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©2011–2012 Parlay Communications, Ltd. All rights reserved 1
Sway Factor™ SystemUnleash the Power of LinkedIn to Build Your Business
September 2013Session #4Miles Data
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©2011–2012 Parlay Communications, Ltd. All rights reserved 22
Training Objectives
• How to articulate your personal brand and create a fully optimized LinkedIn profile to promote it
• The value of a large network and steps you can take to quickly build yours
• Quick ways to stay top of mind within your network and encourage referrals
• How to uncover professional opportunities and connect with high value contacts
• A repeatable, time-efficient and effective system for your long-term success
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©2011–2012 Parlay Communications, Ltd. All rights reserved 33
New Tool Alert: SalesLoft.com
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©2011–2012 Parlay Communications, Ltd. All rights reserved 44
Session #4 Lessons
• Pillar 3: Pledge unwavering personal commitment
• Leverage the LinkedIn Search functionality for sleuthing and sales
• Best practices for making “first contact”
• Know who’s viewed your profile
• Understand LinkedIn Group settings
• Create your Social Networking Action Plan (SNAP!)
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©2011–2012 Parlay Communications, Ltd. All rights reserved 55
The Sway Factor™ System
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©2011–2012 Parlay Communications, Ltd. All rights reserved 66
Unleash The Law Of Attraction
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77
Who Do You Know Who…
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©2011–2012 Parlay Communications, Ltd. All rights reserved 88
The Sway Factor™ System
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©2011–2012 Parlay Communications, Ltd. All rights reserved 99
Advanced Search for Sales Sleuthing
• Search by…• Keywords
• Name
• Company Name
• Industry
• Geography
• Title
• Narrow your search by zip code, seniority and more
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©2011–2012 Parlay Communications, Ltd. All rights reserved 1313
189 Results
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©2011–2012 Parlay Communications, Ltd. All rights reserved 1414
Save Your Search
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Now What?
After you’ve identified “persons of interest” you might:
• Call, email, direct mail
• Ask for an introduction
• Attempt to connect
• InMail premium feature
• Explore their ecosystem
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©2011–2012 Parlay Communications, Ltd. All rights reserved 1717
Now What?
After you’ve identified “persons of interest” you might:
• Call, email, direct mail
• Ask for an introduction
• Attempt to connect
• Explore their ecosystem
• InMail premium feature
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©2011–2012 Parlay Communications, Ltd. All rights reserved 1919
What Else?
After you’ve identified “persons of interest” you might:
• Call, email, direct mail
• Ask for an introduction
• Attempt to connect
• Explore their ecosystem
• InMail premium feature
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©2011–2012 Parlay Communications, Ltd. All rights reserved 2020
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©2011–2012 Parlay Communications, Ltd. All rights reserved 2121
Successful Introductions
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©2011–2012 Parlay Communications, Ltd. All rights reserved 2222
Three Hops Is A Long Haul!
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Two Hops… Higher Rate Of Success
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The Art Of The Ask
• Use the Get Introduced Through A Connection feature
• Include a sentence or two asking for the introduction
• Separately, type a few sentences outlining your request that can be forwarded directly to the contact
• Close the loop!
• See http://bit.ly/virtualintro for details
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The Art Of The Ask
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The Art Of The Ask
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The Art Of The Ask
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The Art Of The Ask
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Follow Up
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Follow Up
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©2011–2012 Parlay Communications, Ltd. All rights reserved 3131
What Else?
After you’ve identified “persons of interest” you might:
• Call, email, direct mail
• Ask for an introduction
• Attempt to connect
• Explore their ecosystem
• InMail premium feature
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People Always Want To Know…
• Question: What’s the best way to reach out to a potential connection?
• Answer: Value-add “small ask”; personalized & polite
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©2011–2012 Parlay Communications, Ltd. All rights reserved 3434
People Always Want To Know…
• Question: What’s the best way to reach out to a potential connection?
• Answer: Value-add “small ask”; personalized & polite
“I noticed on your profile in LinkedIn that you deal with companies in the same geographic area as I
do, and I think we might be able to help each other with referrals. May I call you to see if we have a common interest? A 15-minute phone call in the next few weeks would be great if you can fit me in.”
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Four C’s, Not Selling
Community Content Conversation Conversion
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©2011–2012 Parlay Communications, Ltd. All rights reserved 3737
What Else?
After you’ve identified “persons of interest” you might:
• Call, email, direct mail
• Ask for an introduction
• Attempt to connect
• Explore their ecosystem
• InMail premium feature
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©2011–2012 Parlay Communications, Ltd. All rights reserved 3838
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©2011–2012 Parlay Communications, Ltd. All rights reserved 3939
Blind Spot?
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Google Work-Around
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©2011–2012 Parlay Communications, Ltd. All rights reserved 4141
What Else?
After you’ve identified “persons of interest” you might:
• Call, email, direct mail
• Ask for an introduction
• Attempt to connect
• Explore their ecosystem
• InMail premium feature
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©2011–2012 Parlay Communications, Ltd. All rights reserved 4343
InMails are response guaranteed: if you don't get a response to an InMail within 7 days, LinkedIn will return the credit to your account. Unused InMails roll over and accumulate for up to 90 days while you are a subscriber.
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©2011–2012 Parlay Communications, Ltd. All rights reserved 4444
Who’s Zooming Who? Profile Statistics
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Get In Through Shared Groups
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Leveraging LinkedIn Groups
• Maximum # is 50 (excludes sub-groups)
• Effective participation can require significant effort
• 3 Ways to participate• Contribute, Comment, Collect Insights
• Use a complete signature with each post
• Adjustable settings:• Which Groups are visible on your profile
• Email address where you receive updates, frequency
• “Allow members of this group…”
• Real benefit is entrée and intelligence
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Success Is Reserved For Those Who Do
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©2011–2012 Parlay Communications, Ltd. All rights reserved 5353
SNAP! Your Social Networking Action Plan
1. Establish your intent
2. Log in
3. Do at least one of the following:• Add or accept new connections• Update your profile• Post a status• Acknowledge your network’s activity (digital deposits)• Check who’s viewed your profile
4. Log out
5. Schedule time to prospect for clients, strategic partners, new hires and more
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©2011–2012 Parlay Communications, Ltd. All rights reserved 5454
Be Your Own Personal Brand Champion
• Pillar #3: Pledge Unwavering Personal Commitment
• Add Accomplishments as they occur
• Request Recommendations when it makes sense• Volunteer work, industry contributions, prior experience
• Give Endorsements to receive them
• Add Connections regularly
• Join Groups
• For every action, a reaction…
• Make time. The Sway Factor™ system works only if you work it.
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Additional Resources
• LinkedIn Blog: http://blog.linkedin.com/
• Learning Center: http://learn.linkedin.com/
• Sway Factor™ Training Guide
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©2011–2012 Parlay Communications, Ltd. All rights reserved 5656
Session #4 Lesson Recap
• Pillar 3: Pledge unwavering personal commitment
• Leverage the LinkedIn Search functionality for sleuthing and sales
• Best practices for making “first contact”
• Know who’s viewed your profile
• Understand LinkedIn Group settings
• Create your Social Networking Action Plan (SNAP!)
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©2011–2012 Parlay Communications, Ltd. All rights reserved 5757
Before Our 1:1 Coaching Call
• Read http://bit.ly/virtualintro
• Schedule your 1:1 via the link provided
• Update your Status, again
• Continue to add Connections (past / new)
• Create and save at least 1 recurring Search
• Determine your personal brand marketing plan (SNAP!) and schedule time accordingly
• Email me any questions you want to focus on during your 1:1 coaching call
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©2011–2012 Parlay Communications, Ltd. All rights reserved 5858
Click or Call ~ Sima Dahl
Call: 312-884-1888
Email: [email protected]
Connect: Linkd.in/SimaSays
Friend: Facebook.com/SimaSays
Tweet: @SimaSays
Skype: SimaSays
Google: Gplus.to/SimaSays