Seven Secrets to Selling with LinkedIn

Ted HulsyVP of Marketing, eFolder678-888-0700 x151ehulsy@efolder.net

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A LinkedIn Story

“Hey, we both know Arlin Sorensen… want to join our sushi lunch & learn?”

Recommendation:“Ted Hulsy has been a friend and partner…”

“Anyone who gets that kind of recommendation from Arlin, gets my attention…”

Erik ThorsellBDR Jedi Master

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Change

• Buying process has fundamentally changed– Clients are on social networks– Clients are more informed– Clients are less responsive

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Social Networking Revolution

164 mil 38 mil 37 mil

Monthly visitors:

Source: CommScore, Jan 2012

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Clients are more informed

…and in every industry

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Clients are less responsive

* Source: FTC http://www.ftc.gov/opa/2011/11/dnc.shtm** Source: Connectandsell.com, 2011

210M*

4.5%**

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“It’s not what you know, it’s who you know.”

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“It’s not what you know, it’s who you know.”

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“It’s really what you do with who you know and

who they know.”

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1. Lead by Example

10

Four P’s of Pimping Your Profile:photo, polish, people, and propagate

About.me

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2. Practice Zero Inbox on LinkedIn

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3. Spend Some Money, to Make Some

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4. Find Needles in Haystacks

LinkedIn Premium Filters

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5. Targeted Invites

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6. Leverage Your Second Degree to Sell

Decision Maker YOU

Co-worker

Co-worker

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7. Internal Team Training is Essential

Q&A and Discussion