are you linkedin?€¦ · © copyright 2003-2008 - integrated alliances - all rights reserved...
TRANSCRIPT
Are You LinkedIn?
October 20, 2010
© Copyright 2003-2008 - Integrated Alliances - All Rights Reserved Social Media Breakfast 2
Business Ónline Networking (BóN)North TX Affiliate of Integrated Alliances
BóN Instructors:
Public Speakers & Business Advisors
• Lucinda RuchThe Alternative Board – N. DallasFacilitating Into The Future, LLC
• Diana GatsThe Alternative Board–DallasMetroWest
VPT Enterprise, LLC
• 70+ Social Media presentations in 14 months
• Trained 1100+ on LinkedIn
• 75-90% of examples from TAB Business Owners getting results on LinkedIn
Integrated Alliances
• Est. 2003 in Denver, Colorado– Training on LinkedIn since Q1 2006
– 10 US Training Locations with IA-Certified Instructors
• CEO - Mike O’Neil– 29,000+ LinkedIn Connections
• World leader with 400+ Group Training & 7700+ Students
– Workshops, Webinars, Speaking at Conferences
• Dozen varieties of LinkedIn, Social Media training
– Basics, Sales, Marketing, Recruiting, Profiles, Groups…
© Copyright 2003-2008 - Integrated Alliances - All Rights Reserved Social Media Breakfast 3
MIT
StanfordHarvard
Stanford, Oxford
Key Social Media Players
How many are using these for?
-Business
-Re-connecting
-Connecting
-Competitive
Intelligence
-Social Fun
Social Media is the technology that
enables individuals & organizations
to create communities that
encourage member participation
and relationships
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Social Media Marketing is a Fundamental ShiftNew Technology with Huge
Impact on Word of Mouth
Marketing’s Ability to:
– INFLUENCE decisions
– Bring ATTENTION to your company /
solutions
– RESPOND proactively to threats
– Recognize and Jump on new
opportunities
It’s about Finding your Biggest
Fans:
– Turning them into advocates
– Allowing them to find you
More precise than blind advertising
– Hoping for a 2% conversion rate
• You can’t afford to be invisible
– 33% use social media sites to do research prior to making a purchasing decision
– 47% say social media influences their decisions on specific brands
– 26% changed their mind after reading about a product
- Social Media Magic
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Who’s Using It and For What?
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Benefits
• One to One communication with customers & prospects
• Creates targeted communities without physical constraints
• Stronger customer relationships
• Better / Faster feedback
• Enhances other marketing efforts
• Reduces marketing and operational costs
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LinkedIn Success Stories
II. Independent Surveys *:81% Generated exposure for my
business
61% Increased my traffic/opt in
list
52% Helped rise in search engine
rankings
35% Helped me close business
*Source: Michael Stelzner, Social Media Marketing Industry Report 2009 Market Tools
Unexpected Inbound Sales
ROI: 1 Hour on LinkedIn generated $10K in sales and a bid for $75k & now $135k Kimberly May, President of WnR, Inc, TAB
Shorten Sales Cycle
3 weeks of unsuccessfully trying to get a prospect name; during LI workshop zeros in on Maintenance Supv.’s name and contact information in <60 secs!!!!!
Todd Steele, Inside Sales, UltraSeating, Inc
I. There are several success stories on LinkedIn’s
Testimonial page . . .
III. Local DFW Results:
© Copyright 2003-2008 - Integrated Alliances - All Rights Reserved Social Media Breakfast 8
LinkedIn®
• Launched in May 2003 (Founded in CA, Bay area)
• #1 On-Line Business Network - A free business-oriented social networking site mainly used for professional networking
• Includes professionals from 200 different industries and Executives from ALL of the Fortune 500
• 3x Size in the 2 yrs:– July 2008 22 million members and 157 staff \
– Sept 2009 47 million members and 400+ staff
- May 2010 68 Million! “LinkIn de Mayo” 7 Year Birthday!! 650 staff 800,000 in DFW
- October 2010 80 million
• Adding 750,000 new users per WEEK - A new member joins LinkedIn every second
• Owned by Bain Capital & 7 other Investment Groups
• 25 Strategic Partners - Google, You Tube, ...
8
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Attracting: Find Me
Targeting: Find New Opportunities
Strategy Profile Network Applications Searching
80m Members500k Companies691k Groups
Database
SEO Magnet
Key Words
Ma
rke
ting
Cre
dib
ilit
y
The stronger & more robust Profile . . .
Injects the Search Engine to be more POWERFUL !!
LinkedIn = Strategic Marketing Tool
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LinkedIn Roadmap
Over 60 Components in LinkedIn!
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LI Personal Profile: “Forward” Your Online Brand
Your web page on LinkedIn
web site
Your Identity
• Biography, Brochure, or Ad
• About YOU & your organization
• Must Match official company
story
• Forward Thinking
• MARKETING-ORIENTED
• Focused on KEYWORDS that
attract others
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Free Metrics for You . . .
• Who’s Viewed my profile?
• How many times came up in searches?
• Who is?
– Updating their profile
– Connecting to who
– Joining what group
– Recommending who
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Company Profile: Your “Business” face to world
• Company Overview
• Careers
• Employees Your
Network
• New Hires
• Current Employees
Key Statistics
• Job Functions
• Company growth
• Locations
• Departures
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Get the Word Out: Use “Status Bar” to Communicate!
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Networking:Philosophy of ConnectingSix degrees of separation
• Small Networks– Nice to “vouch” for and qualify
your connections
– Best for Executives, especially at large companies
• Big Networks– More prospects
– More INBOUND connections
– Best for Sales, Recruiting, Job Seekers
Personal decision – what will be your Philosophy of connecting?
– Building
– Managing
– Retaining
Your Connections
Your trusted friends &
colleagues
183
Two Degrees away
Friend of friends,
each connected to
one of your
connections
82,300
Three degrees away
Reach these users
through a friend and
one of their friends
6,035,200
“Example”
Your Network
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Groups: Join or Create
• 691,000 Groups (Q3 2010)
• Creates Brand Awareness
– Logo appears on member profiles
– Invite your Employees, Vendors,
Customers & Prospects to join
• Host up to 10 Groups
• Market to the members
– Newsletters, Invitations,
E-Marketing
• Don’t need to know their email
to connect to them or send
messages
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Group Message: Cross-sellingTo View You Tube Video
• Invite group to view your website or video on YouTube
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Applications Directory
• Company Buzz– Would you like to be in
the know of where your prospects may be attending events or in the news?
• Slideshare– Pictures, brochures,
White Papers
• WordPress– Do you have a blog? Is
it time to start to blog?
• Google Presentations– Powerpoint, Video, .pdf
• Events
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Applications:Events
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Events: Hit Google Page 1
Your event hits
Google’s Pg1
by Day 2!
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Most simplest techniques & great feedback
• Slide Share
• ppt
• Share
• Download
• Favorite
• Tweet
Jamey Milionis Wozniak – Business OwnerJoe’s Hitch, Trailer and Truck Accessories
Attracted
24 Views!
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LinkedIn: Cross-selling Draws from Google & LinkedIn to MD Resort Website
TAB Business Owner
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Searching (SEO / Keywords):UGD – User Generated Data
Search for an Individual target by:– Name and other distinguishing characteristics to quickly locate
the person
– Common interests – Groups & keywords
Search for Information & Knowledge:– Access information never available before and member reliable
Search on Events, Groups, People, Jobs, Questions
Search by skill sets to surface “inroads” to be “Advocates” into your target companies
Search Strings & Saved Searches
80 million
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LinkedIn:Gotcha’s
• LinkedIn gives you a lifetime supply of 3,000 invitations
– You don’t know how many you have left until you are down to your last 1,000
– Replying to an invite through LinkedIn does not count as an Invite
• Direct Selling
– A partnership approach to selling activities works best
• Account Frozen
– Send re-instatement request to [email protected]
• Forever email address with (personal) Profile
• Make sure you have only 1 profile
– If more than one, need to delete others (Make sure you know how to do it!)
• Company Profile must be setup with forever email address
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Leverage LinkedIn:Actions & Tips
1. Create a robust LinkedIn (personal) Profile
2. Determine your LinkedIn Strategy – Attraction/Targeting
Techniques & then use of LinkedIn components
3. Develop Your Network (add Strategic Connections)
4. Use “Status Bar” update weekly (& tweet)
5. Create a LinkedIn Company Profile
6. Find & Join Groups
7. Confirm “Settings”
8. Create a Group
9. Post events
10. Use Applications – Google Pres., Slide share, box.net, etc.
11. Search, search & more search
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• Attend November LinkedIn Workshops
– Hands On PC Lab following Presentation on one side, “Live” on
the other side and several handouts and quick guides
• Ask about Private Workshops
– Groups of 10+ | Customized
• Invite us to speak to your organization
– Onsite | Webinars
• Ask about a Profile Assessment
Follow / Connect with LinkedIn Leaders:http://linkedin.com/in/lucindaruch
http://linkedin.com/in/dianagats