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for B2B sales

Faye OneyMarketing Coordinator

May, 2015

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Goal: Develop solid relationships w/decision makers that will lead to sales

• Connect with and network with people in your respective industry • Provide thought-leadership and subject matter expertise in

relevant groups where target audiences congregate• Build relationships with target prospects from government and

insurance carriers• Move conversations offline to discuss prospects’ needs and our

solutions

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Start with your profile

• Relevant keywords in headline and summary

(Federal Government, insurance, etc.)

• Make sure to add your position at Pearl to

your job experience.

• Summary: Use keywords that would come up in a search of our services. Add any relevant presentations to your summary (PowerPoint, video, etc.)

• Don’t forget to grab your custom URL.

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Add connections

• Start with people you know.

• Invite someone new to connect – someone who shared an interesting article or commented on a discussion in a group you belong to.

• Use a personal invitation; NOT the canned “I’d like to add you to my professional network on LinkedIn.”

• Meet in person if possible – coffee, lunch, etc.

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Learn: Follow topics of importance

• Pulse provides topics based on your profile keywords.

• Follow influencers who write on topics you want to learn more about.

• Follow companies you are targeting to learn more about them.

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Build relationships

• Share an update (news article, trend, professional development article, etc.) with your network. Add your comment or opinion before posting. “Like” or comment on someone else’s update you see in your news feed.

• Join groups where decision makers in your target audience are members.

• Use the search box to find new groups to join.

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Build relationships (cont’d)

• Conduct research – look at the profiles of your connections or people you want to connect with. What groups do they belong to?

• Share helpful information. Ask questions. Get opinions. Share articles about the latest news or trends in your industry.

• By continuing to engage your audience, you demonstrate subject matter expertise and thought-leadership.

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Reach out to decision makers

• Invite decision makers (prospects) to connect. Use a personal message.

• No sales pitch! LinkedIn is NOT about selling your products/services.

• Continue the sales process of building your relationship with the target prospect.

• Move the conversation offline where you can schedule phone call, appointment, etc.

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Manage your connections

• Keep in Touch feature

• Relationships tab: Tag contacts and use the notes

• Connections app: Access connections on your smartphone

• Send birthday, work anniversary, or other milestone congrats to stay in touch

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Key takeaways

• Sales is all about developing and nurturing relationships with key people in your target audience, with the goal of moving them closer to a sale.

• LinkedIn makes it easy to build those relationships online.

• It’s not about pushing your product/service. It’s about demonstrating expertise in your industry and providing helpful information…so when prospects are ready to buy, they can make an informed decision to buy from you.

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Questions?

Faye E. Oney

Marketing Coordinator

Pearl Interactive Network

foney@pinsourcing.com

https://www.linkedin.com/in/fayestockoney

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Additional resources

• How to maximize your LinkedIn profile to find potential customers http://www.entrepreneur.com/article/243709

• The definitive guide to awkward LinkedIn networking http://blog.hubspot.com/sales/definitive-guide-to-awkward-linkedin-networking

• 21 steps to create an awesome LinkedIn profile http://www.jeffbullas.com/2014/01/21/h21-steps-to-create-an-awesome-linkedin-profile/

• How to use the relationship tab to improve your networking http://www.socialmediaexaminer.com/use-the-linkedin-relationship-tab-to-improve-your-networking/

• Saving LinkedIn groups: It’s up to us http://www.socialmediatoday.com/social-networks/2015-04-29/saving-linkedin-groups-its-us