1. ©2011–2012 Parlay Communications, Ltd. All rights reserved 1 Sway Factor™ System Unleash the Power of LinkedIn to Build Your Business September 2013 Session #4 Miles Data

2. ©2011–2012 Parlay Communications, Ltd. All rights reserved 22 Training Objectives How to articulate your personal brand and create a fully optimized LinkedIn profile to promote it The value of a large network and steps you can take to quickly build yours Quick ways to stay top of mind within your network and encourage referrals How to uncover professional opportunities and connect with high value contacts A repeatable, time-efficient and effective system for your long-term success

3. ©2011–2012 Parlay Communications, Ltd. All rights reserved 33 New Tool Alert: SalesLoft.com

4. ©2011–2012 Parlay Communications, Ltd. All rights reserved 44 Session #4 Lessons Pillar 3: Pledge unwavering personal commitment Leverage the LinkedIn Search functionality for sleuthing and sales Best practices for making “first contact” Know who’s viewed your profile Understand LinkedIn Group settings Create your Social Networking Action Plan (SNAP!)

5. ©2011–2012 Parlay Communications, Ltd. All rights reserved 55 The Sway Factor™ System

6. ©2011–2012 Parlay Communications, Ltd. All rights reserved 66 Unleash The Law Of Attraction

7. ©2011–2012 Parlay Communications, Ltd. All rights reserved 77 7 7 Who Do You Know Who…

8. ©2011–2012 Parlay Communications, Ltd. All rights reserved 88 The Sway Factor™ System

9. ©2011–2012 Parlay Communications, Ltd. All rights reserved 99 Advanced Search for Sales Sleuthing Search by… Keywords Name Company Name Industry Geography Title Narrow your search by zip code, seniority and more

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13. ©2011–2012 Parlay Communications, Ltd. All rights reserved 13 189 Results

14. ©2011–2012 Parlay Communications, Ltd. All rights reserved 14 Save Your Search

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16. ©2011–2012 Parlay Communications, Ltd. All rights reserved 16 Now What? After you’ve identified “persons of interest” you might: Call, email, direct mail Ask for an introduction Attempt to connect InMail premium feature Explore their ecosystem

17. ©2011–2012 Parlay Communications, Ltd. All rights reserved 17 Now What? After you’ve identified “persons of interest” you might: Call, email, direct mail Ask for an introduction Attempt to connect Explore their ecosystem InMail premium feature

18. ©2011–2012 Parlay Communications, Ltd. All rights reserved 18

19. ©2011–2012 Parlay Communications, Ltd. All rights reserved 19 What Else? After you’ve identified “persons of interest” you might: Call, email, direct mail Ask for an introduction Attempt to connect Explore their ecosystem InMail premium feature

20. ©2011–2012 Parlay Communications, Ltd. All rights reserved 20

21. ©2011–2012 Parlay Communications, Ltd. All rights reserved 21 Successful Introductions

22. ©2011–2012 Parlay Communications, Ltd. All rights reserved 22 Three Hops Is A Long Haul!

23. ©2011–2012 Parlay Communications, Ltd. All rights reserved 23 Two Hops… Higher Rate Of Success

24. ©2011–2012 Parlay Communications, Ltd. All rights reserved 24 The Art Of The Ask Use the Get Introduced Through A Connection feature Include a sentence or two asking for the introduction Separately, type a few sentences outlining your request that can be forwarded directly to the contact Close the loop! See http://bit.ly/virtualintro for detailshttp://bit.ly/virtualintro

25. ©2011–2012 Parlay Communications, Ltd. All rights reserved 25 The Art Of The Ask

26. ©2011–2012 Parlay Communications, Ltd. All rights reserved 26 The Art Of The Ask

27. ©2011–2012 Parlay Communications, Ltd. All rights reserved 27 The Art Of The Ask

28. ©2011–2012 Parlay Communications, Ltd. All rights reserved 28 The Art Of The Ask

29. ©2011–2012 Parlay Communications, Ltd. All rights reserved 29 Follow Up

30. ©2011–2012 Parlay Communications, Ltd. All rights reserved 30 Follow Up

31. ©2011–2012 Parlay Communications, Ltd. All rights reserved 31 What Else? After you’ve identified “persons of interest” you might: Call, email, direct mail Ask for an introduction Attempt to connect Explore their ecosystem InMail premium feature

32. ©2011–2012 Parlay Communications, Ltd. All rights reserved 32

33. ©2011–2012 Parlay Communications, Ltd. All rights reserved 33 People Always Want To Know… Question: What’s the best way to reach out to a potential connection? Answer: Value-add “small ask”; personalized & polite

34. ©2011–2012 Parlay Communications, Ltd. All rights reserved 34 People Always Want To Know… Question: What’s the best way to reach out to a potential connection? Answer: Value-add “small ask”; personalized & polite “I noticed on your profile in LinkedIn that you deal with companies in the same geographic area as I do, and I think we might be able to help each other with referrals. May I call you to see if we have a common interest? A 15-minute phone call in the next few weeks would be great if you can fit me in.”

35. ©2011–2012 Parlay Communications, Ltd. All rights reserved 35

36. ©2011–2012 Parlay Communications, Ltd. All rights reserved 36 Four C’s, Not Selling CommunityContentConversationConversion

37. ©2011–2012 Parlay Communications, Ltd. All rights reserved 37 What Else? After you’ve identified “persons of interest” you might: Call, email, direct mail Ask for an introduction Attempt to connect Explore their ecosystem InMail premium feature

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39. ©2011–2012 Parlay Communications, Ltd. All rights reserved 39 Blind Spot?

40. ©2011–2012 Parlay Communications, Ltd. All rights reserved 40 Google Work-Around

41. ©2011–2012 Parlay Communications, Ltd. All rights reserved 41 What Else? After you’ve identified “persons of interest” you might: Call, email, direct mail Ask for an introduction Attempt to connect Explore their ecosystem InMail premium feature

42. ©2011–2012 Parlay Communications, Ltd. All rights reserved 42

43. ©2011–2012 Parlay Communications, Ltd. All rights reserved 43 InMails are response guaranteed: if you don't get a response to an InMail within 7 days, LinkedIn will return the credit to your account. Unused InMails roll over and accumulate for up to 90 days while you are a subscriber.

44. ©2011–2012 Parlay Communications, Ltd. All rights reserved 44 Who’s Zooming Who? Profile Statistics

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49. ©2011–2012 Parlay Communications, Ltd. All rights reserved 49 Get In Through Shared Groups

50. ©2011–2012 Parlay Communications, Ltd. All rights reserved 50 Leveraging LinkedIn Groups Maximum # is 50 (excludes sub-groups) Effective participation can require significant effort 3 Ways to participate Contribute, Comment, Collect Insights Use a complete signature with each post Adjustable settings: Which Groups are visible on your profile Email address where you receive updates, frequency “Allow members of this group…” Real benefit is entrée and intelligence

51. ©2011–2012 Parlay Communications, Ltd. All rights reserved 51

52. ©2011–2012 Parlay Communications, Ltd. All rights reserved 52 Success Is Reserved For Those Who Do

53. ©2011–2012 Parlay Communications, Ltd. All rights reserved 53 SNAP! Your Social Networking Action Plan 1.Establish your intent 2.Log in 3.Do at least one of the following: Add or accept new connections Update your profile Post a status Acknowledge your network’s activity (digital deposits) Check who’s viewed your profile 4.Log out 5.Schedule time to prospect for clients, strategic partners, new hires and more

54. ©2011–2012 Parlay Communications, Ltd. All rights reserved 54 Be Your Own Personal Brand Champion Pillar #3: Pledge Unwavering Personal Commitment Add Accomplishments as they occur Request Recommendations when it makes sense Volunteer work, industry contributions, prior experience Give Endorsements to receive them Add Connections regularly Join Groups For every action, a reaction… Make time. The Sway Factor™ system works only if you work it.

55. ©2011–2012 Parlay Communications, Ltd. All rights reserved 55 Additional Resources LinkedIn Blog: http://blog.linkedin.com/ Learning Center: http://learn.linkedin.com/ Sway Factor™ Training Guide

56. ©2011–2012 Parlay Communications, Ltd. All rights reserved 56 Session #4 Lesson Recap Pillar 3: Pledge unwavering personal commitment Leverage the LinkedIn Search functionality for sleuthing and sales Best practices for making “first contact” Know who’s viewed your profile Understand LinkedIn Group settings Create your Social Networking Action Plan (SNAP!)

57. ©2011–2012 Parlay Communications, Ltd. All rights reserved 57 Before Our 1:1 Coaching Call Read http://bit.ly/virtualintrohttp://bit.ly/virtualintro Schedule your 1:1 via the link provided Update your Status, again Continue to add Connections (past / new) Create and save at least 1 recurring Search Determine your personal brand marketing plan (SNAP!) and schedule time accordingly Email me any questions you want to focus on during your 1:1 coaching call

58. ©2011–2012 Parlay Communications, Ltd. All rights reserved 58 Click or Call ~ Sima Dahl Call: 312-884-1888 Email: Sima@ParlayCommunications.com Connect: Linkd.in/SimaSays Friend: Facebook.com/SimaSays Tweet: @SimaSays Skype: SimaSays Google: Gplus.to/SimaSays