LinkedIN and SugarCRM - SugarCon 2012 Presentation by Dan Kraus of Leading Results

2. Business
Development
with
LinkedIN
and
SugarCRM

3. It isn't just what you know,
and it isn't just who you know.
It's actually who you know, who knows
you, and what you do for a living. "
- Bob Burg

4. Daniel Kraus"
President"
Leading Results, Inc
@LeadingResults
www.LeadingResults.com
4/26/12 ©2012 SugarCRM Inc. All rights reserved. 4

5. Leading Results Overview
§ Marketing services firm – coaching and consulting
§ 1:1 Coaching, Group Coaching
§ Fractional VP of Marketing
§ Social Media Coaching and Learning
§ Referral Marketing Coaching and Classes
§ Authorized Duct Tape Marketing coaches
§ Offices in Boston and Philadelphia
§ Clients throughout North America
§ We help our clients stop wasting money on marketing that
does not create results
Tweet: #SCON12

6. Leading Results Core Marketing Mantra
§ Don't talk about the products you sell; talk about
the problems you solve.
§ Then talk about the remarkably different way that I
will experience working with you as you solve those
problems.
§ Be sure you tell me what I get; NOT what you do.
Because I don't have time to figure out if what I
need is what you do.
Tweet: #SCON12

7. LinkedIN – Quick Stats
" 100m Members (191342=me)

8. Why do people use LinkedIN?
A. They
are
looking
for
someone
Or
B. They want to be found by someone

9. 5 Keys to Success
§ Be Authentic, Genuine & Transparent
§ Show Value, Be Engaged, Contribute
§ Know your ideal customer/prospect profile
§ Be crystal clear on your core message
§ Make sure your differentiation comes through
Tweet: #SCON12

10. Key Areas of Leverage
§ Credibility
§ Getting Found
§ Automation
§ Sales
§ Networking
§ Advertising
Tweet: #SCON12

11. LinkedIN Anatomy

12. Your
Profile
–
100%

13. 100% profile completeness
§ Industry
§ Postal code
§ A current position with description
§ Two additional previous positions
§ Education
§ At least 5 skills
§ Profile photo
§ At least 50 connections
§ A summary
Tweet: #SCON12

14. Groups
Tweet: #SCON12

15. LI Today
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16. Signals
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17. LinkedIn Company page
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18. LinkedIn Company page - Overview
This public tab lists info such as:
§ Basic information about your company (e.g., location,
number of employees and industry)
§ Information about new hires and employees, including
the viewer’s degree of separation
§ Twitter and blog feeds plus a “follow company” feature
Tweet: #SCON12

19. LinkedIn Company page - Careers
§ This is another public tab displaying job postings.
§ Premium Career Pages
" Deliver a custom experience - Your content adapts to
viewers, based on their LinkedIn profiles.
" Job seekers see jobs tailored to their backgrounds.
" Differentiate through rich content
Tweet: #SCON12

20. Company page - Product & Services
§ Post descriptions of your key products and services
§ Receive product and service recommendations
§ Add content such as videos and promotions
§ Purchase recommendation ads to showcase
recommendations for products and services and seek more
of them
§ Get the “recommend” button to place on your website
along with each of your products and services.
Tweet: #SCON12

21. LinkedIn Company page - Statistics
§ This is a private tab visible only to LinkedIn
members with administrator access to your
Company Pages.
Tweet: #SCON12

22. How to Benefit from LinkedIN

23. Key Areas of Leverage
§ Credibility
§ Getting Found
§ Automation
§ Sales
§ Networking
§ Advertising
Tweet: #SCON12

24. Credibility
§ Summary with details
§ Share expertise with answers to others' questions.
§ Write recommendations
" Get recommendations
§ Claim your vanity URL
Tweet: #SCON12

25. Getting Found
§ Capitalizing on Search Engine
Optimization
" Search engine optimize your profile
§ Participate in Group Discussions and
relevant association groups
§ Answer Questions
Tweet: #SCON12

26. Sales
§ Connect with prospects
§ Integrate Sugar to the marketing/sales process
§ Stay in contact as people move
§ Use OpenLink to send messages to people to whom
you're not connected.
§ Leverage the power of LinkedIn
Groups.
§ Take advantage of advanced search
options.
Tweet: #SCON12

27. Give value to connect…
Tweet: #SCON12

28. Enhanced Networking & Referrals
§ Search contacts for referral introductions
§ Research attendees from events
§ Review events prospects or connections are attending
Tweet: #SCON12

29. Contribute
Tweet: #SCON12

30. Automation
§ Integrate Sugar for updates
§ Use LinkedIn Today to keep track of industry news
§ Check in on "Network Updates”
§ Tie in Twitter Connection
§ Take advantage of "Saved Searches”
§ Track Signals
Tweet: #SCON12

31. Advertising
Tweet: #SCON12

32. Bonus Tips
§ Make your blog/website links sexier.
§ Add a Follow Button
§ Export connections.
§ Add a video to your Company Page.
§ Rearrange your profile
§ Use applications
Tweet: #SCON12

33. Make your blog/website links sexier.
4/26/12

34. Bonus Tips
§ Make your blog/website links sexier.
§ Add a Follow Button
§ Export connections.
§ Add a video to your Company Page.
§ Rearrange your profile
§ Use applications
Tweet: #SCON12

35. Export Connections
Tweet: #SCON12
4/26/12

36. Bonus Tips
§ Make your blog/website links sexier.
§ Add a Follow Button
§ Export connections.
§ Add a video to your Company Page.
§ Rearrange your profile
§ Use applications
Tweet: #SCON12

37. Applications
Tweet: #SCON12
4/26/12

38. A: Questions!
B: Summary!
C: Offer

39. LinkedIN Best Practices Summary
•
Profile
–
links,
keywords,
descrip;ve
•
Status
updates
(+TwiBer)
•
Repurpose
content
–
Slideshare,
YouTube
•
Connect
with
clients
&
prospects
•
Search
for
leads
–
Ideal
Customer
Profile
•
Recommend
clients,
partners
•
Use
Groups
•
Ques;ons
and
Answers
•
Adver;se
Tweet: #SCON12

40. Offers:
" Complete my eval – get a copy of slides tonite
" On the eval:
» Sign up for marketing tips newsletter
» Ask for a free 45 minute marketing review
» Ask for follow up if you need marketing help – social media
or otherwise.
4/26/12

41. Submit Session Feedback
*Prizes for attendees who submit session feedback using the Mobile App
Select the SugarCon Mobile App: !
1) Tap on this session
2) Tap on survey
3) Submit your feedback
Contact Us
Leading Results
Web: www.leadingresults.com
Email: dkraus@leadingresults.com
Phone: 978-562-4161
Twitter: @LeadingResults
facebook.com/leadingresults
4/26/12 ©2012 SugarCRM Inc. All rights reserved. 41

42. #SCON12!
4/26/12 ©2012 SugarCRM Inc. All rights reserved. 42