Module 1 Introduction to LinkedIn

LinkedIn Training Module 1Sales 2.0 — Introduction to LinkedIn

LEVEL TIME TO MANAGE ACTIVITY BENEFITS

Module 1Entry Level

Set up 30 minutesDaily 10-20 minutes

Set up profile

Invite those in your database to connect

Become visible in the largest professional database in the world

Module 2 Mid Level

Setup 60 minutesDaily 20-30 minutes

Invite people to join your network

Join Groups

Digitize your contact base

Be able to quickly stay in touch with individuals or groups via LinkedIn

Module 3Advanced Level

Setup 60 minutesDaily 60+ minutes

Research and approach potential contacts

Questions & Answers

Make & receive Recommendations

Share your knowledge & make introductions

Get introduced to those you want to meet

Build your social capital

LEVEL TIME TO MANAGE ACTIVITY BENEFITS

Module 1Entry Level

Set up 30 minutesDaily 10-20 minutes

Set up profile

Invite those in your database to connect

Become visible in the largest professional database in the world

Module 2 Mid Level

Set up 60 minutesDaily 20-30 minutes

Invite new people to join your network

Join Groups

Digitize your contact base

Be able to quickly stay in touch with individuals or groups via LinkedIn

Module 3Advanced Level

Setup 60 minutesDaily 60+ minutes

Research and approach potential contacts

Questions & Answers

Make & receive Recommendations

Share your knowledge & make introductions

Get introduced to those you want to meet

Build your social capital

LEVEL TIME TO MANAGE ACTIVITY BENEFITS

Module 1Entry Level

Set up 30 minutesDaily 10-20 minutes

Set up profile

Invite those in your database to connect

Become visible in the largest professional database in the world

Module 2 Mid Level

Set up 60 minutesDaily 20-30 minutes

Invite new people to join your network

Join Groups

Digitize your contact base

Be able to quickly stay in touch via LinkedIn to individuals or groups

Module 3Advanced Level

Set up 60 minutesDaily – 60 +minutes

Research and approach potential contacts

Answers/Questions

Make & receive Recommendations

Share your knowledge & make introductions

Get introduced to those you want to meet

Build your social capital

SECTION 2. Sales 2.0

How can you join the conversation?

SECTION 1. Who Uses LinkedIn?

Are the people you want to meet on LinkedIn?

SECTION 3. Personalizing your profile account in LinkedIn (or if you already have one, how to make sure it’s optimized)

The Old Way To Do Business

A NEW Way of Doing

Business

Average Age 41

Household Income $109,703

Male 64%

JOB TITLES:

C-Level Executives

EVP/SVP

Senior Management

Middle Management

LinkedIn adds a new member every second!

LinkedIn has over 50 million members.

50,000,000

The majority of LinkedIn users are decision-makers or have influence in the purchase decisions at their companies.66

%

SECTION 2. Sales 2.0

What is Sales 2.0?

How to use LinkedIn to meet more people who are interested in what you do

Success Stories

Buyers are leveraging the Internet and if they can’t find you, you’re not in the game.

Daily Internet Searches Are Now Approaching Half a Billion Searches

The Rapid Acceleration of Internet Use

500,000,000

Sales 2.0

Meeting the buyer, where the buyer is.

It’s More About Socializing Than Selling

Social networking uses technology to facilitate sharing, research and digitize your contact base.

Reach more people by utilizing your whole network.

Browse group discussions or answer questions.

Find connections to leverage by researching people or companies.

Manage the information that’s publicly available about you as a professional.

Find and be introduced to potential clients, service providers and subject experts who come recommended.

The versatility of LinkedIn.

Marketing Q&A Expert

Group Leader

Update Frequently

The versatility of LinkedIn.

Business Development Search then connect

Building relationships

The versatility of LinkedIn.

Sales Leads Background info

Warm calls

Work through connections

Promote yourself or your work

Make new business or professional contacts

22%

20%

47%

67%

Do you use your online profile to…

Sales 2.0 Success Stories

Closed $250,000 worth of business by simply answering questions in LinkedIn!

“Within the first week, a former client responded and we connected. Out of that came a $1 million consulting contract, just because we were able to connect and remember each other’s competencies and what each other were doing.”

- Darrel Rhea

“It enables a small firm like Catapult to compete effectively with much larger firms like Goldman Sachs and Morgan Stanley!”

- Ron Lissak

SECTION 3. Customizing your profile on LinkedIn

How to personalize your profile account in LinkedIn

How to invite those you know to join your network

How to set up your profile.

Your Turn!Create or make changes to your profile.

Inviting those you know to connect with you on LinkedIn.

1.2.

Your Turn!Invite people to join you on LinkedIn.

(Hint – You can access existing databases such as Yahoo! or Outlook, or search for people and send an invite from their profiles.)

CongratulationsYou should now:

• Have an account on LinkedIn

• Completed your profile

• Selected fields for your pubic profile

• Invited those you know to join your network

Next StepsAnswer the 6 exit questions on what you learned in this module.

Start Module 2

Test What You Have Learned

Module OneExit Questions

1. A new member joins LinkedIn every:• Day• Hour• Minute• Second

2. LinkedIn’s worldwide membership is over:• 50,000,000• 5,000,000• 500,000

3. LinkedIn’s subscribers primarily use it for:• Fun• To make business connections• To improve their search engine rankings• To find a new job

4. What percentage of LinkedIn users are decision-makers or have influence in the purchase decisions at their companies:

• 95%• 66%• 21%

5. For a sales person the most useful function of LinkedIn is the ability to:• Gather background information on companies, competitors and new

hires• Learn more information about those you want to connect with by

reviewing previous work experience, schooling, likes and interests, and groups they have joined

• Use all 3 tiers of your network to meet new prospects• All of the above

6. The most popular social networking tool for business people is:• Twitter• LinkedIn• Facebook• Plaxo

Test What You Have Learned

Answers to Module 1

Answer to question 1 –#4. LinkedIn adds a new member every second.

Answer to question 2 -#1. LinkedIn’s membership is over 50,000,000 and is the 37th* most popular site in the world. (Alexa research)

Answer to question 3 -#2. LinkedIn is primarily used for making and nurturing business connections.

Answer to question 4 –#2. 66% of LinkedIn users are decision-makers or have influence in the purchase decisions at their companies.

Answer to question 5 - #4. All of the above!

Answer to question 6 –#2. LinkedIn