Published on February 4, 2014
To Boost Your Sales in 8 Tips? @LinkedinBook
Biggest LinkedIn Mistake By Sales People? Using LinkedIn as a (passive) billboard instead of a (proactive) tool
No Idea How To Find New Customers?
How To REALLY Use LinkedIn? Most sales people don't have any idea... How many customers do you want? What does your ideal customer look like? What kind of function or role does your contact have? What kind of organisation is it? Which industry? Which location? Then ask yourself: Who are the people in the best position to help me reach my goals?
Different Ways To Use LinkedIn Individual efforts Team strategies Organizational level LinkedIn Strategy Matrix© for Organizations
LinkedIn Strategy Matrix© for Organizations PASSIVE STRATEGIES ACTIVE STRATEGIES Organization Company Profile - Advertising Solutions (fee) - Hiring Solutions (fee) - Company Status Updates CEO, Managers - Personal Profile - Applications Status Updates All Coworkers - Personal Profile - Applications - Group Managers of internal and alumni Groups or external Groups - Active member of internal and external Groups - Contribute to Answers - Status Updates - Share information - Attend events and use LinkedIn Events PROACTIVE STRATEGIES Find: - New customers - New employees - New partners - New suppliers - Project members - Internal and external expertise
Fundamental principle of networking The REAL power is in the 2nd degree The real power of the network is in the second degree. The real power is in the network of your network. So don't focus on your own network, but ask them to introduce you to their network!
Single most important "feature" of LinkedIn LinkedIn shows the connections between people. LinkedIn shows you which of your own contacts can introduce you to their connections who know them. LinkedIn allows you to easily tap into the power of the 2nd (or 3rd) degree. LinkedIn eliminates "cold" calling.
TIP 1: 5 Steps Success Strategy 1. Define a specific goal 2. Think of the people in the best position to help you reach your goal 3. Use "Advanced Search" 4. Look at the list for common contacts 5. Ask the person you have the best relationship with for a Magic Mail
TIP2: Building a "basic" network in 3 steps BECAUSE you need a "basic" or first degree network first before you can tap into the power of the second degree / the power of LinkedIn. 1. Upload the contacts from your email program to LinkedIn. 2. Connect with (old) colleagues and (old) classmates using LinkedIn tools. 3. Join the Groups which are in line with your goals, for example: 1. 2. 3. 4. 5. Current / potential customers Professional organisations Trade organisations Chambers of Commerce Alumni associations of your college or (previous) employer(s).
TIP3: Find the people that can help you 1. Search on their name (if you know their names) 2. Use Advanced Search with the parameters you have used to make your goal clear (for example: location, industry, function, key words) 3. Browse in the network of your connections 4. Look in the member lists of the Groups you joined 5. Use "Companies"
TIP 4-8: Some do's and don'ts 4. Be proactive. Just making a Profile is (most of the times) not enough. 5. Build relationships. Even if they are not the right person, they might be able to introduce you to the people who you want to sell to. 6. Be active in Groups and help others: this will raise your visibility and credibility. 7. DON'T use LinkedIn as a sales tool, but as a research tool. 8. Start building your network NOW and spend each week some time expanding and maintaining your network.
Do you want more tips like 10 strategies to find new customers 42 tips to make your profile stand out THE tool outside LinkedIn that makes your network work for you Passive, active and proactive strategies to be found 31 answers to the most frequently asked questions (FAQs) 30 little known features that can make or break your results with LinkedIn 11 tools to save time Here is how...
www.how-to-really-use-linkedin.com Did you know that you can hire Jan Vermeiren and/or Bert Verdonck as a speaker for an in-company trainings and workshops? Get in touch now to find out how: email@example.com or +32 3216 2747
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