results

• “Group” next to someone’s name on profile

• Request to connect

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LinkedIn Lingo (Cont’d)

• LinkedIn Inbox

• Homepage

• InMail

• LinkedIn Groups – Start Discussions/Read Discussions/Start Own Group?

• Paid vs. Non Paid Membership

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LinkedIn Profile

Why do you and your organization matter?

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LinkedIn Company Page

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Four Places of Prime Real Estate on the LinkedIn Profile

•Photo

•Headline

•Summary 

•Experience (Rich Text Media)

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LinkedIn Etiquette 101

• Do not send a request to connect unless a mutual relationship of value has been established

• Personalized each invitation (6 steps required each time)

• Do not use the site to spam or promote – don’t make it about YOU.

• Do not ask for a recommendation unless you’ve sent one.

• Don’t endorse someone for a “generic” skill.

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Personalizing Invitations

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Accepting Stranger Requests

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New Biz Development

• I’m Going on a Trip, Who am I going to See?

• Target Accounts by Vertical Market

• Target Accounts by Geographical Market

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Social Intelligence Gained from Viewing a Profile Before Speaking

• Proper Spelling of Name

• Rapport Building Information

• Shared Connections

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Critical Settings

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Burning Questions