linkedin for sales jones lang lasalle · title: microsoft powerpoint - 4a6ff490-01c1-082d05.ppt...

Copyright 2009 Patrick O’Malley Corporate Training Pg 1

LinkedIn For SalesJones Lang Lasalle

Contact Information:

Patrick O’Malley(617)-PATRICKwww.PatrickOMalley.comwww.617-patrick.compat@PatrickOMalley.com


Goals/Objectives• You will

– understand the basic concepts of LinkedIn to• create a profile• set up your network• use LinkedIn for research

– understand how to use LinkedIn for • prospecting• cold calling• setting up a meeting & entertaining• keeping in touch

– learn a few of my “Missing LinkedIn Tips”


Why Am I Here? • I do keynote speeches and corporate training

– LinkedIn– Facebook, Twitter, Social Media– Internet Marketing– Google SEO & PPC

• VP of Operations for search engine that was tied with Google in 2000

• I do NOT work for LinkedIn


Outline• Social networking today vs 10 years ago• What is LinkedIn?

– Your LinkedIn “profile”– Searching for others– Building a network– 1st, 2nd, and 3rd level “connections”– More profile tips– Other features

• Along the way– Some of my “Missing LinkedIn Tips”– Some exercises– Mistakes to avoid


Social Networking • 10 years ago

– who is the decision maker in some target company

– do I know someone there– learn what I can about the decision maker

• What if information was more available?• Today

– Information is available everywhere…


What Is LinkedIn?

• A web site http://www.LinkedIn.com– Profiles, not “resumes”– Each Profile has a database of “friends”


LinkedIn For Sales - My Opinion

• A Rolodex or Address Book that gets updated when people move

• A research tool• Many other things


What Does A Profile Look Like


Create A Profile• Make it simple

– Not a resume– Add

• Companies• Schools• Years

– For a LinkedIn tutorial • Google “LinkedIn tutorial”• or go http://www.patrickomalley.com

– Resources• Go to bottom to Jones, Lang, Lasalle link


Missing LinkedIn Tips• Misspell your last name?

– See my web page for details and video• http://www.the-linkedin-speaker.com/blog/2009/01/27/missing-

linkedin-tip-%e2%80%93-misspell-your-last-name-in-your-linkedin-profile/

• Maiden name• http://www.the-linkedin-speaker.com/blog/2009/04/15/linkedin-

training-best-way-to-put-your-maiden-name-linkedin-profile/

• Nickname• Yours ….


Specific JLL Request• Help avoid “informational interviews”• Specify how you want to be contacted

– Edit Profile– Go to bottom– Specify how you want to be contacted

• Upper right – Account Settings– Email Notifications (on left)


Specific JLL Request• Help avoid “informational interviews”

– Make a spam email address your primary address?


Privacy Concerns? • Upper right

– Account Settings– Email Notifications (on left)

• Prevent your connections from seeing your other connections?– http://www.the-linkedin-speaker.com/blog/2009/05/29/linkedin-

training-tip-hiding-your-connections/


Adding Friends (Connections)• Find colleagues and friends

– My favorite reason to get started with LinkedIn• Example


LinkedIn – Rolodex

• Rolodex or Address Book– Connections, i.e. friends

• 1st level connections

– Keep contact when they move• Deb Lavoie story


Exercise• Who would you connect to?

– Former workers– College roommates, friends, social club members, teammates– High school friends– Neighborhood groups– Parent groups– Military friends– Childhood friends, i.e. Cub Scout, Girl Scout, Baseball,

Gymnastics, …– People you met at conventions– Relatives– Others


How To Make “Connections”

• Search for someone (upper right)• Someone invites you• Alternative

– Give LinkedIn email addresses in bulk– See my web page

• http://www.patrickomalley.com/elearning_linkedin_add_text_file_of_email_addresses.html


Missing LinkedIn Tip

• Don’t invite people you don’t know!• If 5 people say “IDK” you, you are

“blacklisted”• Apologize, and you get 5 more


See Someone Else’s Connections

• Look at their profile – you must be a 1st level connection (i.e. their

LinkedIn friend )– click Connections (5 lines under their name)

• Rules?– Useful for strong referrals– Be careful not to overstep boundaries


Buying & Selling 10 years ago …

• Ask people you trust about …– Personal

• doctor• auto mechanic• et cetera

– Business• Someone who knows commercial real estate

• How many people can you realistically ask?


Ask People You Trust

You

Friends & Business

Associates


Ask People THEY Trust?Friends & Business

AssociatesPeople they

know

You


Connections1st Level

Connections2nd Level

Connections

Needs Real Estate consulting

is looking for a sales job

VP of Operations at EMC

You


Connections And Levels

• 2nd level connections are “friends of friends”

• Heart & Soul of LinkedIn• Beauty of mathematics

• 50 times 50 = 2500• 200 times 200 = 40,000


3rd Level Connections

• 3rd level connections are “friends of friends of friends”


Elements Of Sales• Prospecting, Lead generation• Cold calls• Research

– First meetings• Referrals

– The bigger your network, the more you get– Call the person you know

• People find out about you• People are reminded about you• Keep in touch


LinkedIn – Sales Research Tool

• Use Search People (in upper right corner)– By function– By company – By skill

• My web page – http://www.the-linkedin-

speaker.com/blog/2009/05/04/linkedin-training-tip-search-people-search-profiles/



• Prospecting, Lead generation– Who is your target?– Advanced Search


LinkedIn – Advanced Search

• Upper right hand corner• Search by

– location– title– company


Prospecting

• Search– Advanced search

• Find someone?– Do you know someone that knows the decision

maker?– Play nice, LinkedIn style

• Ask for an Introduction through some “connection”

– or …• Call the intermediate contact directly


Cold calling

• Look up the target person’s profile• Do you know someone who knows them?• Look on the right hand side of their profile



• First meeting– Scrutinize their profile

• Former companies• Schools• “Interests” at the bottom

• To entertain them …


Keeping In Touch• Emails

– To get all email addresses for connections• http://www.the-linkedin-speaker.com/blog/2009/05/12/linkedin-

training-tip-exporting-your-connections-or-how-do-i-send-a-bulk-email-to-my-connections-mass/

– Careful• Updates remind them of you

– your status field– picture– answer questions– get new connections– profile


Building Your LinkedIn Network

• Philosophies– Only people you trust– Anyone you know?– Anyone at all?

• LIONs


Building Your LinkedIn Network

• Benefits to a bigger network– More contacts to refer you– Less “known” contacts

• My philosophy– Business card Rolodex – Bye, bye business cards


LinkedIn Q & A

• Sales tool?– Show you can provide solutions– Find people who need your help

• Navigation– Answers at top– Find your category


Rewind - Back To Profile

• Your Professional Headline– Not your title– Marketing slogan– Shows up in a lot of places, including Q&A


Professional Headline

• Blog entry at– http://www.the-linkedin-speaker.com/blog/2009/05/07/linkedin-

training-tip-professional-headline-should-be-a-marketing-phrase-not-your-job-title/


More Profile Tips

• Put contact info at top of Summary field– Against “the LinkedIn law”

• Add “keywords”– Every word is searchable– Put CPA and Certified Public Accountant


Miscellaneous LinkedIn Features

• Groups– Join ones related to your industry– Join ones that your “targets” would join

• Recommendations (Formal)• Events• Services

– Company (at top) -> Services -> Real Estate• More…


More?

• My website– www.PatrickOmalley.com– Left navigation

• Resources -> Jones, Lang, and Lasalle• LinkedIn videos and tips• LinkedIn Blog

• I will send you an invite, or invite me


Summary Of Goals/Objectives• You now

– understand the basic concepts of LinkedIn• create a profile• set up your network• use LinkedIn for research

– understand how to use LinkedIn for • prospecting• cold calling• setting up a meeting & entertaining• keeping in touch

– learn a few of my “Missing LinkedIn Tips”


Conclusion

• Power of a “friends of friends” network• LinkedIn will be huge

– something like it?– best right now

• If you don’t use LinkedIn, …


The End

linkedin for sales jones lang lasalle · title: microsoft powerpoint - 4a6ff490-01c1-082d05.ppt...

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