linkedin4sales
Post on 26-May-2015
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Linkedin for Sales people
How to take advantage professional networking today
45 min
Linkedin for Sales peopleHow to take advantage professional networking today
• An example:
• What is it?
• Why use it?
• How to use it?
• When should I use it?
• A business-oriented social networking site that is mainly used for professional networking.
What is it?
As of 17th July 2009 based on their websites
spanning +170 industries.
Use your network
I know
Join my networkI know
Do you know ?
Why?How?
When?
Join my groupWho?
I know Harnessing Collective Intelligence
http://press.Linkedin.com/abouthttp://www.youtube.com/watch?v=IzT3JVUGUzM
six degrees of separation
What?
Why use it?Brief
• It has Major impact on your business– Get more information = Better qualify– Be more visible = Get more credibility
• It’s powerful– Critical size reached (in terms of users and industries)– To give and receive information / expertise
• It’s Free and easy to use– It’s a live business card
• Easily build your prospect org chart and access to basic info– Brief info on the company– Size (employees / revenue)– Websites & blogs– Locations– Employees– Jobs– Stock information– Snapshot view on Business Week
• Get detailed info on these employees– Past / present activities– Specialties / Education– Connections / Groups– Websites, blogs, and more …
Why use it? It’s powerful
It’s Free and easy to use
+ New hires
+ Former employees
+ Recent promotions and changes
Why use it? It’s powerfull
• Easily scan an industry on a specific territory:– Join groups related to this industry and territory and participate!– Look for companies belonging to this industry / territory– Scan them and their employees– Invite them to discuss or to connect
• 1 example, Footwear in Spain (a Friday afternoon)– Join groups and participate! = 30 minutes– No groups talking about Footwear / Fashion in Spain!
• Create one and put some content = 30 minutes– Look for companies and scan their employees = 60 minutes– 60 potential contacts (send an email / invitation)– 2 days later you have:
• 25 new connections and 10 phone numbers to contact them directly and 26 new group members.
• 2 weeks later, I had 3 meetings to start evaluating and qualifying business opportunities
It has Major impact on your business
HIT RATIO!
How to use it?Some rules
• To receive you need to give
• Present yourself, build your profile, be clear, be professional
• Build your network as you move forward
• Visit the web site at least once a week, max once a day and PARTICIPATE
How to use it?Get started
• Create your profile– http://www.Linkedin.com/home – Work on your elevator speech– Show what you want people to see
• Connect to your ecosystem– Past / present colleagues /
customers / prospects– Sending customized invitation
• Get recommended– Look more professional– Illustrate your achievements
http://www.Linkedin.com/in/jeromecabanes
• Join a group – Of people sharing same interests and needs– Get to open discussions or to comment them– Get to contact directly (“send a message”) group members
• Answers– Give or take advice from others– Impacts all Linkedin members
• Polls– Get input from a specific population (if you post your poll in a
group)– Or get feedback on closed answer from all Linkedin members.
How to use it?Some functionalities
How to use it?Some functionalities
• Search:– Keywords– Territories– Industries– Companies– Groups– Answers– People ...
• Can help you get answers to:– Which are the biggest companies in X area belonging to
Y industry?– Who else can I contact in company ABC?– Who is CFO of company Z?– Can someone give me advice on how to xxxxxx?
How to use it?Some tricks
• Anonymous profile– If you Google “position of the anonymous profile + Linkedin”,
you get the answer!
• Keep an eye on your contacts– Who connects to who?– Which topics are of interest for my contacts?
• Inform them
• Who’s viewed my profile?
Top Tip!
When should I use it?
• During awareness creation– Example > enter a new market segment and get to be visible…
• During prospection phase– Example > find companies per market segment / per geo / per
size…
• During discovery phase of customer you target– Example > find new contacts inside this company and their
relationships…
• As you meet new people during your professional life
Conclusion 1.0Typical objections
• I have not time for this!
• That’s for geeks!
• I’m not looking for a job
• I do not want to expose my business life!
Conclusion 2.0
• Take advantage of today’s technology
• Find the right info with less efforts
• Care about your professional network
• SELL efficiently
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