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Business Development with LinkedIN and SugarCRM
It isn't just what you know, and it isn't just who you
know.
It's actually who you know, who knows you, and what you do for a living.
- Bob Burg
Daniel KrausPresident
Leading Results, Inc
@LeadingResultswww.LeadingResults.com
04/08/2023 ©2012 SugarCRM Inc. All rights reserved. 4
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Leading Results Overview
Marketing services firm – coaching and consulting 1:1 Coaching, Group Coaching Fractional VP of Marketing Social Media Coaching and Learning Referral Marketing Coaching and Classes
Authorized Duct Tape Marketing coaches Offices in Boston and Philadelphia Clients throughout North America We help our clients stop wasting money on
marketing that does not create results
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Leading Results Core Marketing Mantra
Don't talk about the products you sell; talk about the problems you solve.
Then talk about the remarkably different way that I will experience working with you as you solve those problems.
Be sure you tell me what I get; NOT what you do. Because I don't have time to figure out if what I need is what you do.
LinkedIN – Quick Stats
100m Members (191342=me)
Why do people use LinkedIN?
A. They are looking for someone
Or
B. They want to be found by someone
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5 Keys to Success
Be Authentic, Genuine & Transparent Show Value, Be Engaged, Contribute Know your ideal customer/prospect profile Be crystal clear on your core message Make sure your differentiation comes through
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Key Areas of Leverage
Credibility Getting Found Automation Sales Networking Advertising
LinkedIN Anatomy
Your Profile – 100%
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100% profile completeness
Industry Postal code A current position with description Two additional previous positions Education At least 5 skills Profile photo At least 50 connections A summary
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Groups
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LI Today
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Signals
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LinkedIn Company page
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LinkedIn Company page - Overview
This public tab lists info such as: Basic information about your company (e.g.,
location, number of employees and industry) Information about new hires and employees,
including the viewer’s degree of separation Twitter and blog feeds plus a “follow company”
feature
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LinkedIn Company page - Careers
This is another public tab displaying job postings.
Premium Career PagesDeliver a custom experience - Your content adapts to viewers, based on their LinkedIn profiles.Job seekers see jobs tailored to their backgrounds.Differentiate through rich content
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Company page - Product & Services
Post descriptions of your key products and services Receive product and service recommendations Add content such as videos and promotions Purchase recommendation ads to showcase
recommendations for products and services and seek more of them
Get the “recommend” button to place on your website along with each of your products and services.
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LinkedIn Company page - Statistics
This is a private tab visible only to LinkedIn members with administrator access to your Company Pages.
How to Benefit from LinkedIN
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Key Areas of Leverage
Credibility Getting Found Automation Sales Networking Advertising
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Credibility
Summary with details Share expertise with answers to others'
questions. Write recommendations
Get recommendations Claim your vanity URL
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Getting Found
Capitalizing on Search Engine Optimization
Search engine optimize your profile Participate in Group Discussions
and relevant association groups Answer Questions
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Sales
Connect with prospects Integrate Sugar to the marketing/sales process Stay in contact as people move Use OpenLink to send messages to people to
whom you're not connected. Leverage the power of LinkedIn
Groups. Take advantage of advanced
search options.
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Give value to connect…
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Enhanced Networking & Referrals
Search contacts for referral introductions Research attendees from events Review events prospects or connections are
attending
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Contribute
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Automation
Integrate Sugar for updates Use LinkedIn Today to keep track of industry
news Check in on "Network Updates” Tie in Twitter Connection Take advantage of "Saved Searches” Track Signals
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Advertising
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Bonus Tips
Make your blog/website links sexier. Add a Follow Button Export connections. Add a video to your Company Page. Rearrange your profile Use applications
Make your blog/website links sexier.
4/23/12
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Bonus Tips
Make your blog/website links sexier. Add a Follow Button Export connections. Add a video to your Company Page. Rearrange your profile Use applications
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Export Connections
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Bonus Tips
Make your blog/website links sexier. Add a Follow Button Export connections. Add a video to your Company Page. Rearrange your profile Use applications
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Applications
4/23/12
A: QuestionsB: Summary C: Offer
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• Profile – links, keywords, descriptive• Status updates (+Twitter)• Repurpose content – Slideshare, YouTube• Connect with clients & prospects • Search for leads – Ideal Customer Profile• Recommend clients, partners• Use Groups• Questions and Answers• Advertise
LinkedIN Best Practices Summary
Offers:
Complete my eval – get a copy of slides toniteOn the eval:» Sign up for marketing tips newsletter» Ask for a free 45 minute marketing review» Ask for follow up if you need marketing help – social
media or otherwise.
4/23/12
04/08/2023 ©2012 SugarCRM Inc. All rights reserved. 41
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Contact Us Leading Results
Web: www.leadingresults.comEmail: [email protected]: 978-562-4161Twitter: @LeadingResultsfacebook.com/leadingresults
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