Linkedin for Sales people How to take advantage professional networking today 45 min
Linkedin4sales
May 26, 2015
how to take advantage of business network website LINKEDIN
Welcome message from author
This document is posted to help you gain knowledge. Please leave a comment to let me know what you think about it! Share it to your friends and learn new things together.
Transcript
Linkedin for Sales people
How to take advantage professional networking today
45 min
Linkedin for Sales peopleHow to take advantage professional networking today
• An example:
• What is it?
• Why use it?
• How to use it?
• When should I use it?
• A business-oriented social networking site that is mainly used for professional networking.
What is it?
As of 17th July 2009 based on their websites
spanning +170 industries.
Use your network
I know
Join my networkI know
Do you know ?
Why?How?
When?
Join my groupWho?
I know Harnessing Collective Intelligence
http://press.Linkedin.com/abouthttp://www.youtube.com/watch?v=IzT3JVUGUzM
six degrees of separation
What?
Why use it?Brief
• It has Major impact on your business– Get more information = Better qualify– Be more visible = Get more credibility
• It’s powerful– Critical size reached (in terms of users and industries)– To give and receive information / expertise
• It’s Free and easy to use– It’s a live business card
• Easily build your prospect org chart and access to basic info– Brief info on the company– Size (employees / revenue)– Websites & blogs– Locations– Employees– Jobs– Stock information– Snapshot view on Business Week
• Get detailed info on these employees– Past / present activities– Specialties / Education– Connections / Groups– Websites, blogs, and more …
Why use it? It’s powerful
It’s Free and easy to use
+ New hires
+ Former employees
+ Recent promotions and changes
Why use it? It’s powerfull
• Easily scan an industry on a specific territory:– Join groups related to this industry and territory and participate!– Look for companies belonging to this industry / territory– Scan them and their employees– Invite them to discuss or to connect
• 1 example, Footwear in Spain (a Friday afternoon)– Join groups and participate! = 30 minutes– No groups talking about Footwear / Fashion in Spain!
• Create one and put some content = 30 minutes– Look for companies and scan their employees = 60 minutes– 60 potential contacts (send an email / invitation)– 2 days later you have:
• 25 new connections and 10 phone numbers to contact them directly and 26 new group members.
• 2 weeks later, I had 3 meetings to start evaluating and qualifying business opportunities
It has Major impact on your business
HIT RATIO!
How to use it?Some rules
• To receive you need to give
• Present yourself, build your profile, be clear, be professional
• Build your network as you move forward
• Visit the web site at least once a week, max once a day and PARTICIPATE
How to use it?Get started
• Create your profile– http://www.Linkedin.com/home – Work on your elevator speech– Show what you want people to see
• Connect to your ecosystem– Past / present colleagues /
customers / prospects– Sending customized invitation
• Get recommended– Look more professional– Illustrate your achievements
http://www.Linkedin.com/in/jeromecabanes
• Join a group – Of people sharing same interests and needs– Get to open discussions or to comment them– Get to contact directly (“send a message”) group members
• Answers– Give or take advice from others– Impacts all Linkedin members
• Polls– Get input from a specific population (if you post your poll in a
group)– Or get feedback on closed answer from all Linkedin members.
How to use it?Some functionalities
How to use it?Some functionalities
• Search:– Keywords– Territories– Industries– Companies– Groups– Answers– People ...
• Can help you get answers to:– Which are the biggest companies in X area belonging to
Y industry?– Who else can I contact in company ABC?– Who is CFO of company Z?– Can someone give me advice on how to xxxxxx?
How to use it?Some tricks
• Anonymous profile– If you Google “position of the anonymous profile + Linkedin”,
you get the answer!
• Keep an eye on your contacts– Who connects to who?– Which topics are of interest for my contacts?
• Inform them
• Who’s viewed my profile?
Top Tip!
When should I use it?
• During awareness creation– Example > enter a new market segment and get to be visible…
• During prospection phase– Example > find companies per market segment / per geo / per
size…
• During discovery phase of customer you target– Example > find new contacts inside this company and their
relationships…
• As you meet new people during your professional life
Conclusion 1.0Typical objections
• I have not time for this!
• That’s for geeks!
• I’m not looking for a job
• I do not want to expose my business life!
Conclusion 2.0
• Take advantage of today’s technology
• Find the right info with less efforts
• Care about your professional network
• SELL efficiently
