Leveraging LinkedIn for Business Development

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Build  Your personal brand

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What is the number one activity performed on

LinkedIn?

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The anatomy of a well-branded profile

Engaging, friendly picture

Custom public profile link

Be found easily with descriptive headline

Essential links

Killer summary

• Pictures • YouTube videos • SlideShare presentations

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Show, don’t tell: Use rich media in your profile Background

SUMMARY

Entrepreneur, risk taker, passionate, doer and solutions thinker. A ‘roll up your sleeves’, act like an owner and love what you do, person. I lead Talent Acquisition for Acme in EMEA across our sales organization, marketing solutions, and sales solutions team. Talent Acquisition transforms the future of an organization. Talent acquisition is about changing lives. Acme is a company where anything is possible!! You can transform your career in a heartbeat. Our culture is defined by our employees passions. Our values are the principles that guide our decisions and quite frankly it is an awesome place.

Experience

Recruiter Acme April 2010-Present (3 years 8 months)

Why is Acme so cool? Adventures in Sales at Acme

Acme is changing the world.

Engage  Your target audience

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Your personal status updates  3 tips for sharing successful updates

•  Include images, videos & presentations

•  Show, don’t tell

1. Be Visual

•  Stay top of mind

•  Showcase your knowledge

2. Be a thought leader in your network

•  Ask open ended questions

•  Tag other people @SamanNazemi

3. Make your updates more interactive

“I have a high InMail response rate, and I attribute that in part to the fact that I’m putting out compelling information in my status updates. You have to build your brand alongside using LinkedIn to reach out. You have to build those relationships.”

Evelyn Milani President, Avanti Recruitment Solutions

92%

Fun Fact 92% of B2B buyers engage with sales professionals who are known industry thought leaders. Don’t overlook the value of sharing your knowledge.

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Participate in Groups

•  Specific industry verticals and business segments

•  Targeted locations

1. Join targeted Groups

•  Develop a posting cadence

•  Mimic top contributors’ behavior

2. Don’t be idle

•  Add your thoughts to an ongoing thread

•  Share relevant posts with the group

3. Post, don’t sell

5x Fun Fact Members who use Groups are 5x more likely to get profile views from people outside their network. Start participating today to get your brand out there!

 3 tips for becoming a Group engagement guru

Name Drop •  Not a strong connection

•  Not comfortable making intro

•  Connected to several colleagues

LinkedIn Presence •  Recommendations

•  Endorsements

•  Publications

LinkedIn Profile •  Summary

•  Interests

•  School

•  Career

•  Shared article

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InMail playbook

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Social InMail framework

Social

Who you are Why you are reaching out

Insights / WOW factor What we do to help you

Call to Action

Be Creative…

PROAD

PROAD

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LinkedIn profile - Summary

Social

Who & Why

WOW Factor

Call to Action

Alice Hun

Alice

Alice Hun

Alice Hun

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LinkedIn profile - Interests

Social

Who & Why

WOW Factor

Call to Action

Mary Tulan

Hi John,

Magnetic Management’s

Magnetic Management

John Smith

Mary is our marketing master

John Smith

Mary Tulan

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LinkedIn profile - Career

Social

Who & Why

WOW Factor

Call to Action

Ian Idle

JHK Inc

Ian,

JHK Inc.

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LinkedIn profile - School

Social

Who & Why

Call to Action

fferst@gmail.com

Fiona Ferst

Fiona Ferst

Fiona,

Lorten Management

Recruit  New clients

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Recruit new clients Leverage mutual connections to warm up cold leads

According to a survey of B2B buyers or influencers on LinkedIn: Only 4% had a favorable impression of a salesperson who reached out cold.

4%

But 87% had a favorable impression of a salesperson who was introduced to them through someone in their professional network. 87%

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Alumni functionality  Warm up prospects who share a mutual love for your alma mater

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Company & Career Pages  Search your prospect’s Company & Career Pages to gather

information and find common connections

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LinkedIn Groups  Reach out to job posters to help fill their open reqs

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Generate new leads  Keep tabs on targeted clients & prospects with Search Alerts in

Recruiter Professional Services

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Gain market intelligence  Use Recruiter Professional Services (RPS) to learn who’s

actively hiring

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Key takeaways  Your LinkedIn business development strategy

Build a profile that markets to clients and candidates

Engage your network to stay top of mind •  Personal status updates

Recruit new clients by leveraging commonalities •  Alumni functionality •  LinkedIn Groups •  Company & Career Pages

Gain market intelligence & generate new leads •  Follow client Company Pages •  Use refinement filters + search alerts in RPS