Social Selling with LinkedIn Creating a Credible Presence Connecting to the Right Prospects Engagement and Communication Strategies Content Marketing and Social Selling By Viveka von Rosen

Network Growth & Engagement SESSION THREE

Steps to Take: 1: Strategically Adding Connections to Grow Your Network 2: Using LinkedIn’s Advanced Search to Find the Right People 3: Going Outside of LinkedIn to Find the Right People 4: Managing Your Prospects 5: Best Use of LinkedIn’s Communication Tools Resource: Buyer Persona Worksheet and Boolean Tip Sheet 3

Step 1: Adding Connections A. Using the Add Connections Icon B. Using the People You May Know Feature C. Who’s Viewed Your Profile 4

A. Add Connections Icon Easily upload your existing contact lists to grow your network with people you know 5

Remember – 3000 invite limit No customization 6

B. “People You May Know” Use LinkedIn’s PYMK feature to strategically add people you know and people you should know on LinkedIn ple/pymk 7

C. Who’s Viewed Your Profile Check Who’s Viewed daily! “I noticed you viewed my profile, I’m happy to connect if you have any questions.” mx/profile 8

Step 2: Using LinkedIn’s Search A.Smart Search B.Advanced Search C.Boolean Search D.Connection’s Connections Search E.Company Search F.Alumni Search 9

10 A. Smart Search Use dropdown to refine search Click on magnifying glass

B. Advanced Search Use the Advanced search to get beyond LinkedIn’s “Smart” search limitations

B. Advanced Search Free and Premium Search Fields

C. Boolean Search Diving deep into LinkedIn’s search to find exactly the right people using Boolean Search – WHAT IS BOOLEAN LOGIC?

C. Boolean Search Diving deep into LinkedIn’s search to find exactly the right people using Boolean Search

Example of Boolean Search: Gladys Meeting Planners and Corporate Event Planners Title Search Meeting+Planner OR Corporate+Event+Planner Keyword Search Meeting+Planner OR Corporate+Event+Planner NOT consultant NOT starwood Download Boolean Tip Sheet at:

Example of Boolean Search: Eric Corporate Travel and Corporate Travel Manager Title Search Corporate+Travel OR Corporate+Travel+Manager Keyword Search Corporate+Travel OR Corporate+Travel+Manager NOT consultant NOT starwood NOT New+opportunities NOT LION

Example of Boolean Search: Jonathan See Workbook… Company Search (dropdown) Wholesale Travel NOT placement %2Btravel+NOT+placement&orig=GLHD&rsid= &pag eKey=voltron_company_search_internal_jsp&trkInfo=tarId%3A &search=Search Private Aviation Aviation&orig=GLHD&rsid= &pageKey=voltron_com pany_search_internal_jsp&trkInfo=tarId%3A &search=Search

Saving Searches

D. Searching Connection’s Connections How to search the people you know, like, and trust for the people they know, like, and trust

E. Company Search Find a Key Company and See Who You Know Tauck Company: People: Delta Vacations Company: People: Mark Travel Company: corporationhttps:// corporation People: Valerie Wilson Company: People:

F. Alumni Search Find your University Search Alumni Invite to Connect

Step 3: Going Outside of LinkedIn To Find The Right Prospects

A. Google Search Profile How to use Google to find the right people and get more information Site: LinkedIn.com/in “Info from profile”

Step 4: LinkedIn Contacts Using contact as a mini CRM (Customer Relationship Management) tool to keep up with your (connected) prospects

A. Syncing and Inviting Contacts

Syncing and Inviting Contacts

Syncing Your Calendar

Deleting Connections

Keeping Track with LinkedIn Contacts

Tagging

Setting Reminders Daily, Weekly, Monthly, and Recurring

Keep track of your contacts’ new Jobs, Anniversaries, Birthdays, Moves as well as Reminders and Trips E. Following Up with LinkedIn Contacts

A.Messages, Invitations, Introductions and InMail B.Searching your Connection’s Connections In Common Step 5: How To Best Use LinkedIn’s Communication Tools

Go “Old School” and or phone for the introduction Use LinkedIn’s Intro tool Invitations

Messages

InMail

Searching In Common How to use LinkedIn’s “In Common” feature to find out what you have in common with your prospects

What are the limitations to Add Connections? What’s the benefit of “People You May Know”? Why should you use the Advanced Search? What’s the benefit of saving a search? What are the elements of a Boolean search? What’s the search string for a Google Search? How do you use Messages, Invitations, Introductions and InMail? What’s the point of searching your Connection’s Connections? Where do you use the In Common feature? Are you ready for Class Four? Social Selling with LinkedIn? Wrapping Up