top 10 ways to use linkedin for prospecting

+Social Selling

Using LinkedIn to

Grow your Business

http://www.napower.com/

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We are a multichannel, data-driven, direct marketing services company. Illuminated Marketing is our unique method of combining data, design and delivery. It's where science and imagination collide, resulting in the solution. The product is a one-stop, full-service answer to your marketing needs.

We Are…

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End to end capabilities forcustomer-focused

marketers

Strategy

Creative

Data Sourcin

g

DB MGT

Campaign

Analytics

Delivery

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• Over 175 million members in 200 countries.

• A new member joins approximately every second.

• On average, Americans spend 2.7 hours socializing on their mobile devices.

• That’s over twice the amount of time they spend eating and 1/3 of the amount of time they spend sleeping!

Source: Mobile Marketing Statistics 2013; Danyl Bosomworth

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CUSTOMERS

At the end of the day the goal is leverage Linked In and the other social channels to acquire more customers and retain the ones you have because you will be seen as a thought leader

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At the end of the day it is all about engagement, not this kind but this kind.

A major source of visitors to our web site is LinkedIn

Your client facing team members, sales AM’s, executive leadership all should have a social presence and position your company as thought leaders. This engages our prospects and customers and sets us apart from the pack.

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=Z-rlxE8SWlSWaM&tbnid=vyPjW_obV0DwIM:&ved=0CAUQjRw&url=http://www.businessgross.com/2013/04/13/how-to-keep-up-with-the-new-age-of-customer-engagement/&ei=odOKUbbtG6bw0QHFkYGQCg&bvm=bv.46226182,d.dmQ&psig=AFQjCNHgyLLtF8_Vhlu6SwmblYgy2gaQvw&ust=1368139035053457

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TOP 10 things you need to be doing on Linked In.

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=vSMD-mWYeSqjaM&tbnid=Cmj-uw9Du8RBVM:&ved=0CAUQjRw&url=http://www.skylinetradeshowtips.com/10-top-tips-for-trade-show-lead-management/&ei=HZKLUcOAAY-r4APa4IGYDg&bvm=bv.46226182,d.dmQ&psig=AFQjCNHVvFJ_2KMcg9ebDppTcZw05PwWpQ&ust=1368187673433490

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=696OE2xoqbGhFM&tbnid=0N-2qSZemN3Z9M:&ved=0CAUQjRw&url=http://socialmediamarketingkelowna.com/our-social-media-services-we-can-help-your-business-grow/internet-marketing-social-media-workshops-in-kelowna/&ei=dJKLUZn5ErLd4AOJxYDYBA&bvm=bv.46226182,d.dmQ&psig=AFQjCNHOZb1s5j7d2hCT6dzmnE83wBIRXQ&ust=1368187880032934

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http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=P5BMZRNpdM8VUM&tbnid=Lkss-jkKqkaQ_M:&ved=0CAUQjRw&url=http://www.davidmillerblog.com/?m=201202&ei=pZGLUbjDLo-54APMqoH4Cw&bvm=bv.46226182,d.dmQ&psig=AFQjCNHVvFJ_2KMcg9ebDppTcZw05PwWpQ&ust=1368187673433490

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Your Brand

In 1997, Fast Company author Tom Peters wrote about the importance of your personal brand. Today it is imperative that you take control of your brand and put the best foot forward.

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=sjUJcfrBZx8nmM&tbnid=sGrXhkO046_G9M:&ved=0CAUQjRw&url=http://www.brandyou.name/Resources.html&ei=I5OLUZK5Me2x4APomoGoBw&bvm=bv.46226182,d.dmQ&psig=AFQjCNGkqxNWm_xsUSiJVurQti6nIk2gXQ&ust=1368188009653896

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Your Brand

• It starts with photo. • Don’t use photos from you

at the bar and your friends are cropped out.

• High quality cameras are everywhere. Take a pic, edit it and post it.

• Put keywords that sell who you are and position you at the thought leader you are in your respective industry.

• Remember you only have one first impression.

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http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=8R7SQ0m2EJV7fM&tbnid=GrI0ZDa37K71zM:&ved=0CAUQjRw&url=http://musiccourtblog.com/2010/12/21/the-best-songs-of-2010-9-infinite-arms-by-band-of-horses/&ei=CsuKUdGpDomY0QGJ5oGgCQ&psig=AFQjCNEtVdqMG9oLtxutIgzNSp3x-PT9fg&ust=1368136837400200

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Team Effort

• Social selling extends beyond you.

• Your company needs to have a strong presence and any client facing team member should too.

• Senior leadership, sales, service and marketing should be active writing and sharing content across different verticals

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http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=rZ3ALAsYbZYKPM&tbnid=VtdNSCF6cVVKsM:&ved=0CAUQjRw&url=http://www.sbmania.net/forums/topic/31614-photo-hunt/&ei=NsuKUcGZE6Wz0QGproCIAw&psig=AFQjCNHTgtnV_BJFvvmiargmnLqogobL_Q&ust=1368136866849764

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Proper Introduction

So this is the standard LinkedIn Intro box.

Do not ever use it!

• Pause, think about why you want to connect and your reason for reaching.

• Give them a reason to network with you.

• Show the value you will deliver in having you as a connection, whether Content, a service, product etc.

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http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=lbSb201m_DG-OM&tbnid=wOk9wwp0FaXj-M:&ved=0CAUQjRw&url=http://school.discoveryeducation.com/clipart/clip/funny7.html&ei=0suKUeDfIs6Q0QGAsYGACA&psig=AFQjCNGTQQzb3hiZfEaM-wVGhsB-LxciRA&ust=1368136979962459

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Leverage Your Network

Linked in starts at the 2nd degree!

• Leverage your network

• Ask for introductions. • LinkedIn makes it

very easy with an “introductions” feature.

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http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=TH7xXljS1AUw9M&tbnid=CdkajA3utMCreM:&ved=0CAUQjRw&url=http://blog.logmycalls.com/bid/283027/6-Places-to-Put-Call-Tracking-Numbers&ei=ptGKUd7wDKHk0gHi04CoAg&psig=AFQjCNHncMZyhRPXxxTJ3Ou0lYjeGwsZZQ&ust=1368138307760194

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Cross Platform

These techniques do not reside solely on Linked in. Explore and expand your social networking to other platforms too!

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=uEdBFhHt73cGyM&tbnid=807liiwSSdpyDM:&ved=0CAUQjRw&url=http://mctccenterforcivicengagement.blogspot.com/2010_04_01_archive.html&ei=k5SLUduOHfDA4APg54DICA&bvm=bv.46226182,d.dmQ&psig=AFQjCNGvk5shxkzNcUI3R2XF9_ACDUnihw&ust=1368188429722847

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=2fepOKENhTlV-M&tbnid=FByrQZVWX_h08M:&ved=0CAUQjRw&url=http://www.seo-positive.co.uk/blog/google-optimization-%E2%80%93-a-case-study-continued/&ei=05SLUbfaIfew4APCsYDwDw&bvm=bv.46226182,d.dmQ&psig=AFQjCNHHiX5zlz7Mx3cnj8Tc82ftSr1nXg&ust=1368188467426195

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=PavwJk4gBsOEbM&tbnid=UG8p4n8HrmOp6M:&ved=0CAUQjRw&url=http://ictville.com/2013/02/forget-hate-speech-and-make-twitter-a-job-search-tool/&ei=KpWLUYbULbe14AOO4IB4&bvm=bv.46226182,d.dmQ&psig=AFQjCNF_zCc4jwHDQ_971bFfODH3Y4H4yw&ust=1368188579639716

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http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=yu0AeG4Z0gh3hM&tbnid=ulskewFl2mBEJM:&ved=0CAUQjRw&url=http://www.wpclipart.com/education/animal_numbers/animal_number_5.png.html&ei=WNCKUaz7I4rN0AHry4DQDQ&bvm=bv.46226182,d.dmQ&psig=AFQjCNHHc2K90vPHgG23PGnhm8bg9wXnWg&ust=1368138165091105

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Groups

Groups are an excellent way to prospect in verticals you are trying to penetrate.

• Start and monitor conversations

• Sharing your insights in group discussions

• Make new connections

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=FF3DYQ5IOVfhIM&tbnid=5Hh3vIcCvJapUM:&ved=0CAUQjRw&url=http://www.reshiftmedia.com/5-ways-to-leverage-linkedin-groups/&ei=gZuLUcrDFIuI0QHa-YG4DA&bvm=bv.46226182,d.dmQ&psig=AFQjCNFdWg31CsKrpp-NJdtvkQX1CPPRAg&ust=1368190195205072

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http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=tcMYaqAm2zvXtM&tbnid=yO5XXUQ3dmOs5M:&ved=0CAUQjRw&url=http://jenntgrace.com/rss-feeds/&ei=Os-KUdePM4rN0AHry4DQDQ&bvm=bv.46226182,d.dmQ&psig=AFQjCNGFi1tek-ODlVwrBHjy1JvOpM4UhA&ust=1368137894522747

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Recommendations & Endorsements

Recommendations are key to profile visibility as they show instant credibility!

• Request recommendations from current and former colleagues

• Recommend a business associate, they might reciprocate

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Recommendations & Endorsements

Endorsements, which were introduced last fall are “lazy man’s” version of a recommendation

• Have some impact on your social presence

• Help keep you top of mind.

• Just make sure you reciprocate. I scratch your back you scratch mine!

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http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=5qJ4mkqd80Im5M&tbnid=9PPHOgysLQUTYM:&ved=0CAUQjRw&url=http://bassriverhistory.blogspot.com/2009_01_01_archive.html&ei=rtCLUdTFCeqB0QHRp4GoDQ&psig=AFQjCNFl5sVeDiJru6jQIpI2kZz32IYlxw&ust=1368203782375661

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New Tagging Feature

Tagging has several effective uses

• Mention individuals and companies of relevance in your post to encourage continued dialogue.

• Enhance your content strategy by tagging companies, colleagues or thought leaders that may have contributed to your post.

• Also has great impact on event marketing or speaking engagements

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http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=5sX6H4eOTDbWYM&tbnid=dwoT_-kgnwIT1M:&ved=0CAUQjRw&url=http://www.wildcatepicevents.com/blog/bid/132699/Wildcat-Epic-MTB-Race-2-Days-Away&ei=EdCKUfvMLKLH0wHe4IC4Bw&bvm=bv.46226182,d.dmQ&psig=AFQjCNE1wHcnOVgjdmNFjc_c54gpk3XIFg&ust=1368138067420537

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Sharing

Sharing is a great way to “share” thought leadership with your network and groups.

It allows you the opportunity to stay in front of your network and become a “leader”.

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http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=ThiUHKVzDR5zaM&tbnid=M6_k34OzOzlu-M:&ved=0CAUQjRw&url=http://keyboardrequired.blogspot.com/2012/03/1-year-later.html&ei=PtOKUZn2HYyK0QHK1IDgCA&bvm=bv.46226182,d.dmQ&psig=AFQjCNFUAqorE6ziXoJpBjr23Eb6sfwG0A&ust=1368138923818254

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Have FUN!

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=DoIASE6C3AqdQM&tbnid=fRzanQaly7RrkM:&ved=0CAUQjRw&url=http://bucketlistchallenges.com/2012/06/14/day-14-are-you-having-fun-with-yourself-in-life/&ei=gK6LUcT_B5Xj4APo-4DgAQ&bvm=bv.46226182,d.dmg&psig=AFQjCNG7QqzxGj4BpPRLCluAFXu0-wng4Q&ust=1368195059295214

+Thank You

Craig Blake508-838-5086

cblake@sourcelink.com @craigblake craigblake

top 10 ways to use linkedin for prospecting

marketing needs

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event marketing

mobile marketing statistics

social presence andposition

team members

new member

team effort social selling

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