how to build a powerful linkedin presence

How to develop a powerful presence

What they don’t teach you about LinkedIn ...

but you really do need to know!

11th August 2017

or…

‘How to make more than just a list of people you kind of know!’

‘...ensuring you stand out from the crowd...’

and…

‘making a business lead generation

machine!!’

You’ve been invited to …• Worlds largest business networking

event/conference with an ‘A’ list attendance

• All your customers, colleagues, bosses, potential clients, industry leaders, employers and everyone you want to impress will be there to listen to you, talk, share ideas, share best practice, collaborate on projects

• You have an opportunity to add significant value to the event

Would you go? ...and keep going?

Why use LinkedIn?

• Your digital resume and stamp of

approval

• Showcase your industry expertise

and demonstrate your credibility

• Networking opportunities without

leaving your desk

• Attract and recruit the best talent

• Market yourself and your business

• You can’t ignore it!

5 reasons why I use LinkedIn

Business development opportunity generation

Because it’s where the key

people are

Don’t like cold calling

Great way of staying in touch with my network

Communicates who I am and

what others say about what we do

LinkedIn Facts

More than 450 million members worldwide

UK ? million members

4 million business pages

2 New members join every second

Executives from all top companies are LinkedIn

members

4th Largest country in the world

4% world population

Cant ignore it!

LinkedIn Facts

41% millionaires use LinkedIn

Average CEO has 930 connections

1 million professionals have published a post

online

Microsoft spent

£26.2 billion buying it

Cant ignore it!

LinkedIn Facts September 2016

LinkedIn Facts 2017

58% of the UK working population!

LinkedIn Vision

• Average household income £73,000

• People are 2X more confident in the information found on LinkedIn that any other social media site

• 4X better results for B2B than facebook/twitter

LinkedIn is a powerful way to…

Differentiate yourself and be found in sea

of competition

Manage your online reputation and highlight your

strengths

Share value, files, news, best practice

and ideas with connections

Generate an endless supply of potential connections, leads and opportunities

No Autopilot!

3 key things to ask yourself…

1. How many connections do I have?

2. How many recommendations do I have?

3. What is your summary statement?

‘These 3 front page stat’s pretty much determine your LinkedIn prowess and prospect.’

Gitomer

What do I want to say?

1. Who’s your audience- who am I talking to?

2. What tunes them in? How do you add value? What problems/pains/issues do you solve for that audience?

What do I want to say?

1. Who’s your audience- who am I talking to?

2. What tunes them in? How do you add value? What problems/pains/issues do you solve for that audience?

3. How can you convince me of your credibility?

The answers above drive your ‘content strategy’

Your overall objective?

Be recognised as a ‘Thought Leader’ in your field.

Your overall objective?

A thought leader is known as an authority in a particular field and

uses their extensive knowledge and experience to educate and inspire others through sharing compelling

relevant content

Your overall objective?In other words...

A business or person who has grown to such a standing in their sector that their thinking- conveyed through a variety of

online, offline, verbal and written content – can’t help but be respected and taken on board by colleagues and followers and can ultimately guide the

sector in new directionsKnow Like Trust

The biggest problem with on-line networking

‘I’ve put some time and effort into it but I’m not getting much out of it!’

2 issues;

1. You don’t have a goal, strategy or plan

2. Not sure how to leverage your connections and understand what social selling really is! Be honest...

The biggest problem with on-line networking

‘I’ve put some time and effort into it but I’m not getting much out of it!’

1. Are you sharing any content to position yourself as an authority in your area of expertise (thought leader)?

2. Are you spending time on LinkedIn looking for your ideal customers?

Fundamentals of networking

What’s your networking attitude?

Sharing valuable information in a

reactive and proactive way without

expecting anything immediately in return

To quote the late great Zig Ziglar...

Building your connections

• 1st - Your connections

• 2nd - Connections of your connections

• 3rd - Connections of the connections of your connections.

889

11,432,000+

‘The real power of your network is in the second

degree’

Who do they know?

Who wants to know you?

Building a profile with a ‘Wow’ factor

Does your profile blow your socks off

Your Public Profile FundamentalsOptimising your profile

Headline should be catchy and be key-word rich

Your Public Profile Fundamentals

Your Public Profile

Load your current and past work history with terms you want to be found for

Current role

Your Public Profile

Load your current and past work history with terms you want to be found for

Past roles

Your Public Profile

Load your summary statement with terms you want to be found for

Your summary

Optimise your profile- Key words

1. Your Headline 2. Current Work Experience

3. Past Work Experience4. Your Summary

Tips for building your network• Check everyday to see who’s looked at your profile

via the ‘Who’s viewed your profile? and ‘People you may know’ features.



Click on



Click on

Click on



Shared connections

Sends default connect request

Tips for building your network

• Check frequently to see who’s looked at your profile via the ‘Who’s viewed your profile? and ‘People you may know’ features.

• Browse through and see who you want to connect to

• Check which contacts bridge you and the potential new connection

• You can then send them an invitation to connect or make contact ‘I see we have a number of connections in common…’ or you can see who would be best to make an introduction for you.

• When someone accepts an invitation to connect go to their profile and see who they know

See who they know!

Click on their connections

See who they know

Cultivating your network

Invitations to connect• 1st rule of LinkedIn ALWAYS personalise an

invitation to connect. Too many invites come through where people haven’t bothered to change the standard default message.

• If you don’t personalise the message to me it looks like you’re just ‘trawling’ for connections

• Would you walk up to someone at a networking event , just give them your card, say call me then walk off?

Invitations to connect: how to deal with them...

• Should I accept every invitation and how do I decide?

In thinking about accepting ask yourself - does the addition of this connection strengthen and add value to my network? If yes, then accept. If no, then reject them politely.

• How do I reject the invites I don’t want to connect with?

It’s ok to say no and is more polite than simply

ignoring them!

Invitations to connect cont…Hi John,

I usually only accept invitations to connect from people I have already done business with or by introductions and recommendations from others in my network.

I'm not sure if/where we've met?

A generic request to connect gives me little to go on in terms of if we've ever met or how your connection might add value to my network.

It could be interpreted as trawling for connections!

If you have a twitter account lets get to know each other that way. I can be found @pdgtips

I look forward to reading your tweets and maybe we can connect some other time.

Kindest regards


Share an article, update, photo


• Aim to update, share articles, updates every day/a few times a week

• Publish a new post (on your audiences agenda) once a week

• Comment on other member activities status up-dates, anniversaries

• Stay business focused• Be useful/create value

Share an article, update, post

Share an article, update, post

• Share a helpful article or blog post you’ve found• An interesting statistic• If you are attending an interesting event• Your take on something topical• Ideas from the latest book you are reading

Be Interesting !

Be Useful !

Be Helpful !

Recommendations• Accessed via a direct link on your

profile in the recommendations section

• Absolutely essential as they establish your credibility; who else says so besides you?

• Great evidence of the value you create

• Much more credible than

Recommendations

RecommendationsWhat is a

recommendation/testimonial?

A formal statement testifying to someone’s character and

qualifications

Your customer/clients voice is much more

powerful than yours!

RecommendationsWhat do

testimonials/recommendations do for us?

1. Provide a combination of proof and peace of mind

2. Give authentication3. Offer similar situations- proven examples4. Overcome objections in a way you can’t

RecommendationsWhat’s the best way to get a


1. Deliver exceptional value2. With value based actions3. With the quality of relationship4. With memorable service/doing good job5. With quality of your product6. With reliability7. With consistency8. With speed of response

RecommendationsWhen don’t you ask for


1. When you’ve just made the sale or started the relationship

2. When it feels awkward3. If you don’t have a solid relationship4. If you’ve asked already and didn’t

get one

Recommendations

Click here

Click on my network

Select connection

Click here

Recommendations

RecommendationsVideo

testimonials

Recommendations cont…

Here’s some done for me!

Keep them current

Aim for a minimum of 5

Don’t be afraid to ask (Fill in part 4)

What’s the best way to get a recommendation?

The best way to get recommendations?• Work hard to earn them! Deliver Value. Only

ask if you think you have earned one.

• People will ask them from you. The best test here is would you give them a reference offline for a job? Or for a tender?

• If someone does recommend you, you can reciprocate, but wait until the next day or so.

• Don’t be afraid to turn down a request, but do it kindly.

Referrals

What is a referral?

An opportunity to do business with someone who is in the market to

buy your product or service. It’s not a guaranteed sale but an open door

to someone looking forward to discussing your business. They know you’ll be calling and the

reason you’re calling.

Referrals

Referral research!

91% of customers say they’d give referrals.

11% of salespeople actually ask for referrals

Referrals

2 main issues!

1. We’re afraid to ask- We bottle it!

2. Not sure of the value we’ve brought to the relationship

Referrals

When to ask for referrals!

• After you have planted the seed first• After you have served them and not

sold them• After you have added and created

value• After they have recognised this

value• After they are more than

satisfied

LinkedIn Media

LinkedIn Media

By 2017 up to 90% of all internet traffic will be made up of video

64% of marketers expect video to play a key role in their future strategies

Nielson

LinkedIn Media

Adding media

Adds media• Video• Presentations• Image • Document

LinkedIn Video- YouTube

LinkedIn- Slideshare

LinkedIn Media

LinkedIn Media

Write down titles of 5 things that you could write about that

demonstrates your personal level of knowledge or expertise

and adds value to…

Your connections, clients, potential clients, the industry, profession,

potential recruits(Fill in part 6)

Use the ‘Projects and Publications’ section to share your expertise,

promote current work, events, white papers, free downloads or to showcase projects products you are

currently focused on

LinkedIn Projects and Publications

LinkedIn Projects and Publications

Skills and Endorsements

LinkedIn Groups

Click

You can join up to 50 groups

What’s your group strategy?

Create and contribute to discussions?

Post thought provoking questions

Thought provoking questions

GroupsAfter 5 days

103 comments!Key Influencer in

Group

Thought provoking questions

12 days152 comments!

Profile statistics/who’s viewed

14to 75!

Groups: start your own

Groups: start your own

• Builds thought leadership- by sharing quality, relevant compelling content

• Builds a community- connects like minded people

• Drives traffic to your website and blog- send a weekly message to your group, include a niche related article from your site

• Builds your personal network- people love to connect with community leader

• Send weekly value messages for free

Advanced Search

Make a list of all top your customers then check them

out in search section!

Follow them

Map all the key contacts and connect

Advanced Search

Map all the key contacts

and connect

Advanced Search ctd…

Make a list of your dormant clients then check them out in

search section!

Make a list of 20 companies who you’ve identified as ideal clients then check them out in

search section!

Advanced Search ctd…

Company Pages

Company Pages To Maximise Engagement...

• Post Regularly: Ensure you reach the majority

of your followers

• Keep it Brief: One or two sentences will do fine

• Time Matters: Morning & lunchtime updates

perform best

• Link to great content: Share unique,

compelling content

• Don’t do it alone: Enlist colleagues to post too

What are we more aware of in terms of how LinkedIn

can help us develop our profile, enhance our

reputation, open new doors and position ourselves as the leaders in our field?

Taking action1.2.3.4.5.

So in summary…

The imperatives are…

The 15 imperatives of LinkedIn

• Build a complete profile

• Update and engage frequently with your connections

• Recommend others and ask for recommendations for yourself

• Solve other peoples problems

• Join and participate in groups

• Start your own group

• Search companies and harvest new leads

• Respond to everyone who communicates with you

• Set up a slide-share, you-tube account for sharing media

• Update your status/post regularly


• Promote your blog

• Add the projects and publications application to showcase your work and areas of expertise

• Integrate twitter

• Start to leverage LinkedIn's search power

• Have a plan and dedicated time


@LinkedIn.com/in/michaelbarkerpdg

@Twitter.com/pdgtips

@pdgclips

@ PDG-Performance-Development-Group

Contact me at Performance Development Group

www.performancedg.com

0113 [email protected]

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