Utilizing LinkedIn as a Power Sales Tool

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Utilizing LinkedIn as a Power Sales Tool

Presented by:

Valarie Sparks

of


Heads in Beds Poll

• Group? Business Transient? Tour and Travel?

• Leisure?


New Contacts Feature


http://contacts.linkedin.com


ContinualNetwork Engagement


LinkedIn profile no longer solely a resume

“The LinkedIn profile has evolved and the people reaping the most benefits are the ones that have transformed their profiles from a resume into a business portal. Your profile should be used as a resource, not a resume.” – Koka Sexton


LinkedIn Lingo

• 1st, 2nd 3rd Degree Connections

• “LinkedIn Member” search results

• “Group” next to someone’s name on profile

• Request to connect


LinkedIn Lingo (Cont’d)

• LinkedIn Inbox

• Homepage

• InMail

• LinkedIn Groups – Start Discussions/Read Discussions/Start Own Group?

• Paid vs. Non Paid Membership


LinkedIn Profile

Why do you and your organization matter?


LinkedIn Company Page


Four Places of Prime Real Estate on the LinkedIn Profile

•Photo

•Headline

•Summary

•Experience (Rich Text Media)


LinkedIn Etiquette 101

• Do not send a request to connect unless a mutual relationship of value has been established

• Personalized each invitation (6 steps required each time)

• Do not use the site to spam or promote – don’t make it about YOU.

• Do not ask for a recommendation unless you’ve sent one.

• Don’t endorse someone for a “generic” skill.


Personalizing Invitations


Accepting Stranger Requests


New Biz Development

• I’m Going on a Trip, Who am I going to See?

• Target Accounts by Vertical Market

• Target Accounts by Geographical Market


Social Intelligence Gained from Viewing a Profile Before Speaking

• Proper Spelling of Name

• Rapport Building Information

• Shared Connections


Critical Settings


Burning Questions

Utilizing LinkedIn as a Power Sales Tool

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