linkedin basics & beyond: 2014 edition
DESCRIPTION
LinkedIn is the #1 business networking website in the world, and it’s NOT just for job seekers. Are you making the most of this potential gold mine of B2B leads? This presentation will teach you: LinkedIn 101: Do’s and Don’ts Tips for Profile Optimization All About Recommendations and Endorsements How to Drive Traffic to Your Website with LinkedIn How to “Go Mining” for Warm Leads on LinkedInTRANSCRIPT
LinkedIn Basics and Beyond
Agenda
LinkedIn 101: Do’s and Don’ts
Tips for Profile Optimization
All About Recommendations and Endorsements
How to Drive Traffic to Your Website with LinkedIn
How to “Go Mining” for Warm Leads on LinkedIn
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Q&A
We will have Q&A at the end.
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Fun Facts
LinkedIn has over 200 million users (in total) and gains 2 new users every second.
LinkedIn has an above-average number of users that are well-educated, male, aged 25 to 64, high-income individuals
53% of B2B marketers have acquired a customer through LinkedIn, compared to 22% for B2CDownload this slide deck at http://bit.ly/LIBASICS14
Do’s and Don’ts
Do’s and
Don’tsDownload this slide deck at http://bit.ly/LIBASICS14
Do’s and Don’ts
Who EXACTLY are you looking to meet?
Prospects? Strategic Partners? Referral Sources?
Demographics? Psychographics?
What EXACTLY do you want to get from this?
Meetings? Email subscribers? Website visitors?
BE STRATEGIC & SPECIFIC.
DO: TARGET
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Do’s and Don’ts
PROFESSIONAL headshot GREAT headline
(TIP: For SEO purposes, put your name first, i.e. “Pam Aungst is a…”)
CUSTOM profile link (URL) LINKS to Company Profile &
Website COMPLETELY filled out SMART keywords Projects Multimedia
DO: Optimize Your Profile
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Do’s and Don’ts
Being too picky about connecting is like going to a networking event and REFUSING to speak to people that you haven’t already met.
DON’T: Be Too Restrictive
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Do’s & Don’ts
DO: Post in Groups
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Share genuinely useful information
Share your own articles (if they have genuinely useful information)
Do’s and Don’ts
DO NOT: Break Group Rules
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Do’s and Don’ts
DO NOT: Join Groups You’re Interested In
Do NOT join groups YOU are interested in
Join groups your TARGET PROSPECTS are in
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Do’s & Don’ts
DO: Research Before Meetings
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Research the people you’ll be meeting with
Find common ground for conversation(but don’t be creepy about it)
Do’s and Don’ts
DO: Try InMail
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Premium FeatureFree Trial 30x more effective
than cold-calling
Do’s and Don’ts
DO NOT: Spam People
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Do’s and Don’ts
DO: Send Tactful, Personalized Messages
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Mention: Common ground Where/how you met Why you’d like to connect How you might be able to help EACH
OTHER
Connecting/Prospecting
DO: Go Warm-Lead Hunting
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Do’s and Don’ts
DO: Create Routines
On Mondays, I post a tip about XOn Wednesdays, I post a tip about
YOn Fridays, I share one of my recent
blogs
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Do’s and Don’ts
DO: Save Time w/Tools
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HootSuite: Post to multiple groups, personal profile, and company profile in one shot. Schedule future posts.
CamCard: Scan business cards & connect instantly
Rapportive Plugin (Gmail) or Xobni (Outlook):Email plugin that displays social profiles of contacts
CRM Integration:Many customer Relationship Management software platforms integrate with LinkedIn
Do’s & Don’ts
Download this slide deck at http://bit.ly/LIBASICS14
DO: Figure Out Your FunnelSEO & Social
Media
Blog Articles
Downloads
Email Mktg
Webinars
LEADS
Do’s & Don’ts
DO: Track Results& Set Behavior Goals
2 out of every 10 messages sent results in a meeting
1 out of every 5 meetings leads to a proposal
20% close ratio
Send 50 msgs = 10 meetings = 2 proposals = 0.4 sales (oops)
Send 150 msgs = 30 meetings = 6 proposals = 1 sale (yay!)
Behavior Goal = Send 150 messages per month
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Do’s and Don’ts
DO: Download My
LinkedIn MarketingPlan Template
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http://bit.ly/LIMktgPlanTemplate
Do’s and Don’ts
DO NOT: Forget Your
Manners
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“Keep it IRL”
If you wouldn’tdo it offline,
don’t do it online!
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Recommend & Endorse
RECOMMENDATIONS & ENDORSEMENTS
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Recommend & Endorse
Endorsements
Quantity = Credibility
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Recommend & Endorse
Recommendations
Quality AND Quantity
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Recommend & Endorse
GIVE to GET
“Reciprocal gifting is a driving force in how people build relationships
with one another.”
–Ric Dragon, Social Marketology
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Recommend & Endorse
Remember! Recommendations you GIVE are
shown on YOUR profile. Choose your words carefully Be authentic Don’t be afraid to ask for a
clarification
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Recap
Do’s Target your efforts Optimize your profile Post in groups Research before meetings Try InMails Send tactful, personalized
messages Hunt for Warm Leads
(request Introductions) Create routines Use Tools
Figure out your funnel
Track results & set behavior goals
Download my LinkedIn Marketing Plan Template
Don’ts Be too restrictive about
connecting Join groups you’re
interested in Break group rules Spam people Forget your manners Behave online as you
wouldn’t offlineDownload this slide deck at http://bit.ly/LIBASICS14
Download this slide deck at http://bit.ly/LIBASICS14
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