Why should I be linkedin?
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Why should you be on Linkedin? many reasons: To network, to develop your business, to find employment, to be found by clients/suppliers/head hunters, to do good for society, and much more. These are the slides from a seminar organized by McKenzie Consulting and Finance Mark, two leading recruitment companies in Sydney Australia, for their clients and staff.
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Why should I be linkedin?
- 1. Why should I be Linked ?
- 2. Why should I be Linked ? Presenting Raz Chorev Breakfast Workshop 5.5.2010
- 3. 50,000!
- 5. IBM Executive hired on Linkedin
- 6. Indian kids get new books!
- 7. Irish start-up raises AU$270,151
- 8. Chinese company 75% ofbusiness from Linkedin
- 11. How do I become attractive?
- 14. Professional Head Shot.
- 15. Place of business & Industry
- 16. A complete CV- work experience & Education
- 17. Career summary & Specialties
- 18. Additional communication channels
- 19. Connections
- 32. How to avoid the dreaded Cold Call?
- 33. 30 times morelikely to get a response
- 35. Thank you for Linking Raz Chorev Linkedin Trainer www.linkedin.com/in/razchorev 1300 88 78 35 www.razchorev.com
Notes de l'éditeur
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- Good morning, Ladies and gents, thank you for waking up early to come here this morning.Thanks, Cliff and Robin, for the nice welcome . Let’s get into it.We love numbers, don’t we? So let’s start with a big one. [Click]
- 50,000. That's how many people the giant consulting firm Accenture plans to hire this year. Yes, actual jobs, with pay. It's looking for telecom consultants, finance experts, software specialists, and many more. You could be one of them -- but will Accenture find you? To pick these hires the old-fashioned way, the firm would rely on head-hunters, employee referrals, and job boards. But the game has changed. To get the attention of John Campagnino, Accenture's head of global recruiting, you'd better be on the web. To put a sharper point on it: If you don't have a profile on LinkedIn, you're nowhere. Partly motivated by the cheaper, faster recruiting he can do online, Campagnino plans to make as many as 40% of his hires in the next few years through social media. Says he: "This is the future of recruiting for our company."I’ve got a bigger number for you!
- This is what it means, 1M members every 12 days – new people every minute, approx 1 per second. As you can see for the next 30 seconds...Some more stats:Every Fortune 500 company is representedThe average member is a college-educated 43-year-old making $107,000. More than a quarter are senior executives.For example [click]
- John Klodnicki wasn't looking for a job when he took the call from an IBM recruiter who had found his profile on LinkedIn. As a program director for data-storage company EMC, he spent five days a week on the road consulting with pharmaceutical companies. "I was moderately happy," he said. Sure, all that travelling was a drag. On that Friday afternoon Klodnicki was scarfing a sandwich while standing in the security line at the airport in Providence, trying to get home to his family in New Jersey. The line was long, so he had the time to chat about opportunities. After going through several rounds of interviews, the initial job fell through, but the relationship had been started. He kept in touch, and last September, Klodnicki started work as an associate partner developing new business with pharmaceutical companies at IBM's Philadelphia office, just half an hour from his home.Thanks to LinkedIn, people like Klodnicki are increasingly easy to find. "It's a great equalizer for us. It gives the recruiter an opportunity to reach out directly to a candidate," says Annie Shanklin Jones, who heads U.S. recruiting for IBM (IBM, Fortune 500). "In a company the size of IBM, that's significant." IBM has always been one of the first companies to experiment with new social technologies. Its recruiters use Twitter to broadcast job openings, and the company organizes its own talent communities. But Jones says LinkedIn is the most important social-media site for reaching prospective hires.
- LubnaKably, started a professional group on Linkedin as an employee of Ernest & Young. She visited an Indian village, and was shocked with the poverty and rough living conditions. She has decided to get the kids in the village new books, and she started a discussion on the group’s discussion board.One of the group members suggested that they will create an Amazon Wish List, and publish it to the group members. Group members had the option (which they acted on) to purchase the books for the Indian kids....
- Frank Hannigan, a management consultant from Ireland, had a remarkable idea, how to leverage the trust you can establish on Linkedin. As the Chairman of Goshido, an Irish start up, he sent over 700 direct email messages (called InMails) to potential investors on Linkedin.This was their first round of fund raising, which due to the effective and efficient process, was ended within 8 (Eight!) days. Within a week, they had 200 investors replying to their InMail, and raising £162,500! All through Linkedin! Why is it a trust leveraging exercise?Because Linkedin profiles are transparent, one can easily verify the information on another’s profile. Generally speaking, it is hard to have a bogus profile, without someone spotting and reporting it. So, generally speaking, people tend to put the right (not exaggerated) information on their profile. Mr. Hannigan, was quoted : “Attracting investment is a all about trust, and Linkedin is the largest collection of trust agent on the planet. We reduced the cost and time involved in fundraising by 75% by using Linkedin as a fund raising vehicle.”
- American citizen, James Filbird, uses his FREE account to generate 75% of his business. His Company, JMF International Trade group, has grown into a $2M plus in Annual Sales, as a sales and resource agent for foreign companies wanting to have business relationship with Chinese companies. James’ USP is – if you want to do business in china, you’d need someone who can overcome the language and culture barriers, and be on your side at the negotiation table. Anyone who had experience in trying to do business in China, understands the importance of a trustworthy, reliable western agent to work for you with your Chinese partners.On Linkedin, you can:Find the trusted agent.Look up his credentials Check with his referrers (their profiles are on Linkedin as well, and contactable through Linkedin)Make sure you’ve got a reliable person to deal with, even before you’ve contacted themJames has profiles on many other social networks, but says that none of them are needed to generate more business, and they all pale in comparison to the quality of people, and online tools which are only available on Linkedin.His secret for generating such interest (he didn’t say that, but I can tell from looking at his profile): very carefully worded summary, which has the right search terms for people looking for his services online.If you’re search for a “business Partner in China” his name will come in #14 out of nearly 3000 names (living in China), and 4th non-Chinese person on the list. Pretty impressive result.By comparison, if you Google “business partner in China” you’ll get 122,000,000 results! Where would you rather find your business partner?
- Probably the most publicised success story, was the appointment of Orcale’s CFO through Linkedin. Jeff Epstein, who’s now earning in access of $2M per annum (http://people.forbes.com/profile/jeffery-e-epstein/120303 ) was poached from an internet gaming company Oberon Media in 2008, after an Oracle Executive recruiter found his profile on Linkedin.Worth having a profile on Linkedin, then?
- If you’re looking for more success stories, (and you’re not yet convinced) – that’s where you should go:
- Don’t laugh! This is the man behind Linkedin.This is Reid Hoffman, the founder of Linkedin. According to Mr. Hoffman, we need the following to have an effective profile : [Click]
- Full name – Some people are not as lucky as Reid, or myself, and have a pretty common name. If your name is Stephen King, and you’re not the author, you’d need to find a way to differentiate yourself, starting with your name.You could add a middle initial, a middle name, or accumulated vanity letters.Professional Title – not the company you work for, just your profession, or role in the professional roleProfessional head shot – As a professional network, one would expect to see a head shot, not a silhouette with a big fish, or a picture on your bicycle.Where do you reside and do business. Make it easy for recruiters to find you.Industry – should be your own, not the company.Complete CV – when building your profile, you could just upload it...Make sure you tell a little bit about the company you work(ed) for, and your achievements in your role. That’s it.Career summary – When writing the summary, think from the reader’s perspective. What would other people, you’re trying to attract, look for in a summary? Not your career progression, that’s for sure. If they really want to read your resume, they’ll scroll down.Notice this screenshot – this is a summary screen – nothing else should be there, but everything you see HAVE to be there.Additional Communication channels – websites, blogs, your profile on a company website, your charity activity, your twitter account (separate)...Your public profile – Linkedin provides a generic profile, yet it is better and easy to personalize it – kinda like a vanity URL. Looks better, more professional, and you can promote it in your email signature, on your business card, etc...Connections – invite as many people as you can. Everyone you ever had business with, and want to keep in touch. Your family members who are in the corporate world, or in their own business, your friends, clients, suppliers, industry colleagues, etc.The more people in your network, the more people are visible and approachable to you (by linkedin 3rd degree of separation limitation).Recommendation – As you are collecting and inviting people to your network, you MUST ask for endorsements to be displayed on your profile. But not just from anyone. Only people who have actually seen you in action, worked with you, or have been on the recieving end of your services. Linkedin allows absolute transparency, and the people recommending you are exposed to your connections. Make sure the recommendations are professionally written, describing your achievements, professional attitude, and skills.
- Until now, we’ve discussed Linkedin from an individual point of view. Let’s explore Linkedin from the corporate perspective.What can we do from a business perspective?Company profile – Creating a company profile on Linkedin, allows you to preserve your company brand as you’d like your clients, suppliers and competitors to see it. The more people from your organization on Linkedin, the more impressive your company profile will look. Let’s see what I mean: [Click]
- Linkedin allows you to put up your logo, an overview of the company, and some basic information, such as place of business, industry, whether public or privately held, number of employees, etc...Linkedin however, collects information from their members about your company, such as:Current and former employeesCommon job titles, Education level Male/Female ratio,If there is enough information, you can look at career paths, where most employees have come from and where they are going after they leave, geographical spread and much more.It is a great Branding opportunity, but also and more importantly, Linkedin will provide you with information you will unlikely collect yourself about your staff.See Microsoft for example:
- Microsoft broadcasts their own information, their overview, available positions, and their specialties. Because they are a public company, they’ll put their stock performance up, and their basic information. Linkedin is doing the rest:Tagging current and former employees. Very useful when you look for the right person to do business with..Mapping career paths of their employees – where they’re coming from , and where would they go to. From an HR perspective, what can you learn from it?
- New Appointments in the company:Who are the new hires – you couldn’t crack the account with the former buyer? Maybe there is a new one? Look them up, and make an approach.
- Who left the company? Anyone you know? Where did they go – can you continue the relationship, and open a new account? Apply to his/her position?
- Promotions – should we just send a note of congratulations to a mate who got promoted?
- Popularity – who is popular in my company – why? What is so good about their profile, or activity? What can the rest of the team learn from them?
- News – is it relevant to your position/industry/general interest?
- Any marketing people in the room?How about using Linkedin as a mini CRM?You could create a group for your company, and invite your customers to join. This isn’t the right forum for advertising your new products or services. You can buy advertising for that (we may talk about that at another time). A group can be used to get closer relationship with your customers, and introduce them to each other – after all, this is a business network!Your customers can share information with you or other people, about things that interest THEM. As a service provider to them, you can gain valuable insights about what you’re customers are interested in, and will give you opportunity to join in a conversation (which will take place anyway) about you and your company.You could use the group to offer jobs, to share news (where your company have been mentioned in the press), and much more...
- I hear this all the time – what’s the deal with all the Twitter Noise – not noise on Twitter, but the buzz about Twitter. While explaining the value proposition of Twitter to professionals, I realize that its true value surfaces only when you eliminate the noise inside of Twitter.So, here’s a quick guide to implementing those filters real quick that’ll then allow you to enhance your productivity not detract from it, while using a service as noisy as Twitter.Depending on how much time you have (2 minutes or 10 minutes), choose either LinkedIn’s Company Buzz app or TweetDeck (An Adobe Air App) to customize your productive Twitter experience. Today, I’ll walk you through the 2 step installation process for Company Buzz.Step 1. To install LinkedIn’s Company Buzz app, go here (requires a LinkedIn account)Step 2. While one-click-installing the app, you can select whether you want to app to be displayed either just on your profile or on your LinkedIn homepage as well. Update Settings, and Boom!A – List of most recent “company” related tweets. In my case “LinkedIn”B – Topics you’d like to follow. While, installation pulls up the most recent tweets of your current company, you can also set up additional topics/keywords to follow – like your name (@razchorev or “Raz Chorev”)C – Buzz words that are closely associated with tweets related to the topic that can be used to further filter through the tweet volume you see in AD – Trends based on the volume of tweets in a week, related to the topicFin.You can access the Company Buzz app, either through the Applications tab on the LinkedIn homepage or bookmark this URL. Can this be any easier?
- This is what Company Buzz looks like
- Some ideas for Sales people, or business development people LinkedIn has become an indispensable tool for business introductions.Say you're interested in talking to Acme Co. about your new product. You log into LinkedIn and search for people who work for Acme. Then you see how you might be connected to them. Ideally connection is just one degree away, or in other words, you know someone who knows the person you are looking to connect with directly. And then you ask for an introduction.An introduction received via LinkedIn is much warmer than a cold call, because it comes with a bit of trust. You are no longer a stranger trying to upsell things that no one needs, instead you come with a recommendation, however light, from a person that the receiver is connected to. And even if you can't find a path to connect to someone, sending a direct message via LinkedIn is better than sending a cold email. The reason is that LinkedIn implies business context, and so the person you're trying to reach likely is not going to be as surprised or angry about the unsolicited ping.
- I’m always surprised by how many people aren’t aware how individual profiles are populated on a company page. When you search for a company and pull up the profile, always remember that the people you see on the page are ordered in degrees of relationships away from you. The page will be divided into sections, based on criteria like current employees, former employees, new hires and so on.Always look for the easiest path on road to the organization. Is there someone you know through a direct connection who is on the inside? If so, work to rekindle the relationship with your contact first. Take some time investing social capital in them, and when the time is right and you’ve had the chance to be helpful, ask if they might introduce you to your target decision maker. The majority of people you help will feel a need to reciprocate the good karma and help you.Try to pay attention to the schools where the company employees are coming from. This can be powerful – especially if you are a recent grad, or if you’ve come out of a more prestigious institution. Do you happen to share an alma mater with anyone? If you do, can you leverage Chris Brogan & Julien Smith’s concept of “One of Us?”If you don’t have any direct connections into that particular organization, don’t sweat it. The biggest benefit that LinkedIn offers business developers and sales folks is making the social graph visible and transparent right on the page. On company pages, you have the ability to see who in your network connects you to people inside the company.Always remember to do your homework with those contacts. Here’s a trick I learned -connect with your bridge connection first. You can do this over LinkedIn by sending a message, but often times I will simply pick up the phone and call my contact.Find out just how well that connection knows your target decision maker and if they are the best person for the introduction. If not, ask if they can introduce you to someone who would be better at making the connection. Chances are that most people will have connections to multiple coworkers in their company or division. Be patient and work to locate and start a relationship with the insider who will give you the best shot at converting an introduction.I promise you, if you make the commitment to using LinkedIn as a dominant tool in your prospecting and business development efforts, it will make an impact on your success ratios.
- Summary:Linkedin is much more than your CV online.. It is a business network, which like any networking event, the people attending are there with only one thing in mind – NETWORKING!From a personal perspective, you can use Linkedin to be seen, to attract potential employers or head hunters.Keep in touch with colleagues, and industry contacts.Keep up-to-date with industry trends, Your contacts’ activities, and whereabouts, Your contacts’ reading lists, blogs, etc...Share knowledge on AnswersAnd more....From a business perspective, use linkedin to:Keep in touch with existing clientsFind new clientsMonitor the buzz about your companyCheck out on your competitionKeep up to date with industry trendsKeep your clients engaged in a groupShare knowledge on AnswersAnd much, much more....
- Thank you all for coming in this morning, hope you’ve learned something you can immediately apply in your business.I would love to get an invitation to connect from you (remember to personalize your invitation).If you’d like to have me training you and/or your team, please approach me after this event.