LinkedIn 102: Getting on with business

Housekeeping

www.threesides.com.auwww.facebook.com/threesideswww.twitter.com/threesideswww.linkedin.com/company/threesideswww.slideshare.net/threesideswww.pinterest.com/threesidespins

www.linkedin.com/company/threesides

We help these businesses with their social media marketing:

Old Bus Depot MarketsNational Parks NSW – Wild about Whales

Lantern Apartments ThredboCanberra Business Council

Sportsmans WarehouseDeeks Health Foods

Michael MiltonCanberra BusinessPoint

Capital Region Farmers MarketThe RUC

(and more…)

Your name, your business and how long

have you been a member on LinkedIn?

Months, Years?

What can we achieve today?

Inspire

Direct

Inform

Linkedin 101: Recap

1. Where does it fit?

2. Why use it?

3. How to use it?

4. Getting on with it

Linkedin 102:Overview

1. Developing a business LinkedIn plan

2. LinkedIn for sales leads

3. Spend money to make money

4. Your 60 day plan

Where does

fit into your

marketing strategy?

Digital Marketing Channels

Website and Blog

Paid and Organic Search

Mobile

Online and Offline

Advertising

Media and PR

Events

Direct and Email

Marketing

Social Media

Source: SocialBakers

2013

2014

Australia ranks 10th in the world for LinkedIn users.

23% of the online population is on LinkedIn = 35% of the workforce

3rd highest population penetration globally

http://socialmediatoday.com/steve-rayson/2258431/linkedin-drives-majority-b2b-leads-and-conversions

LinkedIn converts

http://socialmediatoday.com/steve-rayson/2258431/linkedin-drives-majority-b2b-leads-and-conversions

Why are you on LinkedIn - GOALS

1. Finding new business

2. Nuturing sales leads

3. Finding employees

4. Marketing / Brand Building

5. Business Intelligence

6. Networking

Source: Digisocial

Social network usage

in Australia2013 v 2012

2013

2012

5 things you need to do on LinkedIn right

now…

#1 Brand the Business

Build your Business Profile

1. Get to ‘All-Star’2. Develop consistent ‘company

line’ content3. Showcase your skills4. Upload product overviews or

a video5. Check your privacy

Improve your company Profile

1. Be found2. Build community3. Drive inbound web traffic4. Promote your products & services*

Build your showcase pages + company

updates

CSIROCanberra

Best practiceexample

#2 CONNECTIONS

Personal Connections

EDUCATIONSchool, college,

university

FRIENDS(Real ones!)

Professional

WORKPLACECurrent and past

colleagues

CURRENT Customers /

Suppliers

PROSPECTSClients, partners,

suppliers

SUPPORTERSPast customers /

suppliers (that still like you!)

What is your connection criteria to decide who to

connect with?

(hint: It’s okay to say no – they won’t know)

EXISTINGCONTACTS

• Search tool• Import via email• Import via database

or apps• Ideas from ‘People

You May Know’ tool

NEW CONTACTS

• Reach out• Market yourself and

drive invitations

Grow Your Connections

Reccomendations

1. Target your best supporters

2. Personalise a message – make them an offer they can’t refuse

3. Get and give recommendations

4. Thank people on email, phone, let’s catch up

5. Reorganise your best recommendations to the top

Reccomendations

#3 MARKETING

Use the newsfeed on both personal and company profiles

1. Be interesting and topical

2. Link back to original article or to your blog

3. Hook up to Twitter / Slideshare

4. If sharing, add thoughts and comments and have an opinion

1. What work about you about to bid on?

2. Do you have new products to showcase

3. What is in your sale pipeline – think ahead

4. How are you trying to position yourself

Be tactical – use your content strategy

#4 SALES INTELLIGENCE

DO YOUR RESEARCH ...

Check out the LinkedIn profiles of:

1. Current Clients / Customers

2. Potential customers (search)

3. Partners

4. Suppliers

5. Your competitors

Awareness

Leads

ProspectsOpportunities

SalesDelivery

LinkedIn and your Sales FunnelLow Resistance

High Resistance

1. Is this sales lead connected on LinkedIn?

2. Where they referred by someone who is?

3. Have they viewed your profile prior to calling you?

4. Have the followed your company page?

5. Did you use LinkedIn to background and contact them?

Attribute value to LinkedIn

#5 INVOLVEMENT

Like

Share

Comment

Discuss

Debate

Engage

Use Groups and Forums actively

Pay to Play in LinkedIn

LinkedIn Premium

Increased Visibility – more stats and profile information

Greater Reach – Inmails and introductions

Better Search – more criteria and results

Kudos – the gold LinkedIn badge

$$$ = Analytics = Intelligence =

More informed decision making.

10 mins a day for 60 working days in

LinkedIn

1. Identify your goals and your plan

2. Login each day when you check your emails

3. Update your profile and company page

4. Post on your company page

5. Establish new relevant connections

6. Follow, Share, Like posts

7. Participate in Groups

8. Research and build intelligence on leads

9. Setup a recommendations plan

10. Setup your evaluation metrics and start measuring results.

The plan…

The ‘Ultimate’ LinkedIn

To Do List

Stay In Touch

www.actdigitalenterprise.com.au

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