Using LinkedIn as a Lead Gneration Tool.

LinkedIn & Lead Lander Fundementals

Presented to the:

Upper Bucks, Upper Montco. Executive Group

Presented By: Chris Scafario

Start With a Structured Process:

PLAN: Design or revise the business development process components to improve results

DO: Implement the business development plan and measure its performance

CHECK: Assess the measurements and weigh the results

ACT: Decide on and initiate changes needed to improve the growth process

Q. Who is Using LinkedIn?

A. Over 60 million professionals use LinkedIn to exchange

information, ideas and opportunities. Most Are:

Are male

Holding an above average degree

Part of the middle, senior management or executives

Are business decision makers (in 50% of the cases)

Are linked together from different industries


A. With 60+ million users, there are a lot of different applications:For many, their original goal on LinkedIn was/is to be findable by a Head Hunter

or the Human Resources Director of a company in case:- A new career opportunity would present itself- People are really looking for a new job

Regardless of initial intent, registering on LinkedIn has become a good

source for making contacts, professional development and reconnecting. - More and more LinkedIn gets used to find contacts within companies for lead generation and even

customer retention as new contacts can be identified. LinkedIn gives even insight in the organizational

structure of the company as people post their titles or functions in their company.

LinkedIn gives you fast access to the names of several people in a company with

their function and department.


A. Your Customers & Your Competition.

Professional seeking growth

Social networking

Reconnecting with acquaintances & business colleagues

Viewing connections to 3 degrees

Staying informed about your contacts and industry

Q. What is LinkedIn Good For?

A. LinkedIn is good for:

Increasing Corporate Visibility & Branding

Building your professional identity online

Generating Web Traffic & SEO

Prospecting from a pool of >60 million professionals

Building credibility as a “Go-to Expert”

Q. What is LinkedIn Good For?

A. LinkedIn is also good for:

Q. When Should You Use LinkedIn?

A. Use LinkedIn When You Want to Grow Your Network and/or:

Q. When Should You Use LinkedIn?

B. Use LinkedIn When You Want to Get Found.

Q. Where is time best spent in LinkedIn?

A. Time Spent on LinkedIn should be split between building quantity and quality…

Research potential clients and partners

Respond to service requests in “Answers”

Get your service recommended

Expand your overall market exposure

Q. How Can I put LinkedIn to work?

A. Connect with your Market. Use LinkedIn to:

Employee profiles that can feed links back to your site.

Connecting content from Slide Share with your LinkedIn account

Indexed answers pages – these drive traffic with relevant links

Q. How Can I put LinkedIn to work?

A. Generate Traffic & Support SEO through

LinkedIn features :

Q. How Do I Begin Lead Scouting?

A. There are two ways to use LinkedIn in your

Lead Generation Process:

1. Prospect Scouting…AKA, “The Short Cut”

2. Good Old-fashioned Networking

Opportunity Prospecting on LinkedIn requires 6 Steps…

1. Log On

2. Research Company Names and/or Titles

3. Visit the Target’s Website

4. Obtain Contact Info- Customer Services Numbers can help

5. Draft a Value Proposition

6. Make the call and/or email

Opportunity Prospecting on LinkedIn:

When you’re ready to start looking for leads, the LinkedIn Advanced Search feature allows you to search the database consisting of tens of millions of members based on the criteria you want to generate.

Let’s say we wanted to find accountants who work in the Financial Services industry.To start such our search, we would fill in the Title and Industry fields of Advanced

People Search, and click Search.

As you begin your search, your own network can help you identify your best leads(people only two or three degrees away from you.)

When you see your search results, you first see which results are closely connected with you via your connections. You can click each person’s name to read his or her full LinkedIn profile, see how you are connected to that person, and decide whether you’ve got a potential lead.

When you are doing general prospecting, try to keep these ideas in mind

while filling in the appropriate fields for each strategy:

Generalize your search: Focus on the Title and Industry

Narrow your search: Use the Keywords field to narrow your results

Target specific people: Use the Company or Keywords field, plus the

title field, to help you find specific employees in your target businesses

Refine your search by areas of knowledge: Click on Answers from

the top navigation bar and look for people who answered questions in

your target area to see whether you spot a potential contact there.

More Prospecting Tips Using LinkedIn:

Networking On LinkedIn

The networking method is simple. All you have to do is:

1. Sign-up for and post your profile on LinkedIn

2. Find and join groups that relate to your business

3. Start a group if and when it makes sense

4. Answer questions without posting an overly overt sales pitch

5. Post content in your groups to establish credibility

6. Ask Questions to spur conversation

7. Invest your time and efforts


Share the content you want the world to know you have.


Be a Joiner…. LinkedIn has many special interest

groups. So, join where your clients gather and join

where you will find others likely to want to help you.

(i.e. alumni groups, supplier groups, etc )

http://www.linkedin.com/groupsDirectory?trk=msitegroups

http://www.linkedin.com/groupsDirectory?trk=msitegroups


Be A Starter…. Find your market’s pains and turn

them into an area of discussion.


Answer Questions…The members of special

interest groups often post questions on LinkedIn. This is

the social network expression of the old networking

rule that you have to give to get.


Answer Questions…. Many Successful LinkedIn users start their day with a quick review of

the requests for advice and information from members of the special

interest groups that they are a part of.

When they find a question they can answer from a potential prospect,

they write a detailed, high-value response. This display of expertise

ultimately can trigger person to person interaction and ultimately a new,

potentially valuable relationship.


Make clear what you offer… Before contacting

you, another LinkedIn member is likely to review your profile. Spend sufficient

time on your profile to make it clear what you do and why you are good at it.

Make sure it is compelling.


Reconnect… Connect with previous colleagues, clients,

prospects, classmates, friends by searching for their names. Then ask them to

be in your LinkedIn network. Because these people already know you, they

aren’t inhibited by the Ethernet trust gap. They often want to help you as you

want to help them. LinkedIn makes this process efficient. Many people have

gotten leads from old contacts revived through LinkedIn.


Ask for access…Use LinkedIn to gain access to the companies

you have a specific interest in. Search for people with the job title of your typical

client and contact them.

Monitoring Your LinkedIn Efforts..

Wouldn’t it be great if you could see the companies

that have showed interest in your offerings as a result of

your efforts?

Can Help!

With LeadLander…Not all Visitors are created equal.

Always make an effort to

follow up on the companies

that take the time to look at

two or more pages on your

site.

They took their time to find

you and clearly have a need

for what you have to offer.

Just don’t mention that you were tracking them on line!

In your follow up efforts , try to set Yourself Apart!

They are extremely useful because: Confusing Your Customers About Your

Products or Service is Never a Good Thing!


The Rules are Simple:

Be clear in stating the Overt Benefits of your products or service.

Give your market a Reason to Believe their money is well spent with you.

Present a Dramatic Difference between you and your rivals.


Make your Overt Benefits specific, obvious and direct in telling a customer what they will receive in exchange for their time, money and trouble.

Let your Reason to Believe dictate how you will deliver on the promises made in the Overt Benefits. Tell the prospect why they should believe you!

Tell your market how Dramatically Different or revolutionary your product’s parings of overt benefits and reasons to believe are.

Why Do All of this?

“All things being equal, people will do

business with, and refer business to,

those people they know, like and

trust.”

Bob Burg, Author and Speaker

Thank You.

Using LinkedIn as a Lead Gneration Tool.

Business

Transcript of Using LinkedIn as a Lead Gneration Tool.