1. Sales Solutions
Profit From Your Profile:
How to Generate New Business Using LinkedIn
Anita Windisman – Sales Product Consultant

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Agenda
§ Top 10 Tips for optimizing your profile for generating
inbound leads
§ “Who’s Viewed Your Profile”: a way to monitor your
efforts in attracting inbound leads
§ Social Selling Resources

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How
How do I get
a warm intro?
LSS 3©2013 LinkedIn Corporation. All Rights Reserved.
+200M
members
+2B
member updates
per week
Billions
connections
LinkedIn sales navigator defines social selling
What
What to
talk about?
Who
Who are the
Right People?

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But before that....you need to BRAND yourself
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It takes just 1/10 of a second
for someone to make a decision about you!
Source: Assoc for Psychological Science – “How Many Seconds to a First Impression?”
First Impressions Count

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1. Upload a PROFESSIONAL Photo
Profiles with photos are 7 times
MORE LIKELY to be viewed than those without

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2. Write a compelling headline
Make it descriptive who you are, what you do, and the value you provide.

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Why? Your Headline gets MORE attention than a photo
Source: EyeTrackShop – Nov 2011

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3. Set Your Public Profile URL
Put it on your business card, and in your email signature file.

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4. Customize Links to Websites
Provide a “call to action” that direct customers to “do”
something at the destination page such as:
§ Subscribe to an eNewsletter
§ Download a case study
§ Take a survey

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5. Tell your “story” in your Summary
Showcase you expertise. Convey your passion. Use “key words”.
Provide a “Call to Action”
Your background
Your company
Your passion
A “call to action”

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6. Update Your Current and Past Positions
Show your career trajectory. Demonstrate your successes. Use key words.

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7. Add your education
Showcase your education. Which will also allow you to…

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Tap into your alumni connections

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8. Ask for recommendations
Especially from satisfied clients….which adds to your
credibility.

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9. Add Skills
§ Showcases your expertise.
§ Positions you as a thought leader among your peers.
§ Also serves as a way to find prospects.

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….To Get endorsed AND endorse others

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10. Strive to be a LinkedIn “All-Star”
Make sure you complete the following:
§ Name, current title
§ Industry and Location
§ Photo
§ Headline
§ Summary
§ 2 previous positions
§ Skills
§ Education
§ 50+ people in your network

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Being “found” on LinkedIn
In order to be “found” on LinkedIn use “key
words” and phrases that pertain to your
core expertise.
3 areas to concentrate on:
1. Your Headline
2. Current & Past Positions
3. Summary

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BONUS TIP: Always PERSONALIZE
your request to connect
Reach out in a friendly and professional manner – even if you
know someone well. You will differentiate yourself from your
fellow professionals with this ONE best practice tip!

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Identify new prospects:
View “Who’s Viewed Your Profile?”
Can see how visitors got to your profile through key word searches.
With a PREMIUM account (i.e Sales Navigator) you get an expanded
view.

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Resources on Social Selling
For information about Sales Navigator:
http://sales.linkedin.com

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Resources on Social Selling
Follow us on Twitter: www.twitter.com/linkedinselling
Or: www.twitter.com/anitawindisman

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Resources on Social Selling
Curated articles on Social Selling on www.scoop.it and
search for “social selling”

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Resources on Social Selling
Sales Navigator Training Site -
http://training.linkedin.com/sales