linkedin: transitioning contacts to leads
DESCRIPTION
There’s a reason LinkedIn is considered, “the new cold call.” This powerful medium presents an opportunity to directly connect with your target audience and strategically transition connections into paid business. In this presentation, Rachel will share what she calls her “gems” of LinkedIn to show you how to make lasting connections, share impactful content, enhance brand awareness and transition contacts into leads – and eventually clients. LinkedIn is unmatched and Rachel can prove it. Rachel’s expertise in the medium led her clients to secure business in excess of $350,000! Topics covered: Creating an optimal LinkedIn profile Prospecting with the ‘gems’ Staying TOMA with relevant content Transitioning contacts to leadsTRANSCRIPT
Leveraging LinkedIn for B2B: Transitioning Contacts to Clients
with Rachel Strella
www.strellasocialmedia.com
Putting Your Plan Into Action
By a show of hands, how many of you know everyone else in this room?
Putting Your Plan Into Action
By a show of hands, how many of you are members of the SMPS LinkedIn Group?
Putting Your Plan Into Action
Key Takeaway: You get out, what you put into it.
Today’s PowerPoint I’ll email today’s attendees a copy of
the PowerPoint Presentation.
Today’s Agenda
Optimizing your profile LinkedIn Groups Advanced Search Connecting with prospects Staying relevant with content Maximizing your connections Discussion and training
LinkedIn Profile
LinkedIn Profile
Include a professional photo
Headshot or brand-relevant photo
Ideal size: Between 200 px x 200 px and 500 px x 500 px
LinkedIn Profile
LinkedIn Profile
One of my favorites…
LinkedIn Profile
Avoid shots with Fido…
Or animated characters…
Complete profile fully
LinkedIn Profile
Include a strong headline
LinkedIn Profile
Accurate Keyword-laden Free of jargon Include the name of your
company
LinkedIn Profile
LinkedIn Profile
For professionals, I do not recommend getting too creative with a headline
Complete contact info
LinkedIn Profile
Email, phone, address Include three websites and
customize them Customize domain to
include your name
Complete contact info
LinkedIn Profile
Nice job, Margy!
LinkedIn Profile
Personalize, Humanize, Summarize
LinkedIn Profile
First person Professional, but
conversational Mention experience How you help your customers
Write an engaging summary
Write an engaging summary LinkedIn Profile
A few of my favorites - #3 LinkedIn Profile
A few of my favorites - #2 LinkedIn Profile
A few of my favorites - #1 LinkedIn Profile
Include skills
LinkedIn Profile
Accurate Keyword-laden As many as possible (or
versions of as many as possible)
Include skills
LinkedIn Profile
Endorsements Based On Skills
LinkedIn Profile
Blue Number = Endorsements
LinkedIn Profile
LinkedIn Groups
LinkedIn Groups
Search for groups by keyword and location
Select groups that are active Join a mix of professional
networking groups and groups of your target audience
LinkedIn Groups
Risk Insurance Client Groups
LinkedIn Groups
The Importance of LinkedIn Groups
Share content or blog posts Contribute to valuable
discussions Connect with ideal clients
LinkedIn Advanced Search
LinkedIn Advanced Search
Search by: Keyword Location Title Industry Connection (Group, 2nd, etc.)
LinkedIn Advanced Search
LinkedIn Advanced Search
Possible Search Parameters: Keywords: Healthcare, Education,
Government Titles: Project Manager, Business
Development, Engineer, COO Location: Within 50 miles Connections: Group Members,
2nd connections.
Making a Connection
Making a Connection Synergy is important
Making a Connection First impressions matter
Connect Appropriately
Making a Connection
Making a Connection
Networking Follow-up Example Hi Stacy, This is Tina Smith. We met last night at the Chamber Mixer. It was a pleasure talking with you about your business goals. I would love to connect here and stay in touch. Sincerely, Tina
Making a Connection
Connecting with Prospective Customers, especially those you’ve never met, can be tricky. It’s important to put your best foot forward!
Connecting with Prospects
Making a Connection
Create a template message to targeted contacts
Adjust the name of the connection request
Make it a goal to connect with several new people each week
Connecting with Prospects
Making a Connection
Example for a Client Michael, My name is Nathan & I’m a 4th generation owner of Gingrich Memorials in Central PA. You may have guessed that we design cemetery memorials. The technology has changed, but our commitment to quality remains unmatched. I hope you’ll accept my invitation and tell me more about you. Nathan
Relevant Content
Relevant Content Valuable Content Matters
Relevant Content Newsfeed content
Relevant Content Publishing tool
Relevant Content Publishing tool
Relevant Content Publishing tool
Relevant Content Publishing tool
Maximizing Your Connections
Maximizing Your Connections
It takes 8 to 12 follow-ups before landing a sale
B2B transactions tend to have a longer sales process
Showcase goodwill with valuable content; build trust
Select ideal client contacts that you’re already connected to
Maximizing Your Connections
To get started, export connections
To do so, go to ‘Network,’ then ‘Contacts’ then ‘Settings’ and ‘Export Connections’
Maximizing Your Connections
Maximizing Your Connections
Sort that file Find relevant content Send with a personalized
message
Maximizing Your Connections
Quick tips
Group similar industries together
Find strong content resources Schedule time to do this each
week
Quick tips
Maximizing Your Connections
Maximizing Your Connections
Maximizing Your Connections
Maximizing Your Connections
Maximizing Your Connections
To move the needle beyond content
Offer a referral Suggest a coffee Schedule to talk briefly after a
networking event
Maximizing Your Connections
LinkedIn Checklist
Complete and optimize profile Join groups of target audience Find prospects using the
advanced search tool; connect appropriately
LinkedIn Checklist
Offer valuable content on the newsfeed and publishing tool
Provide resources to ideal clients
Keep the conversation going and stay top-of-mind
SPECIAL OFFER: Attendees ONLY!
Review & Revive Your Social Media Sites Social Media Site Review with a list of recommendations 20 Minute Call to Review Customized Tip Sheet for Expanding Reach
Cost: $97 per site* *Buy one, get LinkedIn FREE! SMPS Members ONLY!
Sign up: bit.ly/strellaoffer
Training & Discussion