This document outlines steps for effectively using LinkedIn for prospecting. It includes: 1) Create an awesome profile with a great photo, work history, education, and recommendations to establish your personal brand. 2) Learn how to search for and find your target prospects on LinkedIn by knowing what groups they join. 3) Connect with prospects and partners by joining groups and messaging other members. Use templates to efficiently connect with different audiences.

1. Prospecting with
May 2014 Edition
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@JamesHutto with @ValeoMarketing

2. Table of ContentsA QUICK LOOK INTO THE PRESENTATION
GOBACK
OR CHOOSE A CHAPTER
Intro
Agenda
Step 1: Be Awesome (with your profile)
Step 3: Connect (rinse & repeat)
Step 4: Be a pro
Step 2: Learn how to look

3. 300M members
May, 2014

4. 100M in the U.S.
May, 2014

5. 2New Members Every Second
May, 2014

6. We all need LEVERAGE

7. BeAwesome
(with your
profile)
Step 1
Learnhow to look
Step 2
+
OUR AGENDA.
Connect
(rinse, repeat)
Step 3
+ Be
a pro
Step 4
+

8. BE AWESOME.
(with your profile)
Creating a great
personal brand
is no different than any
other kind of marketing.
!
It’s just telling a good story.

9. BE AWESOME.
(with your profile)
• Photo is key!
• 1st person profile !
• Work History!
• Education !
• Recommendations!

10. BE AWESOME.
(with your profile)

11. BE AWESOME.
(with your profile)

12. ONE GREAT BENEFIT.

13. Social Proof is crucial

15. Know what works even better?
Give to get.

18. Get a Strong
Company Presence
(passes baton to marketing)

19. BeAwesome
(with your
profile)
Step 1
Learnhow to look
Step 2
+
OUR AGENDA.

20. LEARN TO LOOK.

22. This is where
knowing your targets!
pays off

24. BeAwesome
(with your
profile)
Step 1
Learnhow to look
Step 2
+
OUR AGENDA.
Connect
(rinse, repeat)
Step 3
+

25. CONNECT.Use Groups to connect with prospects and partners
• Join up to 50
• Connect with members
• Message other members

28. CONNECT.Use Groups to connect with prospects and partners
Here again: the challenge is
to know your prospects.
!
What groups are they in?

30. BeAwesome
(with your
profile)
Step 1
Learnhow to look
Step 2
+
OUR AGENDA.
Connect
(rinse, repeat)
Step 3
+ Be
a pro
Step 4
+

31. BE A PRO.Use templates to copy/paste
Use Evernote to store
templates that you
can copy and paste
from to save time!
!
This let’s you iterate
on them over time,
and I have different
messages for different
audiences. !
!
Remember:
LEVERAGE!

32. BE A PRO.Use LinkedIn to find an email addresses, then email directly
3 reasons why I sometimes prefer this: !
!
1) LinkedIn requests are easy to ignore!
!
2) If you send too many invites, your account
can get put on probation !
!
3) LinkedIn messages can’t be tracked (unless
you’re on Pro)

34. How’s it work?
Here’s my secret sauce:
GMAIL !
+RAPPORTIVE (plugin for Gmail)!
+YESWARE! (plugin for Gmail)!! ! ! ! ! ! !
= Trackable Emails and the ability to find
an email address for almost anyone

36. See exactly how it’s done here:!
https://www.distilled.net/blog/miscellaneous/find-almost-anybodys-email-address/

37. GMAIL Plugins can
give you some high-
powered functionality:!
!
Reminders that put an
email back in your
inbox if someone fails
to respond. !
!
A tracking report that
shows you every time
they open your email.!
!
Remember:
LEVERAGE!

38. Forget about
wondering if its
time to follow
up, or whether
they’ve read
your message.
!
Know
everything
instead.

39. BE A PRO.Manage Your email preferences (for your own sanity)

40. BE A PRO.Manage Your email preferences (for your own sanity)

41. BE A PRO.Manage Your email preferences (for your own sanity)

42. Table of ContentsA QUICK LOOK INTO THE PRESENTATION
GOBACK
OR CHOOSE A CHAPTER
Intro
Agenda
Step 1: Be Awesome (with your profile)
Step 3: Connect (rinse & repeat)
Step 4: Be a pro
Step 2: Learn how to look