linkedin for sales
DESCRIPTION
So you have a LinkedIn account, BIG DEAL! Unless you're actively using LinkedIn, you're losing more opportunities than you realize. This quick presentation helps sales professionals build credibility, align with clients and prospects, and uncover opportunities to grow revenue.TRANSCRIPT
LINKEDIN FOR SALESSOCIAL NETWORKING FOR SALES PROFESSIONALS
JASON MESIARIK
SALES TRAINER & PERFORMANCE CONSULTANT
AGENDA
Objectives Defining social media & social networking Aligning to business strategy
POST methodology LinkedIn
Building one’s profileSending InvitationsAnswersSearching for contactsSearching for business and competitive intelligence
Additional resources Next steps
At the end of this presentation, you will be able to:
Apply social and business networking to selling
Define and utilize the POST methodology to position more effectively with clients.
Produce credibility building capabilities in a social networking environment Build your professional profile and demonstrate value
Locate new client contacts
Uncover competitive intelligence Background & experience
Applications
Initiatives & results
OBJECTIVES
WEB 2.0 TECHNOLOGY
The Second Generation on the World Wide WebCommunicationSecure information sharingInteroperabilityCollaboration
• Social Media
–Created by PEOPLE
» User Generated Content
» Consumer Generated Media
–Highly available & scalable
–Inexpensive tools
–Anyone can access or publish information
SOCIAL MEDIA’S ADVANTAGES
Reach
Accessibility
Usability
Recency
Permanence
SOCIAL NETWORKING
Communities of UsersUse current Social Networks
Made visibleCommunicate within
Built usingProfilesRelationshipsCommentsMessaging
LINKEDIN FOR SALES?
LinkedIn works
BUT
only if youwork at it
POST METHODOLOGY
P = Assess the PEOPLE in your network
O = Use your network to explore and advance
OPPORTUNITIES
S = Plan your STRATEGY to align with new people
T = Exploit the TECHNOLOGY to your advantage
Adapted from Forrester®
YOU 2.0
Premise #1 YOU are a business
Define your “value proposition”
Market yourself
Premise #2 Social networking is business tool
LinkedIn is a business tool
Networking = marketing Fast Company ©2007
SOCIAL NETWORKING WITH LINKEDIN
Your profileConnectionsFinding new contactsInboxIntroductionsGroupsQuestionsReading List
How the world sees you!
PROFILE
COMMON PROFILE
The majority of members have similar profiles…
No details+ Nothing interesting No Value
Why would you contact this person?
What if this person contacted you?
USE YOUR PROFILE
Does it include keywords? specializations certifications skills experience
Are you delivering value? to the company to your clients
Keep it up to date.
GROUPS
Professional Interests Associations Conferences Networking
Personal Interests Non-Profits
Alumni Groups High Schools & Universities Corporations
Contact members directly Ask for advice Questions
Over 2,000 different security
groups!
ANSWERS
Ask, answer & read questions
Categorized
Very active
Can become an acknowledged expert!
READING LIST BY AMAZON
Professional DevelopmentKnowledgeCompetenciesSkills
ConfidencePersonalProfessional
Move from Novice to ExpertWatch others’ listsGain followers yourself
RECOMMENDATIONS
How do you get recommendations?
Actively solicit them from connections (employers, clients, colleagues)
Recommendations For Craig
Owner | Principal
GoodPeople
ADDING CONNECTIONS
Invite your contacts
Upload existing contacts into LinkedIn
Find past and present colleagues
Find past or present classmates
ADDING CONNECTIONS
The more contacts the better BUT
Make contact with people who matter to YOU
Don’t be surprised… It’s a small world & getting smaller
About LIONs LinkedIn Open Networkers Will link with anyone Are often recruiters or consultants
CONTACTS
These connections form the foundation of your Network
Can provide introductions
Can give recommendations
Can lend insight“I didn’t know that you
knew…”
EVERY CONTACT HAS CONNECTIONS
THE POWER OF PEOPLE IN A NETWORK
Six Degrees of Separation?
Just look at the power ofthree degrees…
New users added to my network in just one day
FIND NEW CONTACTS
Research Activity Find new contacts
OperationsSalesFinanceHR, etc.
Uncover business & competitive intelligenceExpertiseInitiativesApplications
SEARCH RESULTS
BUSINESS & COMPETITIVE INTELLIGENCE
Uncover:InitiativesProjects
ApplicationsBackground
AndMuchMore
INTRODUCTIONS & BUSINESS DEVELOPMENT
Use a business introduction to stimulate interest.
Focus on their KPIs, drivers and issues – not want you want…
Just do it…
REMEMBER THE SW RULE
Some Will…
Some Won’t…
So What…
Someone’s Waiting..
NEXT STEPS
1. Create your LinkedIn account
2. Update your profile
3. Add your connections1.Colleagues per company
2. Industry associates
3.Affiliates and customers
4.Other contacts
4. Add your Reading List1.Currently reading
2.Favorites & recommendations
LINKEDIN FOR SALES?
LinkedIn works
BUT
only if youwork at it
NEED MORE HELP ALONG THE WAY?
LIKE WHAT YOU SEE? WANT MORE?
CONNECT WITH ME
JASON MESIARIK