LinkedIN provides the Power of Networking

1. LinkedIN provides the
Power of Networking
Grow your Business!
To substantially
Using LinkedIN to
Generate Sales Leads
Landau Design Reviews

2. Using LinkedIN to Generate Sales Leads
Why Use LinkedIN?
 59% of Fortune 500
execs use LinkedIN
 Over 119 million
members, primarily
USA
 34 million site visitors
per month

3. Using LinkedIN to Generate Sales Leads

4. Using LinkedIN to Generate Sales Leads
Be visible and
professional
on LinkedIn
Save the privacy
settings for
Facebook

5. Using LinkedIN to Generate Sales Leads
Who makes up your network?
 Connections usually come from
Friends, former colleagues Clients Referral partners
 LinkedIN is about building business, not keeping in touch!
Typical LinkedIN Network Typical LinkedIN Network

6. Using LinkedIN to Generate Sales Leads
Real Power is in 2nd
Degree Network
 Focus on your network’s network

7. Using LinkedIN to Generate Sales Leads
Data Mine Your Connections

8. Using LinkedIN to Generate Sales Leads
Who are your customers?
 Define your audience
 Create a people search profile
• Job Title
• Company name
• Job description
• Industry keywords

9. Using LinkedIN to Generate Sales Leads
11 Ways to Generate Leads
1. Complete your profile
2. Send a connection invite within 24 hours of meeting a prospect.
3. Use advanced search to find prospective buyers.
4. Regularly deliver value to your 1st
degree network
5. Ask and answer questions in groups and Q&A
6. Use group search feature to connect with networkers
7. Create a group if you feel your company could fill a void
8. Update status at least twice a week
9. Create a poll to connect with network & prospects
10. Promote your events
11. Set weekly goals for using LinkedIN

10. Using LinkedIN to Generate Sales Leads
1. Complete your profile!!
 Let me say it again… Complete your profile!
 Profile must-haves
• Fill in as much as you can about work history
• Use keyword-rich title
• Fill in general description
• Professional photo
• Put in website and blog URLs
• Get personalized URL
• Hook up all your social media using apps
 Get recommendations  key to generating interest!
 Join relevant groups

11. Using LinkedIN to Generate Sales Leads
2. Send Connection Invites
 Every time you meet a prospect, follow up by sending a
LinkedIN invitation.
 Customize the invitation
 Make a point of connecting via LinkedIN within one week
of invitation acceptance.
• Send personal note
• Comment on their company
• Join a discussion in a group

12. Using LinkedIN to Generate Sales Leads
3. Advanced Search is a Gold Mine
 Ability to perform highly specific searches for people
 Search terms:
• First & Last name
• Industry
• Company (current or previous)
• Job title (current or previous)
• Location
• Keywords contained in the user’s online profile.

13. Using LinkedIN to Generate Sales Leads
Optimum Search Criteria
 Best search results use a combination of:
• Industry
• job title
• keywords
• location
 Display search results based on relationship
 Save searches for easy access

14. Using LinkedIN to Generate Sales Leads
Are they in your network?
 Once you find a prospect, are they in your network?

15. Using LinkedIN to Generate Sales Leads
4. Regularly deliver value
 Give more than you ask
 Provide status updates with useful information
 Give valuable information via groups and Q&A
 Send monthly in-mail with information of value to your
network
 Generate polls and report results to network

16. Using LinkedIN to Generate Sales Leads
5. Ask & Answer Questions
 Who in your network is asking questions?
 What questions can you ask?

17. Using LinkedIN to Generate Sales Leads
6. User Group Search
 Brand new feature
 Allows you to find where your network is talking

18. Using LinkedIN to Generate Sales Leads
7. Create a Group
 Why create a group?
• Establish yourself as a thought leader
• Create arena for connecting with prospects
• Opportunity for sending weekly messages to network
• A way to help others and establish trust
 Plan your group
• Do you have time to manage it?
• Do you have enough content?
• How will you recruit members?
• What are the guidelines?

19. Using LinkedIN to Generate Sales Leads
8. Update Status 2x/Week
 Easy way to connect with network (less than 1 minute!)
 People search results ordered by last updated profile –
status update counts
 Inclusion in weekly status emails

20. Using LinkedIN to Generate Sales Leads
9. Create a Poll
 Create polls that ask about business needs
 4 opportunities to connect
• Ask your question
• Use social media network to promote the poll
• Report results via network, in groups, on blog
• Provide solution
 Keys for polls
• Make it short
• Ask question that they really want to know the answer
• Put in optional comment question
• Follow up with results!

21. Using LinkedIN to Generate Sales Leads
10. Promote your events
 Another opportunity to share
 Optimize event listing
• Include event logo
• Use enticing event title
• Create short but intriguing description
• Link to more details and registration page
 Promote your event
• Use inmail to sent personalized invitations and general invites to your
entire network
• When promoting via social media, drive them to LinkedIN event page
• You want to get people to click on “I’m attending” button
• Include on your company page
• Run LinkedIN ads if budget allows

22. Using LinkedIN to Generate Sales Leads
11. Set weekly goals for LinkedIN
 Measure growth
 How many…
• New connections will you make
• Questions will you answer
• Groups will you post in
• Status updates will you make
• Inmail notes will you send
 Measure activity growth
• How many people requested connections?
• How many interactions did you have?
• How many questions were answered?

23. More questions?
Please contact:
Bonnie@LandauDesign.com
Bonnie Landau
Landau Design Reviews
805-640-1458
Using LinkedIN to
Generate Sales Leads