4. WHAT IS LINKEDIN?
Network
with 225
MILLION
people
The world’s
largest
professional
social
network.
Control your
professional
identity online
Find the people
& knowledge
you need to
achieve your
goals
5. WHY DO I NEED TO BE ON IT?
It’s used by
your KEY
DECISION
MAKERS
Managers
Directors
Owners
Chief
Officers
Vice
Presidents
8. LEAD GENERATION
• the basics on how to sell yourself and your business
Sell
•Increase your search rankings instantly in our practical profiling session
Get found
•Turning connections into clients
Convert
•Find people who already need your services and get straight to the decision makers
Network
•Finding the ideal talent for your team
Recruit
•Keeping up-to-date with the latest news from your industry and groups and keep an eye on your competitors
Learn
•Investigating premium accounts and paid advertising
Save money
•Get your own take-away tailored action plan
Practice
11. HOW MANY DO I NEED?
What are you
selling?
Is your service
or product
mass market?
Needs a large
varied
audience
Or is it niche
and high
value?
Needs a
specific
narrow
audience
13. CONNECTING
An active network to SELL
your services to
People
you
don’t
know…
People
you MAY
know
People
you DO
know
14. PEOPLE YOU DO KNOW
Does
everyone you
know, know
what you do?
Current
colleagues
Ex-colleagues
Ex-employees
Ex-
employers
CLIENTS
Previous
clients
Prospective
clients
Friends
18. FOLLOW UP
‘Hi x,
Thanks for connecting with me on
LinkedIn. Your work in <INDUSTRY>
looks very <new and innovative> and
I’d love to hear more about <subject>
as I currently am doing <related
subject>
If there’s anything I can help you with in
the future please do just get in touch.
Have a great weekend,
Miranda
Touch base
Recognition
Interest in
Industry
Helpful
Friendly (not
too informal)
19. WRITING THE FIRST MESSAGE
‘Hi x,
Great to meet you yesterday at the networking breakfast meeting. What did
you think of the set-up?
Would love to connect with you on LinkedIn as I’m really interested in that
new <training project> you were chatting about, let me know how it’s
going!
All the best,
Miranda
20. PEOPLE YOU DON’T KNOW
Referal?
Potential client/customer
Categorise
Follow-up
Establish common ground
21. INTRODUCTIONS
Locate the member's profile.
Click "Get introduced through a connection" on the right
side of the profile.
If only one person can make the introduction, the Request
an Introduction page will appear.
Move your cursor over the arrow next to the Send InMail
button and click Get introduced.
If more than one person can make the introduction, you may
choose who you want to make the introduction.
Enter a subject for your message.
Write a message to the person who will introduce you and
be clear about why you're asking for an introduction. This
message may eventually be seen by the person you want
to be introduced to.
Click Send Request.
33. MEMBERS
You can freely
message anyone
in the same
group as you
(provided they
haven’t opted
out of this
function).
Local groups
are great for
keeping up
to date with
events etc
Build new
connections
Find NEW
people to
market to
37. ACTION PLAN!
Update and optimise
your profile
Think of 2-3 sets of
key words or
phrases
Use your 3 saved
search functions and
test what works and
what doesn’t
Post one update per
week with some
engaging or valuable
information on what
you’re up to.
Join 10 relevant
groups
Follow 10 relevant
companies
Start (or update)
your company page
Key decision makers – 80% of fortune 500 companies CEOs are on itUsers have an average household income of over $100kAnd 39% of users
(listening tool)
– this uses your email contact information through different email servers. A few people get funny about giving their contacts away to LinkedIn but with 225 million users remember that this isn’t just a fly by night way of selling email addresses, they really don’t need to do that! Email information is used to allow you to find your real life connections on this platform too. You’ll be surprised how many of them are on here trust me! If your email connections are yielding less results than you imagined, try just searching by name for your contacts or clients. Sometimes they’ll use an email address for LinkedIn that’s different to the one you have for example.
People You May Know function – click on the connect button on any of these people and you can instantly send a request without specifying how you know them. This is a very quick way of upping your numbers without much effort but I’d recommend you make contact with each of those who accept your connection invite. If you just collect connections with no interaction the number will be there without any rapport though and so these are a good deal less meaningful.
How to back this up – write a brief message to introduce yourself.
Adding people you don’t know – Have you found someone on LinkedIn or been referred on to someone that you’ve never actually met before? It is generally perfectly acceptable to send them an invitation to connect. You’d have to pick a category, perhaps friend is best? Whatever you prefer. I’d recommend sending a personal message with the connection request. For example, make sure you mention if a connection of yours has recommended them to you. You could also mention something interesting about their job that you’d like to be kept up-to-date with or if you work in similar industries just touch base and say that you’d like to find out more about what they do with a view to perhaps working together in future. It is most certainly a bad idea to try and sell them something right away!
An introduction lets you contact members who are in your 2nd degree network or 3rd degree network. If a member is within your extended network, you can contact them through connections you have in common.
The latest updates on LinkedIn mean that your ‘Contacts’ section (formerly ‘Connections) now has a lot more functionality. The main feature of these is the ‘Relationship’ section
Note: here you can add information to someone’s profile that only YOU can see. For example say you meet someone very briefly at a networking event, but then a workshop starts and you don’t manage to speak to them about everything you’d like to. To follow up, you can add them as a connection and then add a note as to what you’ve talked about or what they do in your own words. This way you can keep track of your leads more specifically.Next up you can also leave yourself a reminder. Say you need to send them some follow-up information after an initial conversation, just set a reminder with ‘send over report to jenny’ by a certain date.
This establishes you as ENGAGED with the business community and keeps your work infront of your connections as much as possible. You can also ask for recommendations if you’re looking for new suppliers, staff or agencies.
Groups are a great way of getting involved in your industry or finding and sharing information. From job searching groups where recruiters regularly post up vacancies to financial groups posting the latest news or discussing share prices. Discussions are where people can share ideas and post external links up. To interact with discussions you can post up comments giving you opinion on whatever the topic is. This is a good way of establishing yourself as a knowledgeable person in your field without directly being too salesy. It is against most group guidelines to post up a direct sell on discussions so instead use it as a listening tool or start your own discussion to hear ideas from other people. It will also increase the amount of incoming connection requests you’ll have.
Promotions: Here is where you can sell yourself! Get creative, don’t be boring and make sure you present your value proposition well. You need to make sure your title is dynamic enough for people to click on the thread below (and then hopefully go on to buy from you or connect). Depending on your settings you’ll also receive daily or weekly digests via email. Simple maths will tell you that if you’re a member of 50 groups (or more with sub-groups) and you’re getting all daily and weekly emails that isn’t a manageable amount to actually go through and read. When you’ve joined a new group, have a look at the content of the first emails and if it’s useful to you, great! If not, just unsubscribe from the emails. You can do this perfectly easily without leaving the group
Joe will go into this a little later as it’s an integral part of our lead generation
When you create your profile on LinkedIn people are getting to know YOU and your specific role in your company. Whilst this is great to sell your specific service, it’s essential that you also back it up with a credible page for your company. This way you can list out all your different products, show which staff is the point of contact for each, and keep people up-to-date with news using company updates.
Following a company – is there a particular client you’d like to know more about? Have a search for their company page so you can keep up to date with their news. Click the yellow ‘Follow button to receive these updates on your home feed.