Download - Using Linked In For BNI
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Using LinkedIn for BNI
Ashish Kulkarni
Director, Kulkarni Software
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Ashish Kulkarni
• Joined BNI in October 2009• Been using LinkedIn and other Social Media
sites for last 7 years• Love BNI training – attend every training I can• Applied BNI’s proven principles to LinkedIn• Been winning “Most Notable Networker” awards
for bringing in most number of visitors and referrals every month since October 2009
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Why did we join BNI?
• To get more business
• To get more contacts
• To be a part of a community that passes business by referral
• To have fun
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What this presentation covers
• How to use LinkedIn to invite Visitors
• How to use LinkedIn to generate referrals
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How does BNI work?
• BNI has a simple philosophy – Givers Gain – If I give you business, you will want to give me business
• Visitors are the lifeblood of every BNI chapter – more visitors – larger the chapter – more referrals
• Referrals are what we all look for. A good referral is an OPPORTUNITY not a GUARANTEE of potential business or strategic relationship – what a person considers as referral may change from person to person.
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Why traditional means are less productive
• To invite visitors by traditional means, you have to– Strike up a conversation with them– Tell them about your experience with BNI– Invite them to your chapter by writing out a postcard
• It takes time• It is labour intensive• It is expensive• Not really environmentally friendly
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Why traditional means are less productive
• To generate referrals, you have to– Pay attention during other peoples’ 60 seconds– Have 1-2-1s to further enhance the 60 seconds– Constantly listen out for opportunities for other
members and hope they are doing the same for you
• It takes time• It is labour intensive
– Taking notes during meetings– Having 1-2-1s– Actively listening
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What is the solution?
• Attend every possible networking event
• Speak to every person at every networking event you attend
• Have 1-2-1s with every person
• Over-networked – burnt out – not enough time – too expensive – labour intensive
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Or
• Use LinkedIn
• Targeted searches – takes minutes – free for most things – effective – measurable
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What is LinkedIn?
• LinkedIn is the world’s largest professional network with over 60 million members and growing rapidly – LinkedIn.com.
• LinkedIn connects you to your trusted contacts and helps you exchange knowledge, ideas, and opportunities with a broader network of professionals – LinkedIn.com.
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What is LinkedIn?
• Some people are not on LinkedIn
• Some people are on LinkedIn
• Some people don’t use LinkedIn effectively
• Some people use LinkedIn effectively
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Why bother?
• LinkedIn users represent a certain demographic– Web aware– Enthusiastic– Contactable– Open– Positive– Professional
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How much does it cost?
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How to join LinkedIn?
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How to join LinkedIn?
• Or just accept an invitation from one of your contacts.
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I am on LinkedIn. What next?
• Complete your profile – Who are you? What do you do?
• If you run a business, complete your business’ profile
• Ask for recommendations from people you have worked for
• Grow your network• Join groups• Participate in discussions or start discussions• Host events• And more…
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Completing LinkedIn Profile
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Details you should share
• Photograph
• Website address(es)
• Email address
• Kind of work you have done
• Kind of connections you are looking for
• Connections
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Details you should not share
• Address
• Birth date
• Names that you have used as passwords
• Details that can lead to identity theft
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Before anything else…
• To be effective on LinkedIn, you need to grow your network. You can do this by:– Connecting to people
• By sending invites• By requesting introductions
– Joining groups• Find geographically and strategically important
LinkedIn groups – with bigger number of active members
• Join them
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LinkedIn Groups
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Joining a LinkedIn Group
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Joining a LinkedIn Group
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Group Members
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What do we need for BNI?
• Visitors – LinkedIn can help
• Referrals – LinkedIn can help
• 1-to-1s, etc. – LinkedIn cannot help
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How to invite visitors?
• Ask your chapters’ leadership team about what slots are still open at your chapter.
• Search for people from that industry on LinkedIn – the ones that you can contact
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Finding people on LinkedIn
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Search Results
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Viewing Profile
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Contacting people
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Referrals – A live example
• Last week, in her 60 seconds, Jennifer Teale, our chapter’s Hypnotherapist mentioned that she wanted to contact people from “Alternate Medicine” LinkedIn category from around Glasgow
• I did a search on LinkedIn and took a printout and then had a 1-2-1 with Jennifer
• In the 1-2-1, Jennifer highlighted 9 people and I filled in 9 referral slips
• Over the weekend, I contacted all the 9 people, most of whom were delighted for the introduction
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Advanced Search
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Positive introduction
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View Profile – New Window
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View Profile – New Window
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Send message
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Send message
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Send message
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Invite them to your network
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Additional LinkedIn Features
• Group Discussions – A great way to increase your visibility
• Events – A fantastic way to manage the RSVPs of your networking events on LinkedIn
• Answers – Great way to find answers to complex questions, or to demonstrate your expertise by answering complex questions
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Starting a Group Discussion
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Events
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Publishing an Event
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Asking Questions
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Asking Questions
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Answers to your question
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More…
• WordPress – LinkedIn allows you to publish latest entries from your WordPress blog on your profile
• Twitter – LinkedIn allows you to publish your status to Twitter and vice versa
• SlideShare – LinkedIn allows you to publish up to 3 presentations on your profile via SlideShare
• There are many more such applications
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LinkedIn is ideal for
• Professional Networking• Headhunting• Looking up potential sales leads• Potential Business Partnerships• Raising Awareness about expertise• Raising Awareness about Products & Services• Conducting Business Events• Finding Answers to complex questions
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LinkedIn can be accessed from
• www.linkedin.com
• iPhone LinkedIn App
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Summary
• BNI is a great way to generate business by word-of-mouth referrals
• Inviting visitors to your BNI chapter is an excellent way to grow its size
• The larger your chapter, the more referrals you can get and more opportunities for you to generate referrals
• More visitors and referrals you bring to your chapter, the higher your credibility and hence, higher chances of you getting referrals
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Next Level
• I also advise businesses on how to use Social Media websites such as LinkedIn for their business.
• I tailor these presentations to suit each clients’ needs.
• You can contact me directly if you know someone who may benefit from this.
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Where can you find me
• Google– Ashish Kulkarni– Kulkarni Software
• Twitter– @ashishkulkarni– @kulkarnisoft
• LinkedIn– www.linkedin.com/in/ashishkulkarni
• Web– www.ashishkulkarni.com– www.kulkarnisoftware.com
• Email– [email protected]
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Where can you find this presentation?