Module 1 Introduction to LinkedIn section 1 - The typical LinkedIn User section 2 - Sales 2.0 - Social Networking section 3 - personalizing your account

1. LinkedIn Training Module 1 Sales 2.0 — Introduction to LinkedIn

2. LEVEL TIME TO MANAGE ACTIVITY BENEFITS Module 1 Entry Level Set up 30 minutes Daily 10-20 minutes Set up profile Invite those in your database to connect Become visible in the largest professional database in the world Module 2 Mid Level Setup 60 minutes Daily 20-30 minutes Invite people to join your network Join Groups Digitize your contact base Be able to quickly stay in touch with individuals or groups via LinkedIn Module 3 Advanced Level Setup 60 minutes Daily 60+ minutes Research and approach potential contacts Questions & Answers Make & receive Recommendations Share your knowledge & make introductions Get introduced to those you want to meet Build your social capital

3. LEVEL TIME TO MANAGE ACTIVITY BENEFITS Module 1 Entry Level Set up 30 minutes Daily 10-20 minutes Set up profile Invite those in your database to connect Become visible in the largest professional database in the world Module 2 Mid Level Set up 60 minutes Daily 20-30 minutes Invite new people to join your network Join Groups Digitize your contact base Be able to quickly stay in touch with individuals or groups via LinkedIn Module 3 Advanced Level Setup 60 minutes Daily 60+ minutes Research and approach potential contacts Questions & Answers Make & receive Recommendations Share your knowledge & make introductions Get introduced to those you want to meet Build your social capital

4. LEVEL TIME TO MANAGE ACTIVITY BENEFITS Module 1 Entry Level Set up 30 minutes Daily 10-20 minutes Set up profile Invite those in your database to connect Become visible in the largest professional database in the world Module 2 Mid Level Set up 60 minutes Daily 20-30 minutes Invite new people to join your network Join Groups Digitize your contact base Be able to quickly stay in touch via LinkedIn to individuals or groups Module 3 Advanced Level Set up 60 minutes Daily – 60 +minutes Research and approach potential contacts Answers/Questions Make & receive Recommendations Share your knowledge & make introductions Get introduced to those you want to meet Build your social capital

5. SECTION 2. Sales 2.0 How can you join the conversation? SECTION 1. Who Uses LinkedIn? Are the people you want to meet on LinkedIn? SECTION 3. Personalizing your profile account in LinkedIn (or if you already have one, how to make sure it’s optimized)

6. The Old Way To Do Business

7. A NEW Way of Doing Business

8. Average Age 41 Household Income $109,703 Male 64%

9. JOB TITLES: C-Level Executives EVP/SVP Senior Management Middle Management

10. LinkedIn adds a new member every second!

11. LinkedIn has over 50 million members. 50,000,000

12. The majority of LinkedIn users are decision-makers or have influence in the purchase decisions at their companies. 66%

13. SECTION 2. Sales 2.0 What is Sales 2.0? How to use LinkedIn to meet more people who are interested in what you do Success Stories

14. Buyers are leveraging the Internet and if they can’t find you, you’re not in the game.

15. Daily Internet Searches Are Now Approaching Half a Billion Searches The Rapid Acceleration of Internet Use 500,000,000

16. Sales 2.0 Meeting the buyer, where the buyer is.

17. It’s More About Socializing Than Selling

18. Social networking uses technology to facilitate sharing, research and digitize your contact base.

19. Reach more people by utilizing your whole network.

20. Browse group discussions or answer questions.

22. Find connections to leverage by researching people or companies.

23. Manage the information that’s publicly available about you as a professional.

24. Find and be introduced to potential clients, service providers and subject experts who come recommended.

25. The versatility of LinkedIn. Marketing Q&A Expert Group Leader Update Frequently

26. The versatility of LinkedIn. Business Development Search then connect Building relationships

27. The versatility of LinkedIn. Sales Leads Background info Warm calls Work through connections

28. Promote yourself or your work Make new business or professional contacts 22% 20% 47% 67% Do you use your online profile to…

29. Sales 2.0 Success Stories

30. Closed $250,000 worth of business by simply answering questions in LinkedIn!

31. “ Within the first week, a former client responded and we connected. Out of that came a $1 million consulting contract, just because we were able to connect and remember each other’s competencies and what each other were doing.” - Darrel Rhea

32. “ It enables a small firm like Catapult to compete effectively with much larger firms like Goldman Sachs and Morgan Stanley!” - Ron Lissak

33. SECTION 3. Customizing your profile on LinkedIn How to personalize your profile account in LinkedIn How to invite those you know to join your network

34. How to set up your profile.

48. Your Turn! Create or make changes to your profile.

49. Inviting those you know to connect with you on LinkedIn.

50. 1. 2.

55. Your Turn! Invite people to join you on LinkedIn. (Hint – You can access existing databases such as Yahoo! or Outlook, or search for people and send an invite from their profiles.)

57. Next Steps Answer the 6 exit questions on what you learned in this module. Start Module 2