Leopard Digital - Linked Insider
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Follow-up slides from a half day training course on Wed 19th at Welsh ICE
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Leopard Digital - Linked Insider
- 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
- 6. MAIN B2B BENEFIT LinkedIn is 277% MORE effective at generating leads than Twitter and Facebook
- 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
- 9. GET FOUND Profile Optimisation Selling yourself Where do you want people to go from here?
- 10. CONNECTIONS How many do I need Getting to the magic 500+ What do I do now I have them…?
- 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
- 15. ADD YOUR EMAIL DATABASE TO LINKEDIN
- 16. PEOPLE YOU MAY KNOW
- 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.
- 22. REMEMBER: EVERYONEISON LINKEDINFORAREASON! Establishing themselves in their industry Looking for better offers, suppliers, staff or customers Networking
- 25. RELATIONSHIP
- 26. RELATIONSHIP
- 28. ESTABLISHING YOURSELF AS AN EXPERT Updates Website links Saved searches Groups Company
- 29. UPDATES Post updates REGULARLY Make them industry specific Make them ENGAGING Include videos, photos or links to outside sites when you can
- 30. USING SEARCHES
- 31. GROUPS
- 32. PROMOTIONS
- 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
- 34. COMPANY PAGES
- 35. FOLLOW A COMPANY – MAKE THEM FEEL SPECIAL!
- 36. FOLLOW INFLUENCERS Business news Industry leaders New equipment and innovation
- 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
- 38. NEXT UP: Creating your profile
Editor's Notes
- 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.