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TheProfile.Company
Build Your businessBusiness With LinkedIn By Naomi
Johnson
TheProfile.Company
Welcome to TheProfile.Company
Helpful ‘How to Videos’
Helpful Tutorials answering some of your most pressing questions
TheProfile.Company
Helpful Videos, interviews and even motivational videos
TheProfile.Company
Most Importantly…
We’ll write your LinkedIn Profile for you!
About: • Founder of TheProfile.Company
• Author of ‘What to Put on Your LinkedIn Profile’ & ‘Grassroots to Green Shoots’
• Written profiles for individuals in Canon, Asda, Oracle, Facebook, Coca-Cola
• Ran the ‘Rock Your Profile’ stand at LinkedIn’s annual EMEA conference Talent Connect twice, plus Social RecruitIn
Expert LinkedIn Profile Writer How to Get Leads and What To Do With Them
Author | Speaker | Raw Desserts
TheProfile.Company
TheProfile.Company
Our ObjectiveI want you to walk way from this session: • Confident in your choice to use (or not use) LinkedIn
for your business• Understanding the foundations of writing a good
LinkedIn Profile and how to generate sales leads• Recognising how LinkedIn fits within your marketing
mix • Able to establish quick habits that will immediately
change your results • With increased confidence using LinkedIn
How important is ?
TheProfile.Company
• LinkedIn is the biggest online professional network in the world
• 440M worldwide, 17M UK & 84M EU members• +3M company pages• +2M LinkedIn Groups• > 2 new members per second!• LinkedIn shows you how you are connected
TheProfile.Company
Use Your Social Compass
LinkedIn: Business Networking
Facebook:Meeting someone at a restaurant with their family
Think of the platforms as the equivalent of:
TheProfile.Company
Am I wasting my time or getting actual, real tangible business results?
“Biggest Question People Ask
What Results Might I Expect? Being known in your industry for what you do Establishing yourself as the expert A Trusted Advisor to your prospects A global network of prospects and colleagues Collaborations Referrals and Recommendations *** NEW BUSINESS ***
TheProfile.Company
Proactive Searching for prospects Asking to connect Asking for introductions Sending InMails
TheProfile.Company
Active Commenting in groups Status Updates Publishing content
Passive
Your Profile
Your profile is making an impact 24/7!
TheProfile.Company
Succeeding on LinkedIn
TheProfile.Company
A good LinkedIn Profile will: The next step you want a prospect to take with you: Lead people from not knowing they have a problem
right through to being ready to buy your solution Set you apart as their Trusted Advisor so when they are
ready to buy they come to you Lead people into your existing sales funnel/sales
process Make you easy to refer
Example:
TheProfile.Company
[Audio Content Only:]
Download Full Presentation Here
Buying Journey
TheProfile.Company
• % is industry dependent • Always exists no matter the product/service or person• Respect the journey and you’ll attract clients
57% of a Buying Decision is now made online before a Sales Representative is approached
Buying Journey
TheProfile.Company
Buyer Journey
57%Sales ConversationOnline Research
43%
Example:
TheProfile.Company
Buyer Journey
57%Sales ConversationOnline Research
43%
• Wasn’t ready for a conversation • No trust in supplier or understanding of credentials • Ill-equipped to have conversation• Nervous about conversation
TheProfile.Company
Know your outcome and match it to your
LinkedIn profile
What do you want your LinkedIn profile to achieve?
TheProfile.Company
Not a Prospect ProspectKnow they have a
problem and are looking for your solution
Know they have a problem but don’t know a solution exists
No idea they have a problem
1
2
4
3
Refer you to others
Build awareness of the problem and solution
Identify your prospects and recommend you
2 Categories, 4 types of ProspectBuying Journey Cont..
Building Your Business on LinkedIn
TheProfile.Company
Ask the Right Questions & Work Your
Way Backwards
TheProfile.Company
YOUR TURN:Write down what you want to achieve from your LinkedIn profile?
Is it: New business leads 20 new connections Awareness in your target market ….. ✗
Building Your Business Cont..
TheProfile.Company
Sales Target✓Financial
GoalYear/Month
Number of Clients
Annual Average
Sale Value What will you offer?£250k pa 5 clients £50k
Building Your Business Cont..
TheProfile.Company
Your Sales Target = 10Sales Conversation = 40Prospects = 80Highly Engaged = 200Reached = 1000
Buyer Journey
57%Sales ConversationOnline Research
43%
1000 80 10200
40
Building Your Business Cont..
Quality Sales Conversations
TheProfile.Company
They already trust you are the expert Receptive to what you have to say Understand how you work with people Think your solution is likely to work well for them Investing time in buying decision (likely ready to buy) Like your philosophy and approach
Social SellingRELATIONSHIP
TheProfile.Company
• Get exposure to the number of leads you need• Advance % through buying decision• Target number of prospects, from which % will book• Calculate based on your known sales conversion rate
and make sales predictable
Buyer Journey
57%Sales ConversationOnline Research
43%
1000 20 270 10
Quality Conversations Cont..
Booking the Conversation
TheProfile.Company
Buyer Journey
57%Sales ConversationOnline Research
43%
• The more information you provide the further along the buying journey your prospect will be and the easier the sale
• Our goal is to book in sales conversations with prospects who are now pre-sold
Quality Conversations Cont..
Succeeding on LinkedIn
TheProfile.Company
• Remember just because you offer someone a free coaching session, demonstration or chat about your solution - doesn’t mean they’ll take you up on it
• What do they need to know in order to be ready to invest time with you?
Buyer Journey
57%Online Research
Succeeding on LinkedIn
TheProfile.Company
Your Call to ActionThe next step you want a prospect to take with you: Book a conversation Watch a webinar Join your Mailing List
At this point they come out of LinkedIn and into your normal sales funnel/process
Quick Habits
TheProfile.Company
Build connections to 200+ (1st, 2nd, 3rd Degree) Connect with people you meet at Networking events Like, Share, Comment Have a solid call to action Reply to Invitations
What do we do:
TheProfile.Company
Craft your LinkedIn profile to match your prospects natural buying journey
Delve under the bonnet of why people buy from you, the problem you solve
Write the copy to match a prospects online behaviour Write to ensure your Call to Action converts Make full use of all relevant sections on the LinkedIn
profile Help you build your sales funnel if needed Advise on Rich Content Media that will advance the
sales decision
TheProfile.Company
Our ObjectiveI want you to walk way from this session: • Confident in your choice to use (or not use) LinkedIn
for your business• Understanding the foundations of writing a good
LinkedIn Profile and how to generate sales leads• Recognising how LinkedIn fits within your marketing
mix • Able to establish quick habits that will immediately
change your results • With increased confidence using LinkedIn
BONUS
TheProfile.Company
[Audio Content Only:]
Download Full Presentation Here
During the Live Session someone asked a question and we gave a live profile review
which demonstrated everything we’ve talked about. You can still access it.
