how to-really-use-linked in-social recruiting programme-final-v1-handouts

Social Selling Programme!

More info & updates: reallyconnect.com! 1!

Bert Verdonck, Mike Clark & Naomi Johnson!@ReallyConnect!

company/really-connect!

groups/ReallyConnect!

reallyconnect.com!

Social Recruiting Programme - London!

Empowering the world’s professionals to energise their enterprises to connect !

with more companies in engaging ways!!!

” !Really Connect

“ !

Accessing the Webinars and Resource Centre !

! You can login to view the webinar recordings and access course materials by going to the resource centre http://www.reallylinkedin.co.uk/really-linkedin-webinar-recordings - Username: RLwebinar and Password: rlwebinar2013!

!! You can also receive additional support by joining our community: !! @ReallyConnect!

company/really-connect!groups/ReallyLinkedIn!



! Introduction, Expectations & Quick Recap!

! What is Social Selling?!! 3 fundamental principles of (online) networking!

! The 3 biggest problems!

! The 5 steps success strategy!

! Advanced search on autopilot!

! The 1st Degree Strategy!

! Accountability & next steps!

Agenda!

! They don’t allocate enough time after the training to implement it!

! They get stuck on ‘the doing’ because the training was theoretical!

! Didn’t have the depth of knowledge to ask valuable questions of the trainer!

! Other factors in the business blocked results (offer, product, reputation)!

! Unreasonable Expectations!

Why don’t people get results from training?!

We will…!! Research and Test Ideas !! Offer / Easy Next Step!! Develop Trust !! Work on company and personal

Branding !! Work on Rich Media Content !! Produce a list of highly targeted

candidates !! Measure results !! Offer practical step by step strategies !! Identify areas you can outsource !! The next steps after the search "!

Expectations!We won’t…!!! Close candidates !! Quality of your service !! Reputation / Strength of Trust !! Sales Copy !! Automatic assessment !! Do it for you !! Remove the need for an intake

conversation or candidate assessment "!"!

!



Recap!

Why LinkedIn is changing HR ...!








Agenda!



What is Social Recruiting?!!! Embracing the behavioural shift that has occurred!! Aligning your recruiting methods to match (stay in the game)!! More than embracing new technology and social platforms!! Use the power of employer branding!!

It’s about engaging with candidates in such a way that !you influence a candidate’s employment decision making process

to inspire them to make your company their first choice. !” !“ !

Social Recruiting vs. Traditional Recruiting!Social Recrui,ng Tradi,onal Recrui,ng

Timely Intrusive

Build Trust Burn Trust

Leverage other staff members Do it themselves

Strong online presence Poor online presence

Leverage referrals Bombard candidates with intrusive emails

Present on Social Networks Present on tradiAonal media only

Benefits of Social Recruiting (corporates)!! Your entire workforce become your referral base!! You attract the right quality of candidates!! The momentum you build is sustainable and highly attractive!! Candidates sell themselves to work for you!! Reduced agency fees (client of ours has saved £1M in fees)!! Decreased turnover of staff – as you attract the right people!! Overall reduced recruitment costs and increased motivation amongst

staff!!



Benefits of Social Recruiting (agencies)!! You build relationships with the natural networks of candidates!! You attract the right quality of candidates!! You add more value to your clients in the recruitment process!! The momentum you build is sustainable and highly attractive!! Candidates sell themselves when applying for a job !! Increased agency fees for the services you actually want to do!! More loyalty – as you attract the right people!! Overall shift in services, focusing on more high end, specialised services !








Agenda!

Fundamental Principle 1!the REAL Power is in the 2nd Degree!

! 1st Degree: everyone knows 250 people !! 2nd Degree: those 250 know 125 = 31.250!! 3rd Degree: 31.250 * 125 = 3.906.250 !! 4th Degree: 3.906.250 * 125 = 488.281.250!! 5th Degree: 488.281.250 * 125 = 61.035.156.250!



Fundamental Principle 1!the REAL Power is in the 2nd Degree!

Fundamental Principle 2!the Networking Attitude!!! Networking Attitude !

= sharing information in a reactive and proactive way !without expecting anything immediately in return!

" “Give and Receive”!!

Fundamental Principle 3!the “Know, Like & Trust” Factor!!

!“All things being equal people do business with !

– and refer business to – people they know, like and trust.”!!!

"" " ""Bob Burg (USA), Networking Expert!

!



LinkedIn Strategy Matrix© for Organizations!PASSIVE STRATEGIES ACTIVE STRATEGIES PROACTIVE STRATEGIES

Organization Branding, Job Openings, Products & Services - Company Profile - Showcase Pages

Branding, Ads, Job Posts, Interaction - Marketing Solutions (fee)- Sales Solutions(fee) - Talent Solutions (fee) - Company Status Updates

Market, Hire, Sell: - Marketing Solutions (fee) - Sales Solutions (fee)- Talent Solutions (fee)

CEO, Managers

Branding & Lead Generation - Personal Profile - Rich Media

Branding, Visibility, Interaction - Status Updates

Find: See below (all co-workers)

All Co-workers

Branding & Lead Generation - Personal Profile - Rich Media

Branding, Visibility, Interaction - Group Managers of internal and alumni Groups or external Groups - Active member of internal and external Groups - Content contribution - Status Updates - Share information & use Polls - Attend events and use LinkedIn Events

Find: - New customers -  New employees -  New partners -  New suppliers - Project members - Internal and external expertise

Fundamental Networking Principles

①  Your name !

②  Professional headline!

③  Contact details – Company website!

④  Summary & Experience!

⑤  Rich Media Content!

Profile Feedback – key findings!








Agenda!



3 Biggest Problems!

! Not having clear goals!

! Not knowing who the people in the best position are!to help you reach those goals!

! Not measuring activity or knowing how to!?!








Agenda!

5 Steps Success Strategy!

1.  Define a specific goal!

2.  Think of the people in the best position to help you reach your goal!

3.  Use “Advanced Search”!

4.  Look at the list for common contacts!

5.  Ask the person you have the best relationship with for a Magic Mail!



! Dear #1,!I’d like to introduced you to… "Your relationship - how we know each other ""Why we should connect!

! Dear #2, !I’d like to introduced you to… "Your relationship - how we know each other ""Why we should connect!

! Contact Details 2#:!Title:" "Phone/Mob: " "Email: " "Website:" "LinkedIn:!

! Contact Details 1#:!Title:" "Phone/Mob: " "Email: " "Website:" "LinkedIn:!

! Closing remarks!

Magic Mail Revisited!








Agenda!

AND!! AND means that both items MUST be present!

! Use it when too many results pop up!

Sales MarkeAng



OR!! OR means that either or both items will be present!

! Use it when you want more results (e.g. synonyms, plural, spelling)!

Sales MarkeAng

NOT!! NOT means that you want one and NOT the other!

! Use it when having a lot of results that have nothing to do with your topic!

Sales MarkeAng

(Parenthesis)!

! (Parenthesis) means that you want to group statements:!(Marketing OR Sales)!

(Manager OR Director OR VP)!

(Marketing OR Sales) AND (Manager OR Director OR VP)!

! Use it with separate group(s) of keywords and get combined results!



“Quotations”!! “Quotations” means that you want the exact phrase:!

“Looking for a new challenge”!“Sales Director”!

“Marketing Director”!!

“Sales Director” OR “Marketing Director” OR “Sales & Marketing Director”!!

! Use it with separate group(s) of keywords and get combined results!

All together now!! I met someone at an event, but what was his name again?!

!Was it Adam OR Alex?!

! Example with 50 names?!! What if you would have a list with 50 functions?!! What if you would have a list with 50 companies?!! What if you would combine it all?!

All together now!

! Revisit your goal!

! Create advanced boolean search strings in a text editor!! Title(s)!! Keywords!! Companies!

! Save the document for later updates & variations!



Saved Search!! What if you could receive a list of candidates?!! On a weekly basis?!! 3 easy steps:!

! Step 1: Use Advanced Search!! Step 2: Finetune with Boolean operators!! Step 3: Save your search and receive a weekly alert!

!!

! You can have up to 3 concurrent Saved Searches!!

How to FIND people that do NOT show up !in your LinkedIn search results? !

2 reasons!

! People have certain skills, expertise, experiences, functions or anything else they do NOT mention explicitly on their LinkedIn profile. !

! People described certain skills, expertise, experiences, functions or anything else in a slightly different way and you have not searched for these elements in particular. !










Agenda!

1.  Determine what kind of candidates you are looking for!2.  Determine your search query (using boolean searches)!3.  Who is already in your 1st degree that you have a trusted relationship with?!4.  If he/she has less than 100 connections browse through them and go to step 8!5.  Enter the ‘Title’ search query into your 1st degree search box (using Connections)!6.  Click on ‘Advanced Search’ – whilst in their profile!7.  Select 2nd degree only!8.  Select the industry/s, location, company/s you’re targeting !9.  Open up each profile in a new browser to identify if they match your criteria (shortcut!)!10. Copy suitable names into your spreadsheet!11. Send 1st degree an email containing names of possible contacts, &/OR!12. Call 1st degree and see who on the list they can introduce you to!13. Send 1st degree your Magic Mail draft!14. Update spreadsheet!15. Reply to Magic Mail(s) and book appointment(s)!

The 1st Degree Strategy – ‘step by step’!






! Keeping score with the TOP process!



Agenda!



Flick through your notes to identify what actions you’ll commit to taking over

the coming 3 weeks. !

Here are some others:!! Refine your search!! Update parts of your Profile or Company Page !! Populate your candidates spreadsheet !! Apply the 1st Degree Strategy!! Create Magic Mail templates!! Approach people on your leads list !! Schedule time in your diary to apply techniques to generate appointments !

Accountability – what are your actions? !






! Keeping score with the TOP process!



Agenda!

Bert Verdonck, Mike Clark & Naomi Johnson!@ReallyConnect!

company/really-connect!

groups/ReallyConnect!

reallyconnect.com!

Social Selling Programme - London!

how to-really-use-linked in-social recruiting programme-final-v1-handouts

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