Hire, Market, and Sell with LinkedIn

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Today’s Agenda

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1. Social media trends for the recruiting industry

Recent LinkedIn survey results 2. Inbound strategy

Branding and marketing campaigns3. Outbound strategy

Recruiting and business development demo

4. Customer PanelAsk about results from real clients

5. Free advanced LinkedIn toolsFor your company—and you

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What Agencies do on LinkedIn

What are your top priorities?

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Improve

Recruiter

Productivity

Increased Visibility &

Metrics tracking

Positioning ourselves

as a thought leader

Find New Accounts

Database

Freshness

Build MorePipeline of

Passive Candidates

Expanded Reach Past Connections

LinkedIn’s Global Footprint

238M+Registered members

as of August 5, 2013

4M++

Australia

21M+

India 8M+

SE Asia

7M++

Canada

13M+

Brazil

EuropeUSA

42M+

APAC57M+84M

+

3M+DACH

5M+Italy5M

+

France

5M+

Spain

4M++

NL

12M+

UK

200+Countries and

territories

65%Of LinkedIn members are outside of the US

EMEA74M+

UAE1M+

1M+Sweden

1M+Belgium

The LinkedIn NetworkGlobal Footprint

The world and buyers have changedWhat once worked, will not work anymore

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97% 75% 57% Of the time cold calls do not work

*7% worse every year since 2010

B2B purchaser influencedby social

Buying decisions are made before

sales rep involvement

Corporate Executive Board 2012Connect & Sell 2012IBM Buyers Preference Study 2011

US hiring growth is far outpacing global growth

“Considering only full and part-time professional employees, how do you expect the volume of candidates placed by your organization to change this year? ”

2013 Placement VolumeFull-time and part-time

Series10%

20%

40%

60%

80%

100%

4% 10%12%

23%

84%

67%

“Considering only contractors, interim and temporary professionals, how do you expect the volume of candidates placed by your organization to change this year?”

2013 Placement VolumeContractors, interim and temporary

Series10%

20%

40%

60%

80%

100%

7%15%

21%

28%

72%57%

Same

Decrease

Increase

And hiring volume remains healthy in 2013, but budgets have not kept up – requiring firms to do more with less

“How has your organization’s budget for recruiting solutions changed this year?”

Recruitment Budgets

2012 20130%

20%

40%

60%

80%

100%

7% 4%

40% 45%

53% 51%

Same

Decrease

Increase

“Considering only full and part-time professional employees, how do you expect the volume of candidates placed by your organization to change this year?

Placement VolumeFull-time and part-time

2012 20130%

20%

40%

60%

80%

100%

7% 4%

15%12%

78% 84%

At the same time, competition is high in the recruitment market

“What are your company’s biggest obstacles to attracting the best talent?”

Biggest obstacles to attracting top talent Top 3 obstacles reflect a highly competitive landscape

Availability of quality talent 65%Competition 46%Offer made by client (includes compensation, role, location, etc.) 33%Recruiting team too small 16%Inability to effectively use data to improve our approach 11%Recruiting team skills 11%Lack of familiarity with my firm’s brand 11%Recruiting team doesn’t have the right tools/systems 10%Lack of familiarity with client’s brand 8%

Social professional networks are #1 source of key quality hires by far

“Think about the key quality hires that your organization placed in 2012. Which of the following were the most important sources for those key positions?”

Top 5 sources of quality hires

1. Social professional networks 63% 59%2. ATS / internal candidate database 40% 45%3. Internet resume databases 37% 31%4. Internet job boards 35% 39%5. Employee referral programs 32% 20%

Social professional networks also the #1 long-lasting trend

“What do you consider to be the three most essential and long-lasting trends in recruiting for professional roles?”

Top long-lasting trends

Utilizing social and professional networks 69% 70%Finding better ways to source passive candidates 65% 56%Using an internal database to manage talent leads 39% 39%Boosting referral programs 30% 25%Reducing dependence on traditional job boards 24% 21%Posting jobs online 18% 24%Using mobile for recruiting 18% 18%Upgrading branding/marketing for staffing firms 16% 21%

1. Use social networking and social media more effectively 28%2. Build and nurture strong talent pools or pipelines 25%3. Hire recruiters to strengthen the team 23%4. Use data more effectively 22%5. Invest in existing recruiting and/or tools (e.g., ATS, job boards, LinkedIn, etc.) 20%

In fact, recruitment leaders view social professional networks as #1 competitive threat

“What are the things that your competitors have done or may plan on doing that would make you most nervous?”

Top 5 competitive threats in recruitment

Recruiting SolutionsRecruiting Solutionsv

Media Solutions for Recruiting Agencies

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Anna Wright – Media Solutions Consultant

Inbound Leads

What’s the difference?

Inbound Strategy

Free -Groups -Polls

Upgrade -Campaigns targeted to

Hiring Managers -Campaigns targeted to

Candidates

Inbound Media Campaigns

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People Researching your Employees per month

People researching your Company per month

People currently following your Company

Organic Traffic – - InMails, Telephone Calls,

Emails, Meetings

How People Engage with your Agency

How People Engage with your Agency – Improve It

Organic Traffic – - InMails, Telephone Calls,

Emails, Meetings

Employee Branding Ads

Career Hub

Job Slots

Recruiter License

People Researching your Employees per month

People researching your Company per month

People currently following your Company

How People Engage with your Agency – Optimize It

Organic Traffic – - InMails, Telephone Calls,

Emails, Meetings

Employee Branding Ads

Career Hub

Job Slots

Recruiter License

People Researching your Employees per month

People researching your Company per month

People currently following your Company

Inbound Campaigns – - Targeted Ads, Targeted InMails

Narrow Down to Target AudienceTargeted Ads- Geography- Industry- Job Function- Seniority- Company Size- Current Company Name- School Name- Groups

Targeted InMails- Above PLUS- Title- Past Company Name- Years of Experience- Education Level- Keywords on Profile

A Day in the Life of a Member on LinkedIn…

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Steve PeckoXyz Co.

Xyz Co. | Internet | New York CityO: 555.555.5555 | specko@xyz.com500+ Connections | 9 Recommendations

Warm Up Engage Call to Action

The member meets your AgencyFirst point of contact on the LinkedIn Homepage

Member is warmed up, and wants to learn more

Warm Up Engage Call to Action

Reach your ideal candidates or business partners and

expose them to your brand with a targeted recruitment

message on their homepage

The member meets your AgencyFirst point of contact on the LinkedIn Homepage

Reach your ideal candidates or business partners and

expose them to your brand with a targeted recruitment

message on their homepage

Member is warmed up, and wants to learn more

Warm Up Engage Call to Action

The member meets your AgencyFirst point of contact on the LinkedIn Homepage

Reach your ideal candidates or business partners and

expose them to your brand with a targeted recruitment

message on their homepage

Member is warmed up, and wants to learn more

Warm Up Engage Call to Action

The member meets your AgencyFirst point of contact on the LinkedIn Homepage

Reach your ideal candidates or business partners and

expose them to your brand with a targeted recruitment

message on their homepage

Member is warmed up, and wants to learn more

Warm Up Engage Call to Action

The member meets your AgencyFirst point of contact on the LinkedIn Homepage

Reach your ideal candidates or business partners and

expose them to your brand with a targeted recruitment

message on their homepage

Member is warmed up, and wants to learn more

Warm Up Engage Call to Action

The member meets your AgencyFirst point of contact on the LinkedIn Homepage

Reach your ideal candidates or business partners and

expose them to your brand with a targeted recruitment

message on their homepage

Member is warmed up, and wants to learn more

Warm Up Engage Call to Action

The member meets your AgencyFirst point of contact on the LinkedIn Homepage

Reach your ideal candidates or business partners and

expose them to your brand with a targeted recruitment

message on their homepage

Member is warmed up, and wants to learn more

Warm Up Engage Call to Action

How does a member learn about your Agency?Your media drives members to your Career Page

Customizable modules can dynamically adapt to

your audience targets- Candidates

- Hiring Managers

Warm Up Engage Call to Action

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Warm Up Engage Call to Action

Lock down the Space on your Company’s

Overview Page

How does a member learn about your Agency?Your media drives members to your Company’s Page

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Warm Up Engage Call to Action

Lock down the Space on your Products &

Services Page

How does a member learn about your Agency?Your media drives members to your Products/Services Page

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Custom Recruitment Message

Custom Banner Graphic

Audience: Sales / Marketing

Audience: IT / Engineering

Deliver a Custom ExperienceTailor your message based on your target audience

Relevant Jobs

Warm Up Engage Call to Action

Jobs relevant to the viewer

Members can easily

talk to recruiters

& sales

associates

Customizable Modules

Start a conversation with LinkedIn membersEstablish your Agency as a recruiter and a partner of choice

Warm Up Engage Call to Action

Employee or Client

Testimonials

Then member checks out your employees’ profilesOwn the real estate on your employee’s profiles

“More than 80% of candidates believe that current employees are credible sources of information about organizations”

Source: Corporate Leadership Council (CLC) survey

Standard Display AdFollow Company AdPicture Yourself AdGive your Recruitment

or Business Development Message

Warm Up Engage Call to Action

Erica Robertson

Then member checks out your employees’ profilesOwn the real estate on your employee’s profiles

Standard Display AdFollow Company AdPicture Yourself AdGive your Recruitment

or Business Development Message

Warm Up Engage Call to Action

“More than 80% of candidates believe that current employees are credible sources of information about organizations”

Source: Corporate Leadership Council (CLC) survey

Erica Robertson

Then member checks out your employees’ profilesOwn the real estate on your employee’s profiles

Standard Display AdFollow Company AdPicture Yourself AdGive your Recruitment

or Business Development Message

Warm Up Engage Call to Action

“More than 80% of candidates believe that current employees are credible sources of information about organizations”

Source: Corporate Leadership Council (CLC) survey

Erica Robertson

Then member checks out your employees’ profilesOwn the real estate on your employee’s profiles

Standard Display AdFollow Company AdPicture Yourself AdGive your Recruitment

or Business Development Message

Warm Up Engage Call to Action

“More than 80% of candidates believe that current employees are credible sources of information about organizations”

Source: Corporate Leadership Council (CLC) survey

Erica Robertson

Then member checks out your employees’ profilesOwn the real estate on your employee’s profiles

Standard Display AdFollow Company AdPicture Yourself Ad

Warm Up Engage Call to Action

Give your Recruitment or Business

Development Message

“More than 80% of candidates believe that current employees are credible sources of information about organizations”

Source: Corporate Leadership Council (CLC) survey

Erica Robertson

Then member checks out your employees’ profilesOwn the real estate on your employee’s profiles

Standard Display AdFollow Company AdPicture Yourself Ad

Warm Up Engage Call to Action

Give your Recruitment or Business

Development Message

“More than 80% of candidates believe that current employees are credible sources of information about organizations”

Source: Corporate Leadership Council (CLC) survey

Erica Robertson

Then member checks out your employees’ profilesOwn the real estate on your employee’s profiles

Standard Display AdFollow Company AdPicture Yourself AdGive your Recruitment

or Business Development Message

Warm Up Engage Call to Action

“More than 80% of candidates believe that current employees are credible sources of information about organizations”

Source: Corporate Leadership Council (CLC) survey

Erica Robertson

LinkedIn CoBranded Ad Join Group Ad

Picture Yourself Social Ad(min 10 jobs on LI)

Follow Company Social Ad(engagement only)

Ad Formats by LinkedInJobs For You Ad(min 50 jobs on LI)

Poll Ad

PICTURE YOURSELF AT xyzCo

Consulting at xyzCo

Targeted InMail MessageThe member is inclined to check out your InMail after being warmed up

to your brand

Warm Up Engage Call to Action

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300x250 Banner

“ I’m Interested” buttonOnce clicked, user’s info goes directly to your Recruiter

(member’s name will appear)

Customized message speaks directly to the memberBranded InMail message promotes your company

Warm Up Engage Call to Action

Members do lots of other things online…

…You can continue to speak to themMembers can continue to receive targeted messaging on and off LinkedIn

Continue to message targeted professionals

off LinkedIn

Powered by

Jobs For You at Google

Examples of LinkedIn Solutions for Agencies

Media Performance – Large Agency Example3 Month Campaign – Unique Visitors

Targeted Ads

Employee Branding Ads Launched

Career Hub Activated

End of Campaign

Media Performance – Small Agency ExampleLaunch – Unique Visitors

Targeted Ads

Employee Branding Ads Launched

Career Hub Activated

3. Outbound LinkedIn

Strategies

Outbound Strategy

Free -LinkedIn.com search

Upgrade -Personal Account

Subscriptions -RPS -Recruiter

LinkedIn Recruiter

LinkedIn Recruiter

LinkedIn Jobs

LinkedIn Jobs

4. Customer Panel

5. Free Advanced LinkedIn Tools

Stand Out

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The #1 Activity on LinkedIn is Viewing ProfilesYour Brand Starts Here

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Your personal professional brand:Add a picture

Don’t copy / paste your resume

Write a personal tagline

Write your elevator pitch

Point out your skills

Distinguish yourself from the crowd

Ask for recommendations

Own your public profile’s URL

Company Overview Page

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Your company’s brand:Add a logo and banner image

Fill in the details

Company description

Point out Company Specialties

Differentiate from your

competition

Designate Page Admins for

company status updates

Company Products / Services Page

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Your company’s brand:Add multiple audiences

Describe services for clients

and candidates

Ask for recommendations

Add a video

Add banner images

Differentiate from your

competition

Find Content

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Find Content – LinkedIn Today

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Share Content

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Personal Status Updates

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Targeted Company Status Updates

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Career Pages

Grow your followers organically on LinkedIn.com

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LinkedIn HomepageCompany Pages

Leverage LinkedIn Groups for Additional Insights

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Thank you!