how to use linkedin for b2b sales prospecting,

How to use

For B2B Sales Prospecting

Niall Devitt

We’re connectedlike never before

We’re connectedlike never before

They are!

Even he is

But what about the Decision Makers?

The Social Customer

The Social Business Model

“Businesses move from liking to leading when they look beyond social media to see how social technologies

drive real business value. From marketing and sales to product and

service innovation, social is changing the way people connect and the way

organisations succeed”

2014?

“Social Selling is no longer an option, it’s a necessity”

LinkedIn is a social networking website for professionals.

It’s the world's largest professional network at 250 million strong.

LinkedIn strengthens and extends your existing network of trusted contacts

Getting Found!

Profile:

Professional PhotoInclude keywords in headlineCustomise URLUse your summary to introduce yourself (SEO)

Detail Professional

Experience Link Company

Name to LinkedIn Company page

Education

Skills:

Type in your skillsYour connections will be asked to endorse them

All-Star Profile: Profile Photo3 JobsSkills and ExpertiseMore than 50 connections

Rich Content

Add link/Upload file:

VideosImagesDocuments Presentations

Exercise: Review Your LinkedIn Profile

Customise URLProfile Photo3 JobsSkills and Expertise

Rich ContentMore than 50 connections

Updates:

Regularly post professional and share worthy updates to your network

Sharing content once a week increases your profiles views by 500% or more

Add Your Profile to:

Business Cards

POS Materials

E-mail Website

Networking on LinkedInNetworking on LinkedIn

Connect to Your Real World Network

Family

Friends

Colleagues Suppliers

Customers

Ex-Colleagues

Prospects

Sales Prospecting on LinkedIn

Search:

People CompaniesGroupsConnections

Exercise: Start Networking on LinkedIn

Check out the ‘People You May Know’

Find and Join a Relevant group

Congratulate someone on a new Job

Use the Search Functions to find someone you would like to do business with

Connection Requests

Standard V Personal

Or Get Introduced

Exercise: Connect with a New Prospect on LinkedIn

Send a personal introduction

Or ask a connection to introduce you

Connect in Real Time at a Conference

Exercise: Download the LinkedIn app to your Smartphone

Connect in real-time with someone else in the Room

A Professional Page for Your Business

Can only be set by Representative of the Business Using a Company E-

mail

Free (except for Careers tab)

Companies need to assign admin(s)

Segment status updates

Segment product pages

Tell your company's story

Highlight your products and services

Engage with followers

Share career opportunities

Drive word of mouth at scale

Have customers recommend products or services

Segment Status updates

Segment Product pages

Taken from Best LinkedIn Company Pages 2013 from LinkedIn

Taken from Best LinkedIn Company Pages 2013 from LinkedIn

Exercise: Find 3 Companies that you would like to do business with

Find 3 companies with LinkedIn pages and follow them

Discover something new about the organisation

The number 1 place that prospects will interact with your business is through employees/colleagues

Standardise:Company DescriptionProfessional Photos

Encourage staff to share content

Employees and Colleagues

Exercise: Check out Your Colleagues on LinkedIn

Do they have professional photos?

How does their company description compare to yours?

When did they last send an update?

Compare and contrast

Niall Devitt

www.linkedin.com/in/nialldevitt

@NiallDevitt

http://www.slideshare.net/NiallDevitt1/how-to-use-Linked-in-for-B2B-sales-prospecting

How to use For B2B Sales Prospecting