Using LinkedIn as a Sales Lead Tool

LinkedIn TrainingUsing LinkedIn as a Sales Lead Tool

Catherine Buck Morgan2/5/14

Learn how to:

• Make an “all-star” LinkedIn profile

• Build your network

• Position yourself as a leader in your industry

• Develop relationships

• Get referrals and leads

The Plan

Is this how you show up on LinkedIn?

Which one is yours?

Who would you buy from?

• Profile photo

• Headline

• Background

o Summary

o Experience

o Awards, Certifications, etc.

• Recommendations

An all-star profile builds trust

Building your network:• Business cards• Rolodex• Email contacts• Other pieces of paper• Alumni

o Previous co-workerso School

LinkedIn will suggest connections, but you don’tnecessarily need to act on each one.

Who do you know?

Image courtesy of Flickr

It’s not always easy

Groups can provide a common ground for making that first contact.

• Use Updates to become consistently visible and valuableo Industry newso Articles about your interests

• Comments and likes also appear in your update stream• Join Groups and participate in discussions• Follow channels in Pulse for articles

Position yourself in the market

• Groups

• Company pages

• Advanced search

The key to LinkedIn is Relationships.

It’s also about solving problems for people.

Meeting new people

Image courtesy of Flickr

• LinkedIn will email you about career changes, work anniversaries, and even the birthdays of your connections.

• Take advantage of these updates andmake someone’s day great.

• Is there someone you can help?

Relationships

• Your search can be narrow or broad• Narrow the search by choosing a category• Narrow it further by using Advanced Search

Using Search to find leads

• Begin with some keywordso HVAC, hospital, facility

• Choose a location• Save searches that are most

productive• The same search can be used to

find groups and companies• Company pages will lead you to

the key individuals you need totarget

Using advanced search

• Follow your company

• Like or comment on the updates

• Share the updates

• If your company posts jobs, share the jobs

• Check out the “People Also Viewed” section

Using your company’s page

Once your profile is at “all-star” level, it takes just a few minutes a day to make LinkedIn work for you. Rock on!

• Scan through the updates on your home tab; like or comment on a few• Check Pulse for news you can share• Check your company’s page for updates• Check your Groups; make a comment or two• Try to find 1 person to connect with

10 minutes a day

Questions?

Questions later? Just email me.

catherine@dppit.com

Connect with me on LinkedIn!

https://www.linkedin.com/in/catherinebuckmorgan

Thank you!