Sales Solutions

Profit From Your Profile: How to Generate New Business Using LinkedIn Anita Windisman – Sales Product Consultant

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Agenda

§  Top 10 Tips for optimizing your profile for generating inbound leads

§  “Who’s Viewed Your Profile”: a way to monitor your efforts in attracting inbound leads

§  Social Selling Resources

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How How do I get

a warm intro?

LSS 3 ©2013 LinkedIn Corporation. All Rights Reserved.

+200M members

+2B member updates

per week

Billions connections

LinkedIn sales navigator defines social selling

What What to

talk about?

Who Who are the

Right People?

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But before that....you need to BRAND yourself

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It takes just 1/10 of a second for someone to make a decision about you!

Source: Assoc for Psychological Science – “How Many Seconds to a First Impression?”

First Impressions Count

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1. Upload a PROFESSIONAL Photo

Profiles with photos are 7 times MORE LIKELY to be viewed than those without

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2. Write a compelling headline

Make it descriptive who you are, what you do, and the value you provide.

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Why? Your Headline gets MORE attention than a photo

Source: EyeTrackShop – Nov 2011

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3. Set Your Public Profile URL

Put it on your business card, and in your email signature file.

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4. Customize Links to Websites

Provide a “call to action” that direct customers to “do” something at the destination page such as: §  Subscribe to an eNewsletter §  Download a case study §  Take a survey

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5. Tell your “story” in your Summary

Showcase you expertise. Convey your passion. Use “key words”. Provide a “Call to Action”

Your background Your company Your passion A “call to action”

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6. Update Your Current and Past Positions Show your career trajectory. Demonstrate your successes. Use key words.

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7. Add your education

Showcase your education. Which will also allow you to…

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Tap into your alumni connections

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8. Ask for recommendations

Especially from satisfied clients….which adds to your credibility.

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9. Add Skills

§  Showcases your expertise. §  Positions you as a thought leader among your peers. §  Also serves as a way to find prospects.

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….To Get endorsed AND endorse others

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10. Strive to be a LinkedIn “All-Star”

Make sure you complete the following: §  Name, current title §  Industry and Location §  Photo §  Headline §  Summary §  2 previous positions §  Skills §  Education §  50+ people in your network

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Being “found” on LinkedIn

In order to be “found” on LinkedIn use “key words” and phrases that pertain to your core expertise. 3 areas to concentrate on: 1.  Your Headline 2.  Current & Past Positions 3.  Summary

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BONUS TIP: Always PERSONALIZE your request to connect

Reach out in a friendly and professional manner – even if you know someone well. You will differentiate yourself from your

fellow professionals with this ONE best practice tip!

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Identify new prospects: View “Who’s Viewed Your Profile?”

Can see how visitors got to your profile through key word searches. With a PREMIUM account (i.e Sales Navigator) you get an expanded view.

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Resources on Social Selling For information about Sales Navigator: http://sales.linkedin.com

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Resources on Social Selling Follow us on Twitter: www.twitter.com/linkedinselling

Or: www.twitter.com/anitawindisman

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Resources on Social Selling Curated articles on Social Selling on www.scoop.it and search for “social selling”

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Resources on Social Selling Sales Navigator Training Site - http://training.linkedin.com/sales