The Atlanta Sales Forum Presents: The Sales Steeplechase Overcoming inside sales ditches, jumping financial fences, and creating the winning sales team one follow at a time.

LEVERAGING YOUR LINKEDIN Bob Nadeau Amongst the top 1% most viewed in the world on LinkedIn, and recently was a keynote speaker on LinkedIn at the Global Sales & Science Institute's annual conference in Japan

AGENDA Why Network, and LinkedIn tips to improve 2. How to grow your network 3. How to leverage your connections

WHY LINKEDIN? LinkedIn is a data-base. Worlds most robust networking tool. (more than a social media platform) 400MM users Millennials are 35% of the workforce. By 2020 they’ll be 46% of the working population. Make a great first impression  57% of consumers have done their research  75% are influenced by social media

21 ST CENTRY ROLODEX 4. People will make decisions on what they see.  They care more about what others ay about you (than what you say about yourself) 5. Every change in position/decision maker creates 3 opportunities.  The person in the new position.  Find out who replaced them?  Where did the person they replaced go?

IMPACT OF B2B CUSTOMER LOYALTY DRIVERS

LINKEDIN SOCIAL SELLING INDEX

4 PILLARS OF SOCIAL SELLING

PART I: 10 TIPS FOR A BETTER PROFILE You have one chance to make a favorable 1 st impression…build a profile that makes you look like the professional that you are.

LINKEDIN PROFILE 1.Photo: smile 2.Name (females: maiden name in the middle) 3.Headline is 120 characters. Grab attention.  Creative word picture of how you add value to your organization or clients.

LINKEDIN PROFILE 4. Customize your public profile URL for a cleaner look with just your name, and remove all those additional characters/ numbers, etc.  Joe Smith/2/3/ss/s/#15 5. Summary: 2k characters first do it on a word doc. It also helps your SEO. Be strategic with keywords in keywords in these 3 areas:  Header, Summary and Experience areas.  Add section on misspelling your name so people can find you 6. Experience: explain each role and clearly articulate what that means

LINKEDIN PROFILE 7. Recommendations: 1 to 2 per job 8. Endorsements: 6 – 7 core areas 9. Personal interests, awards, community work 10. Join a few groups:  Where are your prospects hanging out?  Big changes coming to make them private.

PART II: DEVELOP YOUR NETWORK Hover cursor over network to “add connections”. Click on (g-mail, etc)  Import names from your addresses Do the same with alumni  Narrow the search by industry, geography, etc.

MAKING THE DIRECT CONNECTION

LINKEDIN MESSAGES It was nice meeting you at the…. I can’t believe we have 5 people in common and we’ve never been introduced. Let’s have a brief call…. I’d like to learn more about you and your business so when people see you in my network and ask me about you….I can make a mutually beneficial introduction.

PART III: STRATEGIES TO LEVERAGE YOUR NETWORK Searches Find the hiring manager, better than applying just on-line “Advanced” (top center) search feature Laser like focus: Organizations and individuals based on key words Job title Role Zip Code Industries

2 ND CONNECTIONS: WARM INTRODUCTION 1.Search (manager, __________) within (100?) miles of a zip code. 1.Find second connection and hover over it to see who is your first connection? 2.On the right hand side of their profile, halfway down the page, click on “get introduced” Hi _____ (1 st connection) I noticed ________ is in your network. Would you do me a favor and make an introductions for me, and let them know how I helped you?

2 ND CONNECTION: DIRECT Because great opportunities, career advancements and successful contract negotiations often result from good timing, coincidence and who you know, I’d like to connect with you on LinkedIn.

GET NOTICED 1.7M Groups: Pick a couple: industry groups. Develop your LinkedIn voice