![Page 1: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/1.jpg)
LinkedIn for Sales & Acquisition
LinkedIn Accounts
![Page 2: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/2.jpg)
Be Aware! – Selling is moving in a new direction
![Page 3: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/3.jpg)
2013 LinkedIn Numbers
• Daily interactions - 15,000,000,000
• Searches - 5,000,000,000
• 200,000,000 users world wide
• 182,000 new members on a daily basis• 182,000 new members on a daily basis
• In Ireland – 680,000 registered users approx
Source factbrowser.com – as at 9/5/2013
![Page 4: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/4.jpg)
More magic numbers
• 90% use the free account version
• 40% - Manager plus
• 79% of users are 35 years of age or older
• 44.2 years is average age of LinkedIn user• 44.2 years is average age of LinkedIn user
• 83% of B2B users use LinkedIn as primary business networking site
• 35% access LinkedIn daily
Source factbrowser.com – as at 9/5/2013
![Page 5: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/5.jpg)
Where is your sales world at?
What do you want to do
on LinkedIn?
![Page 6: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/6.jpg)
Be StrategicStrategic
![Page 7: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/7.jpg)
What is your business objective for using LinkedIn?
Remote customers?Visibility?Visibility?
Research?
Thought Leadership?
Inside Sales Process?
![Page 8: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/8.jpg)
Must Understand where your offering best fits
Rifle
notnot
Machine Gun
![Page 9: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/9.jpg)
You can’t be all things to all people!
• Clearly define target market
– 1. Vertical
– 2. Organisation type
– 3. Size – 3. Size
– 4.Function
– 5. Buyer type
• Understanding your stakeholders– 1. Companies 2. Buyers - Executive / Technical / User
![Page 10: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/10.jpg)
What is your value proposition?
Be Clear - if you don’t know why
people buy from you – how can
you position yourself on LinkedIn!
![Page 11: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/11.jpg)
Be Informed
![Page 12: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/12.jpg)
1st Tier connections
• Can see full profile
• Can email
• Can recommend
• Can send messages (up to 50)• Can send messages (up to 50)
• Can tag
• Can search their 1st degree connections
• Make notes on their profile (in my account)
![Page 13: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/13.jpg)
![Page 14: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/14.jpg)
2nd Tier connections
Example: Key word search to target someone
• Can see headline summary within profile
• Can’t see personal contact details
• Can send invite to connect – can’t sent a • Can send invite to connect – can’t sent a
message
• Can’t see their connections
• Can see summary of experience / company
website etc
![Page 15: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/15.jpg)
![Page 16: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/16.jpg)
3rd Tier connections
Example: Key word search to target someone
• Can’t see full name
• Can see headline & high level summary
• Can’t send invite to connect• Can’t send invite to connect
• Can’t see connections
• Can’t see full profile (even background)*** Fellow group members have same level of visibility as Tier 3
![Page 17: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/17.jpg)
![Page 18: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/18.jpg)
Your Profile
Be Noticed
![Page 19: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/19.jpg)
STOP!!
• Think ..... Who are you writing the profile for?
![Page 20: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/20.jpg)
Profile: Most common mistakes
• Blank profile
• No photo
• CV type summary
• List of job responsibilities .. • List of job responsibilities .. “I was sales team leader
for EMEA sales office managing 30 people with turnover of
600 million annually”
• Being overly self indulgent
• Sweet heart recommendations!
![Page 21: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/21.jpg)
1) Professional
Headshot photo:
business clothing
3) The Summary:
• Restate the benefit of working with you
• Expand on what they get (Results / value)
2) Headline: Type of people you work with and
how they benefit / can benefit from your input
• Expand on what they get (Results / value)
• Testimonial / case study
• Evidence: Explain what / makes you different
• WIIFM: - Must have potential results included
• Call to action: link to presentation to website etc
• Consider sharing something personable
![Page 22: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/22.jpg)
Be Creative
As a prospecting tool
![Page 23: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/23.jpg)
Research & target
• Target– 1st Tier
– 2nd
– Groups
• Search– Names– Names
– Titles
• Look for (In their experience)– Mutual contacts
– Previous clients
– Similarity
• Seek introductions
• Consider ‘In-mail’ – last resort
![Page 24: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/24.jpg)
Target 2/3 per company
You can always move laterally
towards the correct buyer
regardless of which of the five
targets you initially meet with!targets you initially meet with!
![Page 25: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/25.jpg)
Follow their
• Comments
• Groups
• And watch out for mutual contacts
• Answering of questions
• Create your own visibility in their groups -post resources, articles and answer questions
![Page 26: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/26.jpg)
50 % of the decision to purchase
has been made before you meet
![Page 27: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/27.jpg)
Tip
Invite them to connect with Invite them to connect with
you via LinkedIn once you
agree to meet
![Page 28: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/28.jpg)
Be Active
![Page 29: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/29.jpg)
TipIt’s a good idea to follow
your sales targets on
LinkedIn and twitter in LinkedIn and twitter in
advance of ever speaking
with them.- Comment on their activity if appropriate
- Be sincere
![Page 30: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/30.jpg)
Develop relationships with
representative organizations
in that sector
A Professional body
Or Or
A trade association(Example: If you sell to Retail - Retail Excellence Ireland)
(Example: If you sell to HR Managers - Chartered Institute of Personal Development –C.I.P.D.)
![Page 31: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/31.jpg)
Leverage Client relationships – where
those clients are well networkedthose clients are well networked
![Page 32: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/32.jpg)
How can you find out how well
networked they are?
• Check their LinkedIn account for your sales targets
• Ask them who they know!• Ask them who they know!
• Remember, most of your clients (if they rate you) will be delighted to introduce you to their contacts – Just ask them!
![Page 33: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/33.jpg)
Target & connect with
Complimentary Solution ProvidersComplimentary Solution Providers
![Page 34: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/34.jpg)
A complimentary solution provider
Is a supplier who
� Targets the same people you do
�Is not the competition
�Compliments your offering�Compliments your offering
�Is well networked
�Will share information
�Will swop introductions
![Page 35: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/35.jpg)
CSP’s
• For example, if you sell Security services to
Facility Directors - a CSP ,might be environmental
monitoring equipment providers
• Have 3/4 CSP’s on the go, meet , chat once a
month and swop two prospects with each one
each time you meet.
![Page 36: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/36.jpg)
Thought Leadership & Blogging
• Shares ideas
• Writes articles
• Answers questions
• Share ideas• Share ideas
• Provides insight
• Anticipates new trends
![Page 37: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/37.jpg)
Rules for blogging
• Be very clear who you want to find you
• Be clear on what you want to be known for
• Join groups where you already have credibility
• Join groups where you already have existing relationshipsrelationships
• Don’t spam
• Give opinion … be original
• Show judgment
• Position re-posts
• No advertorial
![Page 38: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/38.jpg)
Be Sales Process Driven
![Page 39: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/39.jpg)
Integrate into sales process
• Make it a formal part of prospecting process
• Insist on identifying people not just target
companies
• Connect with existing clients• Connect with existing clients
• Make it part of follow up from networking events
• Measure the movement
![Page 40: The best Linkedin guide I've read in this time - "istruzioni per l'uso"](https://reader030.vdocument.in/reader030/viewer/2022020217/554ce8b4b4c90513118b45f4/html5/thumbnails/40.jpg)
-
www.evolve.ie
davemaloneinsidesalescoach