7 Key Ways To Drive Revenue Using LinkedIn
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7 Key Ways To Drive Revenue Using LinkedIn
- 1. 7 Key Ways to Drive Revenue Using LinkedIn Presented By: Marge Bieler, Communications Knowledge Manager at Movero Inc. Founder of RareAgent 770-367-2795 Marge.bieler@moveroinc.com
- 2. 7 Key Ways to Develop LI Profile to Drive Sales “The one thing I know is that we don’t know what we don’t know” -Werner Erhard AGENDA: – Creating SEO Profile – Getting Your Message Out Virtually – Advanced Searches and Saved Searches – Leveraging Your Connections – What Groups to Join & Companies to Follow – Messaging Effectively – Organizing Your Connections
- 3. Creating SEO Profile Checklist Tag Line Key Words – SEO Updates Education URL’s Twitter Summary Applications References
- 4. Getting Your Message Out Virtually “The answer my friend, is twittering in the wind.” – Bob Dylan Social Media Meet LinkedIn: Post Twitter on LI Use Hashtags - #in or #li Leverage Newsfeeds Leverage Connections Share in Groups Connect with Others
- 5. Advanced Search and Saved Search Search on title/role Use Boolean Search Retrieve/Update Searches Weekly Export Connections
- 6. Advanced Searches and Saved Searches Tip - “Identify who we know that knows who we want to know.™” – Business Development University
- 7. Leveraging Connections Tip – Share “Other’s” Updates Updates - Filter on More Review Connection’s Recommendations Leverage “2nd” Connections Export Connections Share Posts with Groups/Others
- 8. What Groups to Join Join 25-50 Groups Group Types – Select Carefully Consider Creating a Group Retrieve Updates Weekly Post in Groups 2 x a Week
- 9. Following Companies Research Company Leverage Shared Connections View Advanced Statistics Follow Companies Leverage Advanced Filters
- 10. Messaging Effectively – People Connecting People Connecting - “identify who we know that knows who we want to know.™” – Business Development University Client Relationship Connecting – use your client’s electronic rolodex and identify ideal introductions for yourself Group Connecting – be where your buyers want to be Q&A Connecting – identify your buyers interests (Q&A on topics) Rapport Building – identify ways to build rapport before connecting
- 11. Messaging Effectively – Client Connecting A single rose can be my garden... a single friend, my world. ~Leo Buscaglia People Connecting - “identify who we know that knows who we want to know.™” – Business Development University Client Relationship Connecting – use your client’s electronic rolodex and identify ideal introductions for yourself Group Connecting – be where your buyers want to be Q&A Connecting – identify your buyers interests (Q&A on topics) Rapport Building – identify ways to build rapport before connecting
- 12. Messaging Effectively - Groups Example of a message being sent to a member of a group: “Thank you for attending yesterday’s podcast or webcast. We have a complementary white paper that goes along with that webcast I’d like to share with you. We also have a series of webcasts in the same area coming up. I’d like to have you join my network so I can share those with you as they become available.”
- 13. Messaging Effectively – Including URL’s A single rose can be my garden... a single friend, my world. ~Leo Buscaglia People Connecting - “identify who we know that knows who we want to know.™” – Business Development University Client Relationship Connecting – use your client’s electronic rolodex and identify ideal introductions for yourself Group Connecting – be where your buyers want to be Q&A Connecting – identify your buyers interests (Q&A on topics) Rapport Building – identify ways to build rapport before connecting
- 14. Q&A Example Ask Questions Answer Questions Use Advanced Search Use Polls Vote on Best Answers Richard Angulo wrote: On Twitter in drop down menu under Name select Settings click Applications and then Remove. If no connections exists with Linkedin then I would check Linkedin Twitter settings again in drop down menu under Name select Settings click Manage Twitter Settings and check settings carefully. Question Details: -------------------- Twitter posting on LI. How do I change the Twitter Setting to stop posting to LI? I have LI setup to post on Twitter. I've checked my settings on LI and Twitter. I only see my setting on LI to post on Twitter. Cannot find any setting on Twitter where I've selected it to post on LI. Is this a bug?
- 15. Organizing and Sharing Connections Share Profiles Introduce Connections to Others Recommend Others Use Folders Proactively Review Your Network
- 16. Join Movero’s Conversations Call us at 678-507-1256 Join us online http://www.moveroinc.com • Linked In: – linkedin.com/in/margebieler • Twitter: twitter.com/moveroinc Marge Bieler 770-367-2795 marge.bieler@moveroinc.com
Notes de l'éditeur
- Hi, I’m Marge BielerRareAgent’s new LinkedIn Revenue Guide helps companies use LinkedIn proactively and rapidly to initiate business relationships and business opportunities. The training develops qualified conversations and engages communities. Within 2.5 hours leads can be generated. We have no affiliation with LinkedInIn a nutshell, we teach your teams how to create conversations that turn into cash by helping sales teams quickly build:Active presence on LinkedInEnhance Personal BrandsCreate and Deliver Personal Messages that Bring Relevance to ConversationsGenerate Interest and Initiate Referrals and ResponsesAs we go through this training, I’d like you to start thinking about what can you do differently to effectively leverage LI to drive sales. Look for ways that you or your organization as a whole can function more effectively by leveraging three ideas from this LI Revenue Guide.
- Marketing/Sales Alignment – impact on operations, marketing, inside sales, outside sales Over the next 30 minutes I will share and teach you how to create conversations that convert into cash by helping you quickly build:Active presence on LinkedInEnhance Personal BrandsCreate and Deliver Personal Messages that Bring Relevance to ConversationsGenerate Interest and Initiate Referrals and Responses
- “The one thing I know is that we don’t know what we don’t know” -Werner Erhard“identify who we know that knows who we want to know.™” – Business Development UniversityThe average age of the LinkedIn user is 43-years old, with $110k in income. Every Fortune 500 company is listed/represented on LinkedIn. LinkedIn users represent over 150 industries and over 2 million companies. LinkedIn gives us the opportunity to search and filter these members and identify who we know that knows who we want to know.™Think of your LinkedIn profile like a landing page or your personal website. It allows you multiple opportunities to get your message across to your contacts and prospects. It is critical that this message is authentic and represents you as a professional and as an individual.Make sure there are no spelling errors, your message is clear and concise, and you are giving them a reason to want to connect with you. The other thing to keep in mind is to use, throughout your profile:Tag Line - people should immediately know what you doHave a Consistent MessageKeywords – identify Google ad words to useSummary – mission statementUpdates – hash tags, shortened URL’s, customized URLsAdd Applications – add 3 to 5 (Box.net, Events, SlideShare, WordPress)Company Page – create, edit and associate
- LinkedIn has done a great job pulling in other sources of information through social media. LI has also added advanced search capabilities, so you have a wonderful way to slice and dice the onion and go peel down each layer.Look at leveraging newsfeeds this way, you are not an eavesdropper; instead you have an attention surplus disorder - tip form Robert BraultOur rule of thumb is to connect with folks that you can ask for introductions. If it happens to be someone that you don’t know but might make a good prospect, referral source or prime introduction for an existing connection, you might accept their connections and drop them a little note.Your 1st degree connections are contacts in your connections list, 2nd degree connections are LinkedIn users reachable through your 1st degree connections(contacts), 3rd degree connections are LinkedIn users reachable via both 1st and 2nd degree connections. Contacts/connections that are known to you as 1st, 2nd and 3rd degree connections are part of your network(notice that NET, and what it means). Post Twitter Updates on Linked InUse Hashtags (#) - use #in or #liChoose Posts to Share– choose wisely which posts to share and be careful not to double postLeverage Newsfeeds – identify your connections new connectionsConnect with Others - compliment, share, ask and answer (Q&A)Leverage Client ConnectionsIdentify Ways to Build Rapport Before Meeting AnyoneImporting/Exporting Connections – use effectively
- Creating Career Altering Searches:Search People, Jobs and CompaniesUse Boolean Search – Quoted/Not/Or/And/” “Retrieve and Update Searches WeeklyExport Connections – share with other business connectorsAdvanced Search Options - search on title/role you want to meet, and in region. i.e, CSO (chief security Officer of Chief Sales Officer) in area, filter on 2nd connections. Ask your common connection with your prospects to make introductions for you.Saved Searches - receive weekly updates on saved searches and find out who the new people are in your network. Who shows up in list, 1) newly connected to my connections, or your newly connected to your connections’ new connection, or it's a new position for so and so.
- Connect with Others - compliment, share, ask and answer Q&ASave searches, get weekly updates and identify who you know that knows who you want to know.Request RecommendationsAdvanced Search Options - search on title/role you want to meet, and in region. i.e, CSO (chief security Officer of Chief Sales Officer) in area, to narrow further and find who you know who knows who you want to know, filter on 2nd connections. Ask your common connection with your prospects to make introductions for you.Creating Career Altering Searches:Search People, Jobs and CompaniesUse Boolean Search – Quoted/Not/Or/And/” “Retrieve and Update Searches WeeklyExport Connections – share with other business connectorsAdvanced Search Options - search on title/role you want to meet, and in region. i.e, CSO (chief security Officer of Chief Sales Officer) in area, filter on 2nd connections. Ask your common connection with your prospects to make introductions for you.Saved Searches - receive weekly updates on saved searches and find out who the new people are in your network. Who shows up in list, 1) newly connected to my connections, or your newly connected to your connections’ new connection, or it's a new position for so and so.
- Get your message out virtually by leveraging the Power of LinkedInShare Updates – share updates with individuals and groupsJoin Groups – identify and find the right groups to joinPost Twitter Updates – use #in or #liLeverage Newsfeeds – identify your connections new connectionsConnect with Others - compliment, share, ask and answer Q&ARequest RecommendationsLeveraging newsfeeds/Postings/Updates - Look at what people are posting, share postings, post in groups (how) from home page (go to newsfeed, wonderful filter feature , I want to see connections, these are my connections who are newly connected to, gleam them, is there someone who I want to know? (share with your connection you see they know so and so, wondering if you can provide an introduction for me). Most recently connected are on each others minds, better chance of quickly getting introduced. So and so just connected less than 9 minutes ago. If I call a good chance 2nd connection will take my phone call now. Recommendations - on each other's minds and they like each other! (hover over more, recommendations - so and so, you need to meet (you), works so much faster. They respect each other. Introduction Request - statistically turn into appts much higher than plain vanilla calling. 20 introductions, 10 take call of those 10 calls may get 3 to 5 appts to qualify. Groups - leverage groups - hang out in groups that your prospects/clients are hanging out in. i.e., social media providers, don't hang out in social media groups, hang out where CMO/CSO's are. Not where other social media gurus hang out. View active discussions and see who's making those discussions, who's joining those discussions. and you can join those discussions. (I can like it, comment on it.) great content thanks for prospecting. Now on prospect's radar. I can follow paul, and get his postings. Shine in your prospects eyes. Do your research. company, college alumni, connections (go into the call with something you have in common with prospect).If you have a targeted company list, make sure you put it into Company to see if there is anyone in your network who knows someone at company (infiltrate)
- Finding the Right Groups to Post StuffJoin Groups – 25-50 groups joinGroup Types – choose group types where buyers, customers, industry experts, peers, thought leaders and analyst hang outCreate a Group – a forum for topics to be discussed and solutions to be discoveredLook for communities of professionals who share a common experience, passion, interest, affiliation or goal. The space offers a forum for topics to be discussed and solutions to be discovered. Group members are also able to communicate freely with one another through LinkedIn messaging.Benefit of joining groups: Receive current employees, new employees, employees that have been promoted and past employees info. Use to your advantage - maybe one of your contacts was just hired there, maybe one of your contacts was promoted and they have same job you are looking for. Or you can contact former employees to see about Co. culture.
- If you have a targeted company list, make sure you put it into Company to see if there is anyone in your network who knows someone at company (infiltrate) A Company Page helps you to learn about companies and others to learn more about your company's job opportunities, work culture, products, and services.How to: click company, put in name of company you want to search, 1st introductions (Id ask for an intro) 2nd connections (means you have a shared connection with these folks through one of your first connections). who on list is in dept. that I want to know and who can help me build rapport with the decision makers) (internal introduction strongest way of getting your foot in the door). Ask who you are connected with to the 2nd connection to make that introduction for you. You have a much higher probability that (prospect) will take that call because 1st connection asked him to. cold call isn't working what is working is leveraging these warm relationships to help us get into prospect's that make all the difference in the world. Following CompaniesEmployees – keep up to date on current employees, new employees, promotions and past employees – see where they have worked before/after IBMNetwork – find who is in your network to help you connect to othersInsightful Statistics - job functions, years experience, educational degrees, universities attendedFrom any member’s LinkedIn profile: If a member is / was affiliated with a company, you can click through any of the companies listed on their profile. Start by clicking to your own profile or find a colleague’s profile. Once there, mouse-over any of the companies listed and click the “Follow Company” icon from the hover bar that pops up.From the Company Profiles: Let’s say you find yourself on a company profile by searching for a specific company name or keyword to find companies of interest. Start following from the company’s profile page.
- Share why you want to connect. Bring relevance into the connection, share other peers you have spoken with and why that matters.People Connecting – shared connections – Anneke Seley, Tom Dekle, peers she uses to validate her decisions
- What to Say, When and Why:People Connecting - “identify who we know that knows who we want to know.™” – Business Development UniversityClient Relationship Connecting – use your client’s electronic rolodex and identify ideal introductions for yourselfGroup Connecting – be where your buyers want to beQ&A Connecting – identify your buyers interests (Q&A on topics)Rapport Building – identify ways to build rapport before connecting
- So you can see the value of joining the groups. You join the groups, then you identify who these target prospects are, then you go in there and you post your key events. The target prospects come out of these groups and they attend your event, you then use that business intelligence and you use their attendance at the event as a valid business reason to reach and engage these target prospects in meaningful qualification discussions and you’re able to do that because you’ve joined the common groups with them in LinkedIn. I hope this was helpful. Thank you and have a great day.
- Tip, you can pre-shrink your URL using bit.ly or ow.ly and then gather analytics on click-thruWhat to Say, When and Why:People Connecting - “identify who we know that knows who we want to know.™” – Business Development UniversityClient Relationship Connecting – use your client’s electronic rolodex and identify ideal introductions for yourselfGroup Connecting – be where your buyers want to beQ&A Connecting – identify your buyers interests (Q&A on topics)Rapport Building – identify ways to build rapport before connecting
- Q&A can advance our reputation and helps position us as a subject matter expert. Polls – great way to gather your networks opinions
- Your 1st degree connections are contacts in your connections list, 2nd degree connections are LinkedIn users reachable through your 1st degree connections(contacts), 3rd degree connections are LinkedIn users reachable via both 1st and 2nd degree connections. Concentrate on contacts/connections that are known to you as 1st, 2nd and 3rd degree connections that are part of your network.Pay it Forward – detach from what you will get out of itIntroduce Connections to Others – ask for a paragraph on how they would like to be introducedProactively Review Your Network - go through your network and make proactive introductions