Download - LinkedIn Guide 2016 for new sales in 60 mins
LINKEDIN FOR BUSINESS
“The best LinkedIn guide on the internet – it will seriously help you get
MORE LEADS, SALES & BUSINESS
Need More Help with LinkedIn – Call me Today on 07880 725 564
In 60 minutes or less!”
Dawn Adlam The Bizlinks Social Media Coaching & Training
Thank you for taking the time to read my Free Guide, it means you are actively
looking to make the best use of your precious time by understanding the
power of Social Media. I specialise in Coaching and Training on the LinkedIn
platform as it dramatically changed the way I did business once I knew how to
use it effectively. No more cold calling and no more gatekeepers! You never
run out of contacts on LinkedIn, it is real time marketing where you are
working “on” your business and not in it.
I have been running regular workshops and coaching sessions for the last 3
years helping Business Owners and Sales Teams to get the results they want
from LinkedIn, whatever the type of Business, if you know your target market
then you can use my Training and LinkedIn to help you.
Having been a BNI member for the last 9 years in Birmingham I really
appreciate the power of Networking online and offline face to face, there is
nothing better in generating new Business opportunities as people buy from
people. The philosophy in BNI is Givers Gain which certainly is true of LinkedIn
too – find the people you can help, show how you add value and make the
right approach, a simple but effective process and my mission is to share this
knowledge with as many Business people as possible, knowledge is power!
Using LinkedIn regularly as part of your Sales and Marketing strategy will make
a massive difference to your Business so don’t get left behind in the Social
Media Revolution, its here to stay...
Need More Help with LinkedIn – Call me Today on 07880 725 564
“ Social Media is ever evolving and is here to stay so don’t get left behind, if you are not using LinkedIn effectively then you can bet your competitors will be!”
How to start using LinkedIn for Business Development (in 60 minutes or less)
LinkedIn does not work for me!
I hear this all the time. The fact is that for most it’s true. The question is why? After all, it has the potential to connect you to the businesses, markets and people that can make the difference in your business.
But it’s also complicated, time-‐consuming and not a little bit intimidating, right?
Not exactly. If you are prepared to invest just one hour in this free guide, I can show you how to get yourself set up on LinkedIn so that you are ready to use it for lead generation and business development.
The guide will give you the means to make quick fixes and practical changes that will set up your LinkedIn account in the way it should be: as a business generating source.
But before we start, let’s look at why LinkedIn is so frustrating for so many people.
Need More Help with LinkedIn – Call me Today on 07880 725 564
Reasons why business & sales people don’t get results from LinkedIn § They have a profile that looks like an online CV § They are trying to sell to new contacts § They are trying to sell to existing contacts § No action is taken after connections are made § Inconsistent activity § There is no strategy for lead generation
If you recognise any of the above then this guide is the first step towards taking charge of LinkedIn and transforming it into a solid business development tool.
Is LinkedIn really worth the time and effort? Firstly, Let me just deal with this simple question.
LinkedIn Can:
§ Help you generate Leads in a whole new way
§ End your Cold Calling Days for ever
§ Help you Grow Your Business in New Countries & Markets
Need More Help with LinkedIn – Call me Today on 07880 725 564
But don’t I have to sell? A lot of people I work with tell me they struggle with selling. I respond with the following
§ Do you have a partner? § Do you have children? § Do you have friends?
If you answer yes to one or more of the above then you can sell, and you’re probably very good at it too.
The challenge is not selling. It’s getting enough opportunities to sell, or in other words Lead Generation.
The WHAT, the WHY and the HOW People buy from people. Selling starts with building trust and rapport not features and benefits. During this Guide I will be talking about the WHY because this is what people buy first. Think about it.
Dave the Accountant
§ Does VAT Returns and TAX Planning – the WHAT § Writes spreadsheets and fills online returns – the HOW § Has a drive, commitment and above all passion for working with ambitious
business owners and helping them to build a solid financial platform – the WHY
Which one of those three will you buy into first?
Need More Help with LinkedIn – Call me Today on 07880 725 564
The two vital first steps to making LinkedIn work for you
1. Build an engaging LinkedIn Profile 2. Grow your network with key people in your market
The first phase of my LinkedIn coaching is based on these two simple steps. This guide will take you through both of them, for free.
Step 1 – Creating an Engaging LinkedIn Profile that works
The key to building a great LinkedIn profile is to find a solid answer to the following questions
“Who do I want to engage in business and why should they want to talk to me?”
Put yourself in your client’s shoes and work out what your true value is.
Then ask yourself:
“WHY do I do what I do?”
The answers to these questions should form the foundation to your profile.
Start at the top:
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Your Photo and Professional Headline
Investing in a professional picture is critical, social pictures or a selfie taken with your mobile phone will just look unprofessional.
The text directly under your name is called your professional headline, you have 120 characters so make every one of them count.
My advice is: Talk about your value, not what you do.
Add in keywords because LinkedIn search your headline first when returning search results. For example, I want to be found for “LinkedIn Training”.
Need More Help with LinkedIn – Call me Today on 07880 725 564
Creating your summary Your LinkedIn Summary needs to focus on WHAT drives you and WHY do
choose the profession you are in. Your summary is not the place to list your
services and products as a shopping list (although you do need keywords in
there) because no one will care about that until they buy into you. It is also a
great idea to end your summary with a call to action – what action do you
want people to take?
Including your work experience This is straightforward – this can be generic and not about you. It’s about your
business – use the about us statement on your website if you have one and
also add in your Keywords at the bottom of your work experience description
for SEO reasons.
Providing Evidence Clearly define the Top Skills you have developed. Aim for about 12 if you can.
If you need some inspiration find a LinkedIn member with a similar back
ground to you and look at what they have listed.
LinkedIn also allows you to add in your own Skills. I recommend you also add in
some soft skills, like Business networking or communication. This will allow
members who have not directly experienced your services to give you an
endorsement. The more you have here the better.
LinkedIn Recommendations are powerful and can also be displayed on
websites, sales copy and other marketing material. When requesting one from
a connection, write a personal message and ask for 3 things that back up the
value you have outline in your Headline and Summary.
Need More Help with LinkedIn – Call me Today on 07880 725 564
An example of how to create your basic profile
Need More Help with LinkedIn – Call me Today on 07880 725 564
Step 2 -‐ Building a powerful LinkedIn network of contacts
Connections lead to opportunities. It’s that simple – The key is to build your LinkedIn network strategically around
your target markets and make full use of your Members, Advocates and Raving
fans.
The most effective way to grow your LinkedIn network -‐ at least initially -‐ is to
find and connect with your Members, Advocates, Raving Fans, Clients,
Associates, Partners and other people you are currently working with.
The next step should be to reconnect with the people you used to know
including past Clients, and Colleagues. A great place to start would be the
drawer full of business cards you have.
Another great place to find old contacts is your email inbox. Turn it upside
down and scan your inbox right from the start – you will find and remember
people and opportunities you had forgotten about completely.
It is very important that you personalise each invite you send especially if you
have only met them briefly and/or a while ago, as shown in the example
below.
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Great phrases to use with your invitation message § I’d like to invite you to join my network – much more personal
§ I would like the opportunity to reconnect with you – great for old contacts
Need More Help with LinkedIn – Call me Today on 07880 725 564
Always Be Building Always look to increase your LinkedIn contacts whenever you can for example
attending network events, inbound phone calls or meetings.
Get into the habit of meeting someone new and then connecting with them on
LinkedIn. Try to connect with at least one new person a day.
Other great ways to grow your network § LinkedIn Groups – once joined you can message the members within the
Group
§ Your existing network – introductions from your Advocates and Raving fans
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Managing your growing LinkedIn network LinkedIn provide several great features to help you effectively manage your
fast growing network. Below is where LinkedIn provides you with information
and several ways you can manage your network.
The first section displays certain events for your contacts such as birthdays,
new jobs, and work anniversaries – there is a nice option where you can send a
personal note which is great for building and maintaining rapport with your
contacts.
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Segmentation The next section in the “keep in touch page” allows you to segment your
network into sub groups based on:
§ Company name
§ Location
§ Job title
§ Source
The example below filters out contacts in Southampton
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Your own segmentation
Tagging is a great feature provided by LinkedIn that allows you to create your own groups based on your parameters. You can create a Hot prospect list here.
Tagging Key Features
§ Up to 200 groups § Private to you only § Group messaging permitted § Contacts can be in multiple groups
Please note: customised tagging is covered in more detail during my coaching sessions.
Need More Help with LinkedIn – Call me Today on 07880 725 564
Relationship
On all of your connections you will notice at the top the Relationship feature, this allows you to make notes on each contact, set reminders, state how you met and apply Tags.
Need More Help with LinkedIn – Call me Today on 07880 725 564
Are you a one in ten? In terms of successful engagement, if you get your positioning right you should
be looking at a one in ten conversion from acceptance to appointment. One of
the key areas I focus on when coaching my clients is to create an engagement
strategy and process that will produce real results.
If you follow this process you WILL find your prospect far more open to what
you have to say.
The next step:
I hope you enjoyed this free guide. Knowing how to set up your Profile and then your network is crucial to your LinkedIn success.
But it doesn’t stop there.
Once your profile is set up and you have started to make inroads to building a powerful network you then need to start using LinkedIn to market yourself.
What you need to make LinkedIn a success:
1. A solid strategy | profile 2. A great LinkedIn network 3. An effective LinkedIn engagement plan
Need More Help with LinkedIn – Call me Today on 07880 725 564
Take a look at some of my LinkedIn testimonials
Need More Help with LinkedIn – Call me Today on 07880 725 564
To view all of my 190 Personal Recommendations please do view my LinkedIn profile
What my coaching sessions can offer you:
• The next steps towards mastering LinkedIn for business • Quick and practical strategies for building leads that create business • Techniques for building your network even more, so it becomes a 24
hour inbound marketing tool • How to develop relationships on LinkedIn that keep creating new
opportunities • The confidence to create a selling strategy on LinkedIn that will become
a source of new leads
This is what works for me. You have also received some incredible (and free) advice on how to start building a powerful profile and a network that will bring in new opportunities.
It’s now about taking that next step to making LinkedIn your main business development tool. I use LinkedIn more than anything else.
ü That means no more cold-‐calling.
ü No expensive ad campaigns.
I want to extend to you the opportunity to take control of this amazing lead-‐generation resource. I want you to step beyond creating a Profile and starting a network and into new business, new revenue and an exciting future.
If you want to take charge of your business future, get in touch.
Need More Help with LinkedIn – Call me Today on 07880 725 564
About Dawn Adlam Having trained 100’s of Business Owners and Sales Teams over the last 3 years
I have the knowledge to share to help others make the best use of the amazing B2B Platform that is LinkedIn. Workshops are interactive and engaging from beginners through to more advanced users. Individual Open Workshops or In House Corporate Workshops. Personal Remote Coaching Progammes to suit you over a 3 month period to maximise your time and investment and help you generate real results and new opportunities,
Please do connect with me on LinkedIn LinkedIn Profile http://www.linkedin.com/in/dawnadlam
View my Speaker Bio
Email: [email protected] M: 07880 725 564
Thank you for taking the time to read this Guide and please do feel free to contact me for help and support with LinkedIn, Sales & Lead Generation.