Using LinkedIN to Generate Sales Leads

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Using LinkedIN to Generate Sales Leads
LinkedIN provides the
Power of Networking
To substantially
Grow your Business!
Landau Design Reviews
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Why Use LinkedIN?

• 59 of Fortune 500 execs use LinkedIN
• Over 119 million members, primarily USA
• 34 million site visitors per month

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IS
IS
With a Tie
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Be visible and professional on LinkedIn
Save the privacy settings for Facebook
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Who makes up your network?

• Connections usually come from
• Friends, former colleagues
  Clients Referral partners
• LinkedIN is about building business, not keeping
  in touch!

Typical LinkedIN Network
Typical LinkedIN Network
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Real Power is in 2nd Degree Network

• Focus on your networks network

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Data Mine Your Connections
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Who are your customers?

• Define your audience
• Create a people search profile
• Job Title
• Company name
• Job description
• Industry keywords

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11 Ways to Generate Leads

1. Complete your profile
2. Send a connection invite within 24 hours of
   meeting a prospect.
3. Use advanced search to find prospective buyers.
4. Regularly deliver value to your 1st degree
   network
5. Ask and answer questions in groups and QA
6. Use group search feature to connect with
   networkers
7. Create a group if you feel your company could
   fill a void
8. Update status at least twice a week
9. Create a poll to connect with network prospects
10. Promote your events
11. Set weekly goals for using LinkedIN

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1. Complete your profile!!

• Let me say it again Complete your profile!
• Profile must-haves
• Fill in as much as you can about work history
• Use keyword-rich title
• Fill in general description
• Professional photo
• Put in website and blog URLs
• Get personalized URL
• Hook up all your social media using apps
• Get recommendations ? key to generating interest!
• Join relevant groups

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2. Send Connection Invites

• Every time you meet a prospect, follow up by
  sending a LinkedIN invitation.
• Customize the invitation
• Make a point of connecting via LinkedIN within
  one week of invitation acceptance.
• Send personal note
• Comment on their company
• Join a discussion in a group

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3. Advanced Search is a Gold Mine

• Ability to perform highly specific searches for
  people
• Search terms
• First Last name
• Industry
• Company (current or previous)
• Job title (current or previous)
• Location
• Keywords contained in the users online profile.

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Optimum Search Criteria

• Best search results use a combination of
• Industry
• job title
• keywords
• location
• Display search results based on relationship
• Save searches for easy access

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Are they in your network?

• Once you find a prospect, are they in your
  network?

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4. Regularly deliver value

• Give more than you ask
• Provide status updates with useful information
• Give valuable information via groups and QA
• Send monthly in-mail with information of value to
  your network
• Generate polls and report results to network

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5. Ask Answer Questions

• Who in your network is asking questions?
• What questions can you ask?

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6. User Group Search

• Brand new feature
• Allows you to find where your network is talking

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7. Create a Group

• Why create a group?
• Establish yourself as a thought leader
• Create arena for connecting with prospects
• Opportunity for sending weekly messages to
  network
• A way to help others and establish trust
• Plan your group
• Do you have time to manage it?
• Do you have enough content?
• How will you recruit members?
• What are the guidelines?

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8. Update Status 2x/Week

• Easy way to connect with network (less than 1
  minute!)
• People search results ordered by last updated
  profile status update counts
• Inclusion in weekly status emails

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9. Create a Poll

• Create polls that ask about business needs
• 4 opportunities to connect
• Ask your question
• Use social media network to promote the poll
• Report results via network, in groups, on blog
• Provide solution
• Keys for polls
• Make it short
• Ask question that they really want to know the
  answer
• Put in optional comment question
• Follow up with results!

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10. Promote your events

• Another opportunity to share
• Optimize event listing
• Include event logo
• Use enticing event title
• Create short but intriguing description
• Link to more details and registration page
• Promote your event
• Use inmail to sent personalized invitations and
  general invites to your entire network
• When promoting via social media, drive them to
  LinkedIN event page
• You want to get people to click on Im
  attending button
• Include on your company page
• Run LinkedIN ads if budget allows

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11. Set weekly goals for LinkedIN

• Measure growth
• How many
• New connections will you make
• Questions will you answer
• Groups will you post in
• Status updates will you make
• Inmail notes will you send
• Measure activity growth
• How many people requested connections?
• How many interactions did you have?
• How many questions were answered?

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Using LinkedIN to Generate Sales Leads
More questions?
Please contact
Bonnie Landau Landau Design Reviews
Bonnie_at_LandauDesign.com
805-640-1458