LinkedIN provides the

Power of Networking

Grow your Business!

To substantially

Using LinkedIN to Generate Sales Leads

Landau Design Reviews

Using LinkedIN to Generate Sales Leads

Why Use LinkedIN?

59% of Fortune 500 execs use LinkedIN

Over 119 million members, primarily USA

34 million site visitors per month

Using LinkedIN to Generate Sales Leads

Using LinkedIN to Generate Sales Leads

Be visible and professional on LinkedIn

Save the privacy settings for Facebook

Using LinkedIN to Generate Sales Leads

Who makes up your network?

Connections usually come from Friends, former colleagues Clients Referral partners

LinkedIN is about building business, not keeping in touch!

Typical LinkedIN Network Typical LinkedIN Network

Using LinkedIN to Generate Sales Leads

Real Power is in 2nd Degree Network

Focus on your network’s network

Using LinkedIN to Generate Sales Leads

Data Mine Your Connections

Using LinkedIN to Generate Sales Leads

Who are your customers?

Define your audience

Create a people search profile• Job Title

• Company name

• Job description

• Industry keywords

Using LinkedIN to Generate Sales Leads

11 Ways to Generate Leads

1. Complete your profile

2. Send a connection invite within 24 hours of meeting a prospect.

3. Use advanced search to find prospective buyers.

4. Regularly deliver value to your 1st degree network

5. Ask and answer questions in groups and Q&A

6. Use group search feature to connect with networkers

7. Create a group if you feel your company could fill a void

8. Update status at least twice a week

9. Create a poll to connect with network & prospects

10. Promote your events

11. Set weekly goals for using LinkedIN

Using LinkedIN to Generate Sales Leads

1. Complete your profile!!

Let me say it again… Complete your profile!

Profile must-haves• Fill in as much as you can about work history

• Use keyword-rich title

• Fill in general description

• Professional photo

• Put in website and blog URLs

• Get personalized URL

• Hook up all your social media using apps

Get recommendations key to generating interest!

Join relevant groups

Using LinkedIN to Generate Sales Leads

2. Send Connection Invites

Every time you meet a prospect, follow up by sending a LinkedIN invitation.

Customize the invitation

Make a point of connecting via LinkedIN within one week of invitation acceptance.

• Send personal note

• Comment on their company

• Join a discussion in a group

Using LinkedIN to Generate Sales Leads

3. Advanced Search is a Gold Mine

Ability to perform highly specific searches for people

Search terms:• First & Last name

• Industry

• Company (current or previous)

• Job title (current or previous)

• Location

• Keywords contained in the user’s online profile.

Using LinkedIN to Generate Sales Leads

Optimum Search Criteria

Best search results use a combination of:• Industry

• job title

• keywords

• location

Display search results based on relationship

Save searches for easy access

Using LinkedIN to Generate Sales Leads

Are they in your network?

Once you find a prospect, are they in your network?

Using LinkedIN to Generate Sales Leads

4. Regularly deliver value

Give more than you ask

Provide status updates with useful information

Give valuable information via groups and Q&A

Send monthly in-mail with information of value to your network

Generate polls and report results to network

Using LinkedIN to Generate Sales Leads

5. Ask & Answer Questions

Who in your network is asking questions?

What questions can you ask?

Using LinkedIN to Generate Sales Leads

6. User Group Search

Brand new feature

Allows you to find where your network is talking

Using LinkedIN to Generate Sales Leads

7. Create a Group

Why create a group?• Establish yourself as a thought leader

• Create arena for connecting with prospects

• Opportunity for sending weekly messages to network

• A way to help others and establish trust

Plan your group• Do you have time to manage it?

• Do you have enough content?

• How will you recruit members?

• What are the guidelines?

Using LinkedIN to Generate Sales Leads

8. Update Status 2x/Week

Easy way to connect with network (less than 1 minute!)

People search results ordered by last updated profile – status update counts

Inclusion in weekly status emails

Using LinkedIN to Generate Sales Leads

9. Create a Poll

Create polls that ask about business needs

4 opportunities to connect• Ask your question

• Use social media network to promote the poll

• Report results via network, in groups, on blog

• Provide solution

Keys for polls• Make it short

• Ask question that they really want to know the answer

• Put in optional comment question

• Follow up with results!

Using LinkedIN to Generate Sales Leads

10. Promote your events

Another opportunity to share

Optimize event listing• Include event logo

• Use enticing event title

• Create short but intriguing description

• Link to more details and registration page

Promote your event • Use inmail to sent personalized invitations and general invites to your

entire network

• When promoting via social media, drive them to LinkedIN event page

• You want to get people to click on “I’m attending” button

• Include on your company page

• Run LinkedIN ads if budget allows

Using LinkedIN to Generate Sales Leads

11. Set weekly goals for LinkedIN

Measure growth

How many…• New connections will you make

• Questions will you answer

• Groups will you post in

• Status updates will you make

• Inmail notes will you send

Measure activity growth• How many people requested connections?

• How many interactions did you have?

• How many questions were answered?

More questions?Please contact:

Bonnie@LandauDesign.com

Bonnie LandauLandau Design Reviews

805-640-1458

Using LinkedIN to Generate Sales Leads