Lead Generation: Buildling Connection Worthy LinkedIn Profiles | Central Wisconsin Social Media...

Lead Genera)on: Building a Connec)on Worthy LinkedIn Profile

Central Wisconsin Social Media Conference | Oct. 20, 2011

!   25 years + experience B2B -‐ manufacturing / professional service firms. !   Unique focus -‐ technical products and engineering. !   Social Selling and Social Product Development !   Based in the Midwest with naLonal reach.

© Copyright 2009 Wendy Soucie ConsulLng LLC -‐ All Rights Reserved

LinkedIn

Website

Twitter

MulLmedia

Facebook

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Podcast

Directories and Social Address Books

105 – 4/09 30,500 – 2/11 135,000 9/11 167,000 10/11

Change Your Thinking!

!  78% trust recommendaLons from social graph

!  90% of B2B buyers trust peer reviews

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Social Business Strategy Goal 16,000 _

Strategy

Tools

4 © Copyright 2009 Wendy Soucie ConsulLng LLC -‐ All Rights Reserved

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Network Building Process

Profiles Network Contribute ParLcipate Business ApplicaLons

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•  Network size does maber

NCP Model -‐ Networking

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Contribu)on

•  What is the content of value you have to share?

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ParLcipaLon

Feedback or consump)on is MOST important. – Reac)on – Ac)on – Evangelism 8

9 © Copyright 2010 - Wendy Soucie Consulting - All Rights Reserved

How does the LinkedIN network work

group

Because 120M business professionals are here

10 © Copyright 2009 Wendy Soucie Consulting LLC - All Rights Reserved

Business Networking -‐ LinkedIn

Strategy -‐ Branding

!  Personal

!  Company

© Copyright 2009 Wendy Soucie ConsulLng LLC -‐ All Rights Reserved

“Establish prominence for yourself because it makes you a little more valuable.” - Scott Monty, Ford Motor Company

Possible goals and objecLves

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!   Extend geographic reach !   Make referrals easier !   Lead generaLon !   Product development !   Humanize your business !   Manage online reputaLon !   Discover inside connecLons

Strictly for business © Copyright 2009 Wendy Soucie ConsulLng LLC -‐ All Rights Reserved

13 13 Building the right profile


Consider how you might look to others

Your LinkedIn Profile

15 © Copyright 2003-‐2009 – Wendy Soucie ConsulLng LLC -‐ All Rights Reserved


Settings


Profile must have’s for 100%

•  Public View •  Headline •  Photo •  Summary •  SpecialLes •  RecommendaLons

Personal Branding Company Branding


#1 Photo Consistency Important !  The profile is more than your picture and name !  The profiles need to evolve over Lme !  Time is of essence

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#2 Enhancing/Building Profiles

Research first •  Keywords/Phrases •  Relevance

Tools •  Thesaurus •  Google Keyword Tool •  LinkedIn Advanced Search


Advanced Search


#3 Your Profile Text !  Use MicrosoW Word to write and store it !   Export your LinkedIn profile as a back up each month or week !   Export your LinkedIn connecLons weekly

Pay particular attention to saving headline


Profile Edit


#4 Header/Headline

• Your sound bite


Header/Headline

• Your Sound bite

Headshot/ white background


#5 Public Profile -‐ Custom URL

• Make yourself easy to find

http://www.linkedin.com/in/kevinhickman

Create a Personalized Public Profile URL

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# 5 Public Profile


#6 Summary and Special)es

•  Most important –  What makes you special?

•  Keyword focused –  List keywords using commas and/or bullets


#7 Addi)onal Informa)on Websites Interests


#7 Addi)onal Informa)on Groups and Associations


#8 Recommenda)ons


#8 Recommenda)ons •  3 recommendations •  1 recommendation x 3 jobs •  Only recommender can write/edit •  Create unique roles


#Extra Tip -‐ Contact Se`ngs

Instruct others on When/If/How it’s OK to contact you

Select Options


Contact Se`ngs

•  Brea Caine •  President, Citrix Online •  LocaLon Santa Barbara, California Area Industry Computer So_ware

When contacting me, please provide detailed context for your contact. - I only accept contacts from people that I have met/know or via referral from a trusted connection of mine. - I do not accept cold contact connections so please don't make them.


Call me 608-225-1985, email [email protected] All social links at http://www.xeesm.com/wendysoucie I am interested in connecting. Help me out - Please let me know what you do and why you might see value in connecting with me, even where we might have met in person. This will help me take action more proactively versus generic invites. Thanks!


Visibility

!  Status Updates !  Q & A !  ApplicaLons


Reality Check •  Status update


Status /Network Update

•  Update once/day •  Answer quesLons •  Make a change


LinkedIn Q & A

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Ready for more?


Applica)ons

•  Event – What are you doing

•  TripIt – Where are you going

•  Blog –  Are you blogging?

•  Slideshare –  PresentaLons and PDFs


Applica)ons

•  Use brochure, arLcle, video •  Clean up – Copyrights – Images – AbribuLon

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Slideshare.net

TripIt

Company Profiles


LinkedIn Groups

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LinkedIn Groups •  919,566 Groups already (5/2011 -‐ English)

•  Create/Manage up to 10 Groups

•  JOIN up to 50 Groups •  General and/or Geographic Groups

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Which Groups to join?

Join 25-40 groups, pick top 5 in size

•  Find professionals

•  Find trade associa)ons

•  Find your peers •  Find your customers

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Group Tips

•  TIP – Invite the Group Owner/Manager to Connect! • Watch discussion and review members •  Begin to converse with others in the group •  Invite key members or everyone •  If not ac)ve – move on


!  Applying a model

!  Network !  Contribute !  Participation

You want others to participate in YOUR contribution. You want BUZZ

Social Networking Model

Social Media Academy NCP Model


Homework •  Send a customized invite to [email protected] •  Complete your profile to 100% •  Request a recommendaLon (Colleague, client, supervisor) •  Add a work and personal email to LinkedIn •  Give a recommendaLon – start with Wendy Soucie as speaker/trainer

•  Join at least one group •  Add the LinkedIn signature / or manually add your profile link to your email signature

Contact Wendy Soucie Engage with your customers. Enter the conversaLon. Engage with me. Wendy Soucie ConsulLng, LLC Social Media for Business 608-‐225-‐1985 Social web links: hbp://xeesm.com/wendysoucie [email protected]

Presenta;on avail on h?p://www.slideshare.net/wsoucie s

60 © Copyright 2009 Wendy Soucie ConsulLng LLC -‐ All Rights Reserved

Your Questions?

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Partnerships | Strategic Alliances | Joint Venture

•  Wendy Soucie ConsulLng •  Social Business ConsulLng Group (Sobizco) •  End Result MarkeLng

•  Nurture markeLng and research •  Social Media Academy

•  CerLfied Social Media Consultant •  Founding Member, Alumni, Faculty •  Black Diamond Consultant

•  Xeesm – Social CRM •  Business Partner – Wisconsin

•  IA CerLfied LinkedIn and Social Media Trainer •  Images from IstockPhoto.com & WSC

Lead Generation: Buildling Connection Worthy LinkedIn Profiles | Central Wisconsin Social Media...

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