How to use LinkedIn to find more clients

1. LinkedIn for BusinessLead Generation David Duncan

2. The Value of Networking Maintaining Relationships Meeting New Prospects Being Referred to New Prequalified Prospects Lead Generation Strategies

3. LinkedIn for Business You need a strategy for your networking LinkedIn finds the right people and the connections you have with them Ask who are the people who will be most likely to be in the best position to help me? Networking attitude needs to be to share information in a reactive and proactive way without expecting anything immediately in return

5. Know

6. What do people know about you?

7. What is your background?

8. What have you achieved?

9. Like

10. We tend to like people who are helpful and upbeat

11. Trust

12. Demonstrate that you are an expert

14. Getting Started

15. LinkedIn Profile Creation 10 steps to create a LinkedIn Profile Keyword Inventory – job titles, companies, keywords (use a thesaurus to see what other words fit and weave them in) Employment and job title inventory Work Date Inventory approx Goals Inventory – change career, public speaking, consultancy Experience and Skills Inventory – focus on where you are going

16. LinkedIn Profile Creation Education Inventory Web Site Inventory include profile pages Associations and Group Involvement Inventory – remember professional associations, chambers etc. Interests Inventory – having common interests can make a stronger relationship Honours and Awards Inventory – again remember you are creating an image of what you are like to work with and how effective you are

17. LinkedIn Profile

18. LinkedIn for Business Check yourself out on keyword searches Keywords in headline, current position, past position, and in all descriptions Build a strong network quality and quantity Make your settings visible Select 5 key groups to be active but join 50 Create discussions in groups not in sales mode Create some groups for your target audience

19. Reputation Management Search

20. Finding New Prospects

22. What type of industry?

23. What geographic location?

24. What job titles do you want to talk to?

25. Find influencers as well as decision makers

26. Look up existing Customers and Prospects

27. Once introduced build a relationship

28. Offer to share information

29. White papers, monthly webinars etc. establish credibility

31. Finding New Prospects Join Groups, in order to build relationships and increase visibility as well as credibility Take part in discussion forums Offer help to connect people or offer advice Answer questions to demonstrate your knowledge and expertise Increase your recommendations you need to send personal notes not use the standard text

32. Finding New Prospects Use the “Status Update” function Ask for help to find something or someone This is shown to everyone in your network You can choose who can see this Your 1st connections Your first three degrees Everyone You can link this to other networks as well, Twitter, Plaxo, Facebook

33. Finding New Prospects Watch the Network Updates Has someone changed position at a company? Has someone joined a new company? Who has joined your groups? Who is asking questions? Who knows a prospect you are trying to reach? Who is connecting to whom? Who has viewed my profile?

34. Create Alerts You can save your searches then run them manually or every week or month – save 3 searches with free account After you have defined your target customers every week get an update of new prospects Use Google Alerts to follow up on the news on a prospect or company you want to work for Obtain updates from experts or the market Share this with your network if appropriate

35. IT Company Search

36. Company Search

37. BT Company Search

39. Do I Need to Pay?

40. Action Plan

41. LinkedIn Action Plan Write down three reasons why you are on LinkedIn Determine what actions will support each reason Commit to taking action on a weekly basis Schedule these activities Look at 20 other great profiles to compare Work on your profile every month

42. LinkedIn Action Plan Answer three questions each week Find at least two connections to introduce each week Recommend worthy connections Try to get at least 5 great recommendations Provide value to others Join and participate in groups Create some relevant alerts

43. Any Questions ? David Duncan David@WSISouthEast.co.uk http://uk.linkedin.com/in/davidduncan