Learn how you can use LinkedIn to Effectively Reach your Target Audience! This presentation created by Murtaza from our social media team covers the techniques you should adopt to be a successful LinkedIn Marketer.

1. Integrating LinkedIn with Your
Marketing & Sales Efforts
Using LinkedIn to Effectively Reach
Target Audience

2. Joining the Right LinkedIn Group
• There are 2 ways of discovering the right
LinkedIn Groups for you
• Similar to a telephone directory LinkedIn has a
directory to search for LinkedIn Groups
• Browse through LinkedIn Groups
alphabetically to find the groups that you are
looking for
• http://www.linkedin.com/directory/groups/

3. Joining the Right LinkedIn Group

4. Joining the Right LinkedIn Group
• Search for Groups in the LinkedIn Search Field
• Type the keyword that you are looking for in
the Search field
• Select the Group filter on the right hand side
of the window
• Browse through results for the required
keyword

5. Joining the Right LinkedIn Group
Search Field
Keyword
No. of Members
No. of Discussions
Group Filter

6. Joining the Right LinkedIn Group
• Things to look out for:
– Number of Members
– Number of Discussions initiated
– For more insights visit the Group Statistics tab
• View Group Statistics to better understand the
Group you are about to join
– Look in the “Activity” section to determine how
active a particular Group is

7. Joining the Right LinkedIn Group

8. Joining the Right LinkedIn Group
There should be a good ratio of comments to discussions – This shows that group
members are responsive to discussions initiated. A comments to discussion ratio
of 0.8 to 1 shows a highly active Group

9. Making Connections
• To search for people on LinkedIn simply type
their name in the search filter to get results
• Narrow down these results using filters like
– Relationship
– Current Company
– Industry
– Past Company
– School
– Etc.

10. Making Connections
Search Field
People Filter
More Filters
Click to
connect

11. Making Connections
• Things to look out for while making
connections:
– Always customize the personal note

12. Making Connections
• LinkedIn also allows you
to view people similar
to a particular LinkedIn
profile

13. Messaging Considerations for InMails
• LinkedIn Mails are of 2 types
– LinkedIn InMails (Paid)
– LinkedIn Messages (Free)

14. LinkedIn InMails
• InMails let you directly message members you're
not connected to
• If you have a Basic (free) account, you
can purchase up to 10 InMail credits
• If you have a premium account you are allotted a
number of InMails based on the plan that you
purchase
• You can send an InMail by clicking the Send
InMail link in the upper right of a member's
profile page or from search results

15. LinkedIn InMails
• There's a 7-day response guarantee for
InMails
• InMails can be used to contact those people
outside your network
• Use Inmails to contact people who may have a
Strategic impact on your organization

16. LinkedIn Messages
• Send messages to people whom you are
directly connected to or with whom you share
a common LinkedIn Group
Click to Send
Message

17. LinkedIn Inmails vs Messages
Inmails
• Send to people that
you’re not connected
to
• Guaranteed open rate
• Less likely to appear as
spam
• 1 Inmail=$10
Messages
• Can send to people
that you’re
connected to as well
as people in the
same group
• Appears in a persons
LinkedIn inbox
(better than
conventional email)
• Free service

18. Participate in Group Discussions
• Taking part in discussions on LinkedIn Groups
is a very effective way to network on LinkedIn
• Your comments/discussions can be viewed by
all the members of the Group
• This establishes you and your organization as a
thought leader and industry expert

19. Participate in Group Discussions
• Initiate discussions

20. Participate in Group Discussions
• Participate in discussions initiated by others

21. Searching for People you want to do
business with
• You can use the filters discussed earlier in the
“Making New Connections” section of the
presentation
• Another effective way in by using LinkedIn
Groups

22. Searching for people you want to do
business with
• Go to a LinkedIn Group who’s members might
be of interest
• Go to the members tab of the group
• This provides you with all the members of the
group
• Use search filter to find people that you are
looking for
• You can invite people to connect or send them
a message

23. Searching for people you want to do
business with
Search Field
Send Message or invite to
connect

24. Searching for people you want to do
business with
• You can also view the
people also viewed tab
and view similar people
to find key decision
makers of the
organization

25. How to use LinkedIn before making a
Cold Call
• Making a cold call is one of the most
challenging aspect of being a sales person
• LinkedIn can make this task a little easier
• Go through the LinkedIn profile of a
prospective customer
• View Summary, Experience, Skills and
Expertise, Education, Interests, Personal
Details on the LinkedIn Profile of the person
you are trying to reach out to

26. Advantages of a Premium LinkedIn
Account
• See the full list of who's viewed your profile
• Send direct messages to anyone on LinkedIn. Response
guaranteed
• Get introduced to inside sources at companies through
your LinkedIn connections
• Let anyone on LinkedIn message you for free
• Get a list of people in your network who can provide a
reference for someone you are interested in
• Save searches and get notified when new profiles fit
your criteria
• Get up to 8 advanced search filters