LinkedIn reference guide to assist you in developing a strategy for using LinkedIn for sales and marketing.

1. LinkedIn Sales and Marketing Strategies
Use this quick guide to help you develop your sales and marketing strategy when using LinkedIn
Complete all sections of your profile! Ensure you profile is robust, uses strong adjectives,
colorful verbs and many industry buzz words and keywords. Persons with completed
profiles are 40 times more likely to receive opportunities.
Professional Headline – Line of text directly under your name in Edit Profile. Enter an eye
Communicate your catching phrase that describes you at a glance and promotes your business.
Brand/Profile Summary – The summary area is your chance to provide an engaging description that
highlights who you are, what you do and what you offer. Keywords positioned
throughout will help you increase your visibility.
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Personal URL – Create your own URL that you can use on your website, blogs, business
cards, email signature. This increases your visibility.
Connections – Use the Outlook toolbar, Webmail Importers or upload a file of persons
Build Your Network you would like to invite to join your network.
Search – Use the advanced Search functions to help you locate persons you may know,
that may also be on LinkedIn and invite them to join your network.
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Your Network –Browse your networks connections. Ask your first degree connections to
introduce you to their first degree contacts. Facilitate referrals.
Research Prospects Search – Use the advanced search to find new prospects. Review profiles and research
new prospects or centers of influence prior to reaching out.
Communicate – Reach out to prospects by using Introductions, send messages directly to
Learn More them if you share a group or consider upgrading your account to a premium subscription
to reach people directly via InMail.

2. Search and join groups that may fit your target market or centers of influence. Try
searching for specific groups using keywords related to your profession, associations,
lifestyle interests
Groups Discussions – Share information, ask questions, share links to videos, podcasts, and
events with members of your group. Engage in other’s discussions they have started.
Provide answers, ideas and opinions. This can help you facilitate conversations with a
potential prospect or center of influence.
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News –If you have published a blog post, news article, a newsletter or have a great
resource on the web, share that information with members of the group in the news
section. Include any links you post in all groups you belong to.
Applications help enrich your profile and personal brand. Some suggested applications:
Company Buzz – Shows Twitter activity associated with your company, hot topics, and
industry trends based on the keywords you search on. Customize your topics and share
them with colleagues, clients and even prospective clients.
Slideshare – Add the Slideshare application to your profile and then display your
marketing collateral, presentations and demonstrations. If you have brochures, white
Applications papers, or even customer testimonials upload them to your profile to showcase your
products.
Blog Link – With Blog Link you can get the most of your LinkedIn relationships by
connecting your blog to your LinkedIn Profile. Promote your blog and develop your
personal brand. Your connections will see your latest thoughts as soon as you update
Learn More your blog.
Box.net – Box is the leading provider of tools for managing and sharing important
content. Upload and manage your files from within LinkedIn. Post files to your profile,
share and collaborate with your LinkedIn Colleagues and view and edit the files online.
Status Updates - The status message field provides you with an avenue to broadcast
messages to your network. Update your status several times a week to stay top of mind
within your network. Consider including links to blog posts, event invitations, videos,
Status Updates webinars and podcasts that promote you and your business. When your network sees
your information it may trigger a referral for you.

3. Events Events –Use the Events application to announce and spread the word about events you
may be hosting. Search Events to find events, networking events, webinars of interest,
conferences or seminars that you would be interested in attending and that may help
you reach new prospects.
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Learning Center/Training Resources - Learn about site features, register for free web
classes, view self paced e-learning videos to help you with tips and techniques to fully
Learn More leverage your LinkedIn account. LinkedIn Training Resources
LinkedIn Blog –Learn about LinkedIn’s newest features, read informative articles from
LinkedIn Staff and guest authors. LinkedIn Blog