Jeff Zelaya's LinkedIn Presentation for Visit Jacksonville

Laying The Foundation for Your SuccessPresented by Jeff Zelaya on 1/30/2014 for Visit Jacksonville

LinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/

SALES SOLUTIONS

Thanks to:

SALES SOLUTIONSLinkedIn Expert - Jeff Zelaya - http://jeffzelaya.com/


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My LinkedIn Story

@[email protected]

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@[email protected]

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@[email protected]

• $1.2 Million in Revenue• $3 Million in Sales Pipeline• Joined Vocus in 2012 • Rookie of The Year w/ 269% of Goal• Broke President’s Club Record• 52 Speaking Engagements in past 3 Years• Founded Miami Public Speakers Inc.

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Thank you LinkedIn!



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LinkedIn goes live in 2003

Day 1 Month 1 2004 2005 2006 2007

355 4,500 81,000

1,600,000

4,000,000

9,000,000

Growth of LinkedIn Members

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Fast Forward To Today

2004 2005 2006 2007 2014

81,000 1,600,000 4,000,000 9,000,000

259,000,000

Growth of LinkedIn Members

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Went Public in 2011 – Day 1 Stock Closed at $93




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That’s great for LinkedIn and all…but Jeff, why should I care?


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1) There are 259 million registered LinkedIn users

2) 35% of the users access LinkedIn daily

3) 2.6 million companies have Company Pages

4) There are more than one million groups on LinkedIn

5) 42% update their information regularly

6) Users surpassed 5bil professionally-oriented searches

7) Users in the US earn an average HH income of $83K

8) 7mil C-Level Execs, 3mil MBA Grads, 1.3mil Ivy League

9) Generates more leads for B2B companies than FB, Twitter or blogs

10) 92% of employers plan on using LN for recruiting this year


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In a single picture this is what LinkedIn really means to me:


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@jeffzelaya

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What exactly can LinkedIn help you with?

Research Event Planning Advertising Marketing Public Relations Networking Business Development Partnership Development Education Recruiting Competitive Intelligence

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What’s the #1 Key for Success with LinkedIn?


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To remember that it’s more than just LinkedIn!


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Exchange business cards with someone that you don’t know


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Have a question?Tweet me @jeffzelaya

Now Google Their Name


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• LinkedIn has high SEO authority • Optimized URL• Backlinks• Highly relevant results for a person’s name

Why does LinkedIn rank so well?

An optimized URL


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A recent study by the Pew Internet & American Life Project shows that 57% of adults have Googled their own names.

Googling yourself isn't vain -- it's smart.


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81% of millennials say they have searched the name of their date on either Facebook or Google before going out with them.

79% of job recruiters say they screen job candidates by reviewing information about the candidate online

70% of internet users have searched online for information about other people.



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Besides LinkedIn what else can I use?

• Slideshare• Twitter• Google+• Own Your Domain• Google Alerts


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Present Yourself Well


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Monitor Your Brand


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Go now to http://google.com/alerts

1) Create an alert for your name2) Create an alert for your business3) Create an alert for your competitor


http://google.com/alerts

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Find Content and Influencers


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Own Your Namehttp://jeffzelaya.com





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Are you ready to become a LinkedIn All-Star?


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Pic, Headline, Location, Industry, SummaryWho are you?

Current Position and 2 Past PositionsYour Work History

Education, Skills and CertificationsYour Smarts

A Minimum of 50 ConnectionsYour Connections

LinkedIn All-Star = 100% Completed Profile

Endorsements, Recommendations, AwardsYour Track Record

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Quality Picture

Your profile pic speaks a 1000 words

It’s ok to smile

Look approachable and happy…but not too happy

No party pictures

LinkedIn is a professional network so keep it clean

Misleading profile pic

Would people recognize you if they met you in person?

blurry, pixelated, filtered, small, against LinkedIn’s TOS

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Great Profile Pic Examples


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The LinkedIn Profile Pic All Star Edge

• Have a default profile pic but change it up every so often• Let your personality shine through• Dress for success• Try action pics once in a while• Consistent theme & brand quirk• Actually have one – profiles with pictures get 7x more views


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Your LinkedIn Elevator Pitch

• Headline• Location• Industry• Summary


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Benefits Instead of Title


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Your Average LinkedIn Summary


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Your Above Average LinkedIn Summary

• Attention grabbing• Compelling• Personality• Bullets• Not about you• Call to Action• No Buzz Words or Jargon


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Your Above Average LinkedIn Summary


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My All-Star LinkedIn

Summary with Multimedia

1% of Most Viewed Profiles


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Work History and Track Record


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Show Off Your Smarts

• Add 50 Skills• Give to Get• Give Thanks• Edit or Change


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How else can you showcase your smarts?

• Certifications• Awards• Education Course

Work• Activities • Societies• Patents• Test Scores• Publications• Projects


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But the best way to showcase your smarts still is…



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Recommendations


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Quality over Quantity…but why not both?

Seniority of Recommender

Client, Colleague, Mentor, Boss

One for One

Consistency




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How to maximize recommendations?

• Ask• Urgency• Timing• Make it Easy• Pick up the Phone


Developing Your Business Prospect, Nurture, Close


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Invest in a Pro Account


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Check who viewed you

Find the right people

View prospectsView details of potential prospects in your 1st , 2nd , and 3rd degree networks

Expand your viewingUse Lead Recommendations to find more prospects at your accounts

Your activity drives views of your profile. Engage with relevant people who look at you.

Proactively search

Use advanced search & Lead Builder to pinpoint people more efficiently







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Build strong relationships

Focus on decision makersFocus on connecting to senior level people at your prospects and customers

Connect with contacts

Connect with your network and with prospects after introductions

Connect internally

Your colleagues will be able to provide you warm introductions





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Engage with insights

Reach out to prospects

Share valuable informationPost relevant content that can help you become a trusted source of insight

Stay in the know

Join groups and follow your prospects, customers, and their competitors to keep up to date

Engage with your networkShare, like, and comment on content posted from your network

Reach your prospects with InMails, connection requests, and other messages


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Monitor your LinkedIn Profile views learn more here: http://jeffzelaya.com/2013/11/19/linkedin-profile-views-how-to/


http://jeffzelaya.com/2013/11/19/linkedin-profile-views-how-to/



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Social sales leaders create 45% more opportunities per quarter

Social sales leaders are 51% more likely to hit quota

45%more opportunities

51%more likely to hit quota

Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30

Why is social selling important?

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Have we connected yet?

Send me an invite: http://linkedin.com/jeffzelaya


http://linkedin.com/jeffzelaya

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Sources

http://business.time.com/2012/07/09/how-recruiters-use-social-networks-to-make-hiring-decisions-now/

http://montpellierpr.wordpress.com/2013/01/17/25-amazing-linkedin-stats-you-cant-miss/

http://www.pewinternet.org/Reports/2010/Reputation-Management.aspx?r=1

http://kimgarst.com/write-sticky-linkedin-profile-summary’ http://www.slideshare.net/linkedin-sales-solutions










http://kimgarst.com/write-sticky-linkedin-profile-summary




http://www.slideshare.net/linkedin-sales-solutions

http://www.slideshare.net/linkedin-sales-solutions