Business  Development  with    LinkedIN  and  SugarCRM

It isn't just what you know, and it isn't just who you know.

It's actually who you know, who knows you, and what you do for a living. " - Bob Burg

Daniel Kraus"President"

Leading Results, Inc

@LeadingResults www.LeadingResults.com

4/26/12 ©2012 SugarCRM Inc. All rights reserved. 4

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Leading Results Overview

§  Marketing services firm – coaching and consulting §  1:1 Coaching, Group Coaching §  Fractional VP of Marketing §  Social Media Coaching and Learning §  Referral Marketing Coaching and Classes

§  Authorized Duct Tape Marketing coaches §  Offices in Boston and Philadelphia §  Clients throughout North America §  We help our clients stop wasting money on marketing that

does not create results

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Leading Results Core Marketing Mantra

§  Don't talk about the products you sell; talk about the problems you solve.  

§  Then talk about the remarkably different way that I will experience working with you as you solve those problems.

§  Be sure you tell me what I get; NOT what you do.  Because I don't have time to figure out if what I need is what you do.

LinkedIN – Quick Stats

" 100m Members (191342=me)

Why do people use LinkedIN?

A.  They  are  looking  for  someone  

Or

B.  They want to be found by someone

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5 Keys to Success

§  Be Authentic, Genuine & Transparent §  Show Value, Be Engaged, Contribute §  Know your ideal customer/prospect profile §  Be crystal clear on your core message §  Make sure your differentiation comes through

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Key Areas of Leverage

§  Credibility §  Getting Found §  Automation §  Sales §  Networking §  Advertising

LinkedIN Anatomy

Your  Profile  –  100%

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100% profile completeness

§  Industry §  Postal code §  A current position with description §  Two additional previous positions §  Education §  At least 5 skills §  Profile photo §  At least 50 connections §  A summary

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Groups

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LI Today

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Signals

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LinkedIn Company page

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LinkedIn Company page - Overview

This public tab lists info such as: §  Basic information about your company (e.g., location,

number of employees and industry) §  Information about new hires and employees, including

the viewer’s degree of separation §  Twitter and blog feeds plus a “follow company” feature

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LinkedIn Company page - Careers

§  This is another public tab displaying job postings. §  Premium Career Pages

"  Deliver a custom experience - Your content adapts to viewers, based on their LinkedIn profiles.

"   Job seekers see jobs tailored to their backgrounds. "  Differentiate through rich content

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Company page - Product & Services

§  Post descriptions of your key products and services §  Receive product and service recommendations §  Add content such as videos and promotions §  Purchase recommendation ads to showcase

recommendations for products and services and seek more of them

§  Get the “recommend” button to place on your website along with each of your products and services.

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LinkedIn Company page - Statistics

§  This is a private tab visible only to LinkedIn members with administrator access to your Company Pages.

How to Benefit from LinkedIN

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Key Areas of Leverage

§  Credibility §  Getting Found §  Automation §  Sales §  Networking §  Advertising

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Credibility

§  Summary with details §  Share expertise with answers to others' questions. §  Write recommendations

"  Get recommendations §  Claim your vanity URL

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Getting Found

§  Capitalizing on Search Engine Optimization "   Search engine optimize your profile

§  Participate in Group Discussions and relevant association groups

§  Answer Questions

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Sales

§  Connect with prospects §  Integrate Sugar to the marketing/sales process §  Stay in contact as people move §  Use OpenLink to send messages to people to whom

you're not connected. §  Leverage the power of LinkedIn

Groups. §  Take advantage of advanced search

options.

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Give value to connect…

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Enhanced Networking & Referrals

§  Search contacts for referral introductions §  Research attendees from events §  Review events prospects or connections are attending

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Contribute

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Automation

§  Integrate Sugar for updates §  Use LinkedIn Today to keep track of industry news §  Check in on "Network Updates” §  Tie in Twitter Connection  §  Take advantage of "Saved Searches” §  Track Signals

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Advertising

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Bonus Tips

§  Make your blog/website links sexier. §  Add a Follow Button §  Export connections. §  Add a video to your Company Page. §  Rearrange your profile §  Use applications

Make your blog/website links sexier.

4/26/12

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Bonus Tips

§  Make your blog/website links sexier. §  Add a Follow Button §  Export connections. §  Add a video to your Company Page. §  Rearrange your profile §  Use applications

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Export Connections

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Bonus Tips

§  Make your blog/website links sexier. §  Add a Follow Button §  Export connections. §  Add a video to your Company Page. §  Rearrange your profile §  Use applications

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Applications

4/26/12

A: Questions!B: Summary! C: Offer

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•   Profile  –  links,  keywords,  descrip;ve  •   Status  updates  (+TwiBer)  •   Repurpose  content  –  Slideshare,  YouTube  •   Connect  with  clients  &  prospects    •   Search  for  leads  –  Ideal  Customer  Profile  •   Recommend  clients,  partners  •   Use  Groups  •   Ques;ons  and  Answers  •   Adver;se  

LinkedIN Best Practices Summary

Offers:

" Complete my eval – get a copy of slides tonite " On the eval:

»  Sign up for marketing tips newsletter »  Ask for a free 45 minute marketing review »  Ask for follow up if you need marketing help – social media

or otherwise.

4/26/12

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Contact Us Leading Results

Web: www.leadingresults.com Email: dkraus@leadingresults.com Phone: 978-562-4161 Twitter: @LeadingResults facebook.com/leadingresults

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