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Learn the proper follow up procedure after meetings and events using connections through LinkedIn. Learn how connected you really are.
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Leveraging LinkedIn
LinkedIn and the Sales Process
• What do you use LinkedIn for?
• How much time do you spend on LinkedIn weekly?
LinkedIn and the Sales Process
Who are your current connections?
Existing/ Prospective
Clients
Former Colleagues &
School Friends
LinkedIn and the Sales Process
Step 1
Complete your profile
Profile Tips
• Descriptive headline
• Describe where you work and its differentiators versus what you do
• Always include a link to the corporate site
LinkedIn and the Sales Process
Step 2
Use keywords in your Profile and proof Your Profile
LinkedIn and the Sales Process
Step 3
Leverage collected business cards
LinkedIn and the Sales Process
Step 4
Make a list of individuals you know and would like to connect with
LinkedIn and the Sales Process
Step 5
Connect to contacts after every meeting/event with a personal
note
LinkedIn and the Sales Process
Step 6
Conduct an advanced search using titles and/or industry to see
potential connections
LinkedIn and the Sales Process
Step 7
Ask your shared connections if they’d mind introducing you
LinkedIn and the Sales Process
Step 8
Leverage profiles to get to know your prospects before and after
meetings
LinkedIn and the Sales Process
Step 9
Follow clients and prospective client companies on LinkedIn
LinkedIn and the Sales Process
Step 10
Regularly post what you’re working on and ISI news
E.g. ISI just completed testing for a new custom electrical panel for Rolls Royce
LinkedIn and the Sales Process
Step 11
Join LinkedIn Groups:Add new groups regularly
LinkedIn Groups
• Former employer alumni groups
• Alma mater groups (as many as you can)
• Local groups: LinkedColumbus, Interactive Marketers of Ohio, TechLife Columbus,Columbus Marketing Executives
• Associations
LinkedIn and the Sales Process
Step 12
Participate in discussions and start them on LinkedIn Groups