lead generation: buildling connection worthy linkedin profiles | central wisconsin social media...
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LinkedIn profile building for lead generation and social selling given at the Central Wisconsin Social Media Conference in Wausau WI on Oct 20.TRANSCRIPT
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Lead Genera)on: Building a Connec)on Worthy LinkedIn Profile
Central Wisconsin Social Media Conference | Oct. 20, 2011
! 25 years + experience B2B -‐ manufacturing / professional service firms. ! Unique focus -‐ technical products and engineering. ! Social Selling and Social Product Development ! Based in the Midwest with naLonal reach.
© Copyright 2009 Wendy Soucie ConsulLng LLC -‐ All Rights Reserved
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Website
MulLmedia
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Podcast
Directories and Social Address Books
105 – 4/09 30,500 – 2/11 135,000 9/11 167,000 10/11
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Change Your Thinking!
! 78% trust recommendaLons from social graph
! 90% of B2B buyers trust peer reviews
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Social Business Strategy Goal 16,000 _
Strategy
Tools
4 © Copyright 2009 Wendy Soucie ConsulLng LLC -‐ All Rights Reserved
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Network Building Process
Profiles Network Contribute ParLcipate Business ApplicaLons
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• Network size does maber
NCP Model -‐ Networking
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Contribu)on
• What is the content of value you have to share?
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ParLcipaLon
Feedback or consump)on is MOST important. – Reac)on – Ac)on – Evangelism 8
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9 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
How does the LinkedIN network work
group
Because 120M business professionals are here
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10 © Copyright 2009 Wendy Soucie Consulting LLC - All Rights Reserved
Business Networking -‐ LinkedIn
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Strategy -‐ Branding
! Personal
! Company
© Copyright 2009 Wendy Soucie ConsulLng LLC -‐ All Rights Reserved
“Establish prominence for yourself because it makes you a little more valuable.” - Scott Monty, Ford Motor Company
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Possible goals and objecLves
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! Extend geographic reach ! Make referrals easier ! Lead generaLon ! Product development ! Humanize your business ! Manage online reputaLon ! Discover inside connecLons
Strictly for business © Copyright 2009 Wendy Soucie ConsulLng LLC -‐ All Rights Reserved
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13 13 Building the right profile
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14 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
Consider how you might look to others
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Your LinkedIn Profile
15 © Copyright 2003-‐2009 – Wendy Soucie ConsulLng LLC -‐ All Rights Reserved
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16 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
Settings
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17 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
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18 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
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19 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
Profile must have’s for 100%
• Public View • Headline • Photo • Summary • SpecialLes • RecommendaLons
Personal Branding Company Branding
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20 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
#1 Photo Consistency Important ! The profile is more than your picture and name ! The profiles need to evolve over Lme ! Time is of essence
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#2 Enhancing/Building Profiles
Research first • Keywords/Phrases • Relevance
Tools • Thesaurus • Google Keyword Tool • LinkedIn Advanced Search
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22 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
Advanced Search
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23 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
#3 Your Profile Text ! Use MicrosoW Word to write and store it ! Export your LinkedIn profile as a back up each month or week ! Export your LinkedIn connecLons weekly
Pay particular attention to saving headline
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24 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
Profile Edit
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25 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
#4 Header/Headline
• Your sound bite
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26 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
Header/Headline
• Your Sound bite
Headshot/ white background
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27 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
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28 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
#5 Public Profile -‐ Custom URL
• Make yourself easy to find
http://www.linkedin.com/in/kevinhickman
Create a Personalized Public Profile URL
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# 5 Public Profile
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30 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
#6 Summary and Special)es
• Most important – What makes you special?
• Keyword focused – List keywords using commas and/or bullets
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31 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
#7 Addi)onal Informa)on Websites Interests
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32 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
#7 Addi)onal Informa)on Groups and Associations
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33 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
#8 Recommenda)ons
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35 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
#8 Recommenda)ons • 3 recommendations • 1 recommendation x 3 jobs • Only recommender can write/edit • Create unique roles
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36 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
#Extra Tip -‐ Contact Se`ngs
Instruct others on When/If/How it’s OK to contact you
Select Options
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37 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
Contact Se`ngs
• Brea Caine • President, Citrix Online • LocaLon Santa Barbara, California Area Industry Computer So_ware
When contacting me, please provide detailed context for your contact. - I only accept contacts from people that I have met/know or via referral from a trusted connection of mine. - I do not accept cold contact connections so please don't make them.
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38 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
Call me 608-225-1985, email [email protected] All social links at http://www.xeesm.com/wendysoucie I am interested in connecting. Help me out - Please let me know what you do and why you might see value in connecting with me, even where we might have met in person. This will help me take action more proactively versus generic invites. Thanks!
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39 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
Visibility
! Status Updates ! Q & A ! ApplicaLons
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40 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
Reality Check • Status update
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41 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
Status /Network Update
• Update once/day • Answer quesLons • Make a change
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42 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
LinkedIn Q & A
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Ready for more?
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45 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
Applica)ons
• Event – What are you doing
• TripIt – Where are you going
• Blog – Are you blogging?
• Slideshare – PresentaLons and PDFs
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46 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
Applica)ons
• Use brochure, arLcle, video • Clean up – Copyrights – Images – AbribuLon
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Slideshare.net
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TripIt
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Company Profiles
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53 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
LinkedIn Groups
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LinkedIn Groups • 919,566 Groups already (5/2011 -‐ English)
• Create/Manage up to 10 Groups
• JOIN up to 50 Groups • General and/or Geographic Groups
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Which Groups to join?
Join 25-40 groups, pick top 5 in size
• Find professionals
• Find trade associa)ons
• Find your peers • Find your customers
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Group Tips
• TIP – Invite the Group Owner/Manager to Connect! • Watch discussion and review members • Begin to converse with others in the group • Invite key members or everyone • If not ac)ve – move on
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58 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
! Applying a model
! Network ! Contribute ! Participation
You want others to participate in YOUR contribution. You want BUZZ
Social Networking Model
Social Media Academy NCP Model
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59 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved
Homework • Send a customized invite to [email protected] • Complete your profile to 100% • Request a recommendaLon (Colleague, client, supervisor) • Add a work and personal email to LinkedIn • Give a recommendaLon – start with Wendy Soucie as speaker/trainer
• Join at least one group • Add the LinkedIn signature / or manually add your profile link to your email signature
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Contact Wendy Soucie Engage with your customers. Enter the conversaLon. Engage with me. Wendy Soucie ConsulLng, LLC Social Media for Business 608-‐225-‐1985 Social web links: hbp://xeesm.com/wendysoucie [email protected]
Presenta;on avail on h?p://www.slideshare.net/wsoucie s
60 © Copyright 2009 Wendy Soucie ConsulLng LLC -‐ All Rights Reserved
Your Questions?
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Partnerships | Strategic Alliances | Joint Venture
• Wendy Soucie ConsulLng • Social Business ConsulLng Group (Sobizco) • End Result MarkeLng
• Nurture markeLng and research • Social Media Academy
• CerLfied Social Media Consultant • Founding Member, Alumni, Faculty • Black Diamond Consultant
• Xeesm – Social CRM • Business Partner – Wisconsin
• IA CerLfied LinkedIn and Social Media Trainer • Images from IstockPhoto.com & WSC