LinkedIn For Government Contractors - 617 …...LinkedIn For Government Contractors Contact...

Copyright 2009 Patrick O’Malley Corporate Training Pg 1

LinkedIn For Government Contractors

Contact Information:

Patrick O’Malley(617)[email protected]

Kimberlee Hayward,CEO, Center for Business Relationship Strategieshttp://Marketing2gov.com202-448-1997


Your Prerequisites/Needs

• From description– have a LinkedIn account – know how to invite connections and accept

connections • You want to understand

– what LinkedIn is– how to use it to network for government

business


Goals/Objectives• You will

– understand the basic concepts of LinkedIn to• create a more effective profile• build your network

– understand how to use LinkedIn as a research tool for • prospecting, teaming partners, B2B & B2G• cold calling• setting up a meeting & entertaining• referrals• keeping in touch

– learn a few of my undocumented tips


Why Are We Here? • Pat O’Malley

– I do keynote speeches and corporate training• LinkedIn• Facebook, Twitter, Social Media• Internet Marketing• Google SEO & PPC

– VP of Operations for search engine that was tied with Google in 2000

• Kimberlee Hayward– CEO of CBRS – Govt business is about relationships

• We do NOT work for LinkedIn


Outline• Social networking today vs 10 years ago• What is LinkedIn?

– Your LinkedIn “profile”– Searching for others– Building a network– More profile tips– Other features

• Implementing sales techniques using LinkedIn • Along the way

– Some of my “Missing LinkedIn Tips”– Mistakes to avoid


Social Networking • 10 years ago

– who is the decision maker or COTR in some target agency

– do I know someone there– learn what I can about the COTR

• Business always done– People you know, like and trust– Through referrals

• What if information was more available?• LinkedIn …


Old School NetworkingFriends & Business

AssociatesPeople they

know

You


What Is LinkedIn?

• A web site http://www.LinkedIn.com– Profiles, not “resumes”– Each Profile has a database of “friends”


Your LinkedIn Profile• Make it simple

– Not a resume– Add

• Companies• Schools• Years

– For a LinkedIn tutorial • Google “LinkedIn tutorial”• or http://www.marketing2gov.com/linkedinwebinar.html• or http://www.patrickomalley.com

– Resources• Go to bottom to Government Contractors Webinar


Connections – Your LinkedIn “Friends”

• 1st level connections are “friends”– You (and your “friend”) both agreed to connect


Connections – Your LinkedIn “Friends”

• 2nd level connections are “friends of friends”


Connections1st Level

Connections2nd Level

Connections

Purchaser at Raytheon

is looking for a sales job

VP of Operations at Lockheed

You


2nd Level Connections

• Heart & Soul of LinkedIn• Beauty of mathematics

• 50 times 50 = 2500• 200 times 200 = 40,000


3rd Level Connections

• 3rd level connections are “friends of friends of friends”


How To Build Your Network

• When you first create your profile– Add contacts from Hotmail, Outlook, etc

• Tip – ok to give password• Find profiles by name

– Example• Meg Toland from convention


Networking With LinkedIn1st level

connections2nd level

connections

You


Networking With LinkedIn1st level


connections

You

Thomas Lee

Maria (Masha) Ratanova

Myles Bristowe

John Cass


More Ways To Build Your Network

• Someone invites you• Give LinkedIn email addresses in bulk

– “Add Connections” in green on left– See my web page

• http://www.patrickomalley.com/elearning_linkedin_add_text_file_of_email_addresses.html

• or http://www.marketing2gov.com/linkedinwebinar.html


Who would you connect to?• Work related

– Current colleagues– Clients– People you met at conventions– Competitors/teaming partners??

• Social– Friends– College roommates, social club members, teammates– High school friends– Neighborhood groups– Parent groups– Military friends– Childhood friends, i.e. Cub Scout, Girl Scout, Baseball, Gymnastics, …– Relatives– Others


Summary So Far

• Editing your profile• Connections

– 1st level connections are “friends”– 2nd level connections are “friends of friends”

• Building your network through– email addresses from Hotmail, Outlook, etc– invites you receive– invites you sent


Undocumented LinkedIn Tips• Misspell your last name?

– See my web page for details and video• http://www.the-linkedin-speaker.com/blog/2009/01/27/missing-linkedin-tip-

%e2%80%93-misspell-your-last-name-in-your-linkedin-profile/• or http://www.marketing2gov.com/linkedinwebinar.html


Undocumented LinkedIn Tips• Maiden name

• http://www.the-linkedin-speaker.com/blog/2009/04/15/linkedin-training-best-way-to-put-your-maiden-name-linkedin-profile/

• or http://www.marketing2gov.com/linkedinwebinar.html

• Nickname• Yours ….


LinkedIn Tip

• Your “Professional Headline”– Not your title– Marketing slogan– Shows up in a lot of places, including Q&A

• Blog entry at– http://www.the-linkedin-speaker.com/blog/2009/05/07/linkedin-training-

tip-professional-headline-should-be-a-marketing-phrase-not-your-job-title/– or http://www.marketing2gov.com/linkedinwebinar.html


LinkedIn Tip

• Don’t invite people you don’t know!• If 5 people say “I Don’t Know” you, you

are “blacklisted”• Apologize, and you get 5 more


Whoah


LinkedIn – Rolodex

• Rolodex or Address Book– Connections, i.e. friends

• 1st level connections

– Gets updated when connections move• Deb Lavoie story


LinkedIn For Sales - My Opinion

• A Rolodex• A research tool for

– Prospecting, B2B & B2G– Teaming Partners

• Primes and subs

– Cold calling – Preparing for meetings– Referrals

• Many other things


Buying & Selling 10 years ago …

• Ask people you trust about …– Personal

• doctor, auto mechanic, et cetera– Business

• do you know someone who purchases ….• referrals for who needs my product

• How many people could you realistically ask?


Connections1st Level

Connections2nd Level

Connections

Purchaser at Raytheon

is looking for a sales job

VP of Operations at Lockheed

You


Elements Of Sales• Research

– Finding decision makers– First meetings– More…

• Prospecting– Teaming partners

• Cold calls• Referrals• More …


LinkedIn For Research

• Use Search People in upper right corner, which should say “Search Profiles”

– http://www.the-linkedin-speaker.com/blog/2009/05/04/linkedin-training-tip-search-people-search-profiles/

– or http://www.marketing2gov.com/linkedinwebinar.html

• Search by– location– title– company– much more

• advanced class


LinkedIn For Research

• What words would be in your target’s LinkedIn profile– By category:

• DOD• D.O.D.• Department of Defense• Dept of Defense

– By company: Raytheon, Lockheed, GE


LinkedIn For Prospecting (Teaming)

• Use Search People in upper right corner, which should say “Search Profiles”

• What words would be in your target’s LinkedIn profile– By title: VP of Sales– By company: Raytheon, Lockheed, GE– By skill: Top Secret, Java Coder


Prospecting

• Find someone?– Do you know someone that knows the decision

maker?• If you do find someone…

– Play nice, LinkedIn style• Ask for an Introduction through some “connection”

– or • Call the intermediate contact directly


LinkedIn For Cold Calling

• Look up the target person’s profile– Do you know someone who knows them?

• Look on the right hand side of their profile – So you have anything else in common?

• Schools• Old companies• Interests


LinkedIn For 1st Meetings

• First meeting– Scrutinize their profile

• Former companies• Schools• People in common• “Interests” at the bottom

• To entertain them …


Referrals Thorough LinkedIn

• Pick your best clients– you must be a 1st level connection to see their

connections– look at their profile – click Connections (5 lines under their name)– “browse”

• Rules?– Useful for strong referrals– Be careful not to overstep boundaries


Referrals Through LinkedIn1st level


connections

You


Privacy Concerns? • Upper right

– Account Settings– Email Notifications (on left)

• Prevent your connections from seeing your other connections?– http://www.the-linkedin-speaker.com/blog/2009/05/29/linkedin-

training-tip-hiding-your-connections/– or http://www.marketing2gov.com/linkedinwebinar.html


Keeping In Touch

• Emails– To get all email addresses for connections

• http://www.the-linkedin-speaker.com/blog/2009/05/12/linkedin-training-tip-exporting-your-connections-or-how-do-i-send-a-bulk-email-to-my-connections-mass/

• or http://www.marketing2gov.com/linkedinwebinar.html– Careful

• Updates remind them of you– your status field– picture– answer questions


Miscellaneous LinkedIn Features• Questions & Answers• Groups

– Join ones related to your industry– Join ones that your “targets” would join

• Recommendations (Formal)• Events• Services

– Company (at top) -> Services -> Real Estate• More in Advanced class …


More?• My website

– www.PatrickOmalley.com– Left navigation

• LinkedIn videos and tips• LinkedIn Blog

• CBRS Training web site– http://www.marketing2gov.com/linkedinwebinar.html

• Invite me if you want


LinkedIn - A Bad Name

• What do you need?• You are

– looking for knowledge– relevant information– fast


Call it …P

A

T

R

I

C

K

rompt

ccess

o

elevant

nformation

ontaining

nowledge


LinkedIn - My Opinion• Different things to different people

1) A way to find old friends & colleagues2) A Rolodex or Address Book that gets updated when people move3) A research tool4) A way to get referrals from great clients5) A tool to find services or contacts for business6) A “trust” network7) Job hunting8) A place to ask and answer questions9) A networking tool to meet new people10) A way to form groups with people11) A way to passively remind people about you12) Staffing 13) More…


Summary Of Goals/Objectives• You now

– understand the basic concepts of LinkedIn• create a profile• set up your network• use LinkedIn for research

– understand how to use LinkedIn for • prospecting• cold calling• setting up a meeting & entertaining• keeping in touch

– learn a few of my “Missing LinkedIn Tips”


Conclusion

• Power of a “friends of friends” network• LinkedIn will be huge

– something like it?– best right now

• If you don’t use LinkedIn, …


Advanced Class


The End


Bonuses

• 15 minutes on phone at 617-PATRICK• Free “How To Use Twitter” webinar

– In a month or two• Free LinkedIn webinar if

– Fill out our survey

LinkedIn For Government Contractors - 617 …...LinkedIn For Government Contractors Contact...

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