HOW-TO: To Get Highly-Qualified Leads & Build Authority With Linkedin

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Information about HOW-TO: To Get Highly-Qualified Leads & Build Authority With Linkedin
How-to & DIY

Published on February 22, 2014

Author: ChrisMohritz



Studies have shown that LinkedIn generates more qualified B2B leads than any other social network. But where do you start? And what is the best use of your time on LinkedIn? Join us for a helpful introductory guide for entrepreneurs and business owners on getting started with LinkedIn and using it effectively for lead generation and brand-building.

HOW-TO: MAKE LINKEDIN WORK FOR YOUR BUSINESS Attracting Highly-Qualified Leads From the “World's Largest Professional Network” +Chris Mohritz | | #IdeaToOperations

OUR JOURNEY ● ● ● ● ● ● ● Why & Who Personal profile Business page Groups Connections Sharing Recommendations We’ll jump right in Feel free to ask about my background after session

WHY & WHO Getting Started

LINKEDIN: NOT FACEBOOK ● Think business networking ● Connect professionally ● “Business tool” over “social network”

LINKEDIN: B2B BUSINESS IN A BOX ● ● ● ● ● ● ● Market Research Product Research (profiles, Answers) Customer Interviews (polls) Marketing Channel (ads, inbound) Authority Building (share - strategically) Community Building (groups) Global Reach

ITS WORTH THE INVESTMENT ● 84.0% of power users say they’ve generated “several” or “lots” of opportunities ● Research product/service ideas (look for their key challenges on prospect profiles) ● Attract leads to you (build authority) ● Long-term (no instant miracles) (optin)

LINKEDIN: B2C GOLDMINE ● ● ● ● ● Find suppliers / manufacturers Find sponsors / advertisers Find partners / joint ventures Vet consultants Recruit top talent


BE SEARCH FRIENDLY ● ● ● ● ● ● ● ● ● What would your prospect search for? Model existing profile (keyword search) Be complete (follow prompts to 100%) Include samples of your work (rich media) List 3 keywords you want to be found for Sprinkle keywords throughout profile (SEO) Claim your vanity url Compelling anchor text for website links Reorder components ("above the fold")

PAID ACCOUNTS ● ● ● ● ● More InMails More Introductions OpenLink More intelligent search Convey “I’m serious”

COMPANY PAGE Your Business Presence

BE SEARCH FRIENDLY ● ● ● ● ● ● ● ● ● What would your prospect search for? Model existing profile (keyword search) List 3 keywords company will be found for Sprinkle keywords through profile (SEO) List job openings Use a compelling banner image Insert a “no bounce” video Capture & display client testimonials Display blog posts & other social updates

JOIN & CREATE GROUPS Target Your Niche

A COMMON WORLDVIEW "The goal is not to do business with everybody who needs what you have. The goal is to do business with people who believe what you believe." ~Simon Sinek

HIGHLY-TARGETED PROSPECTING ● A specific cause, niche topic, worldview ● A forum to provide thought leadership content and build a professional tribe ● Limits ( ● Send messages directly to group members ● Way to start conversations with prospects ● Check prospects for group membership ● Engage through relevant discussions ● Email & poll within your groups

BE SEARCH FRIENDLY ● What would your prospect search for? ● Search for groups using target keywords ● Create group content using keywords

“LINKEDIN INFLUENCER” PROGRAM ● Recently opened to all users (blog.linkedin. com/2014/02/19/the-definitive-professional-publishing-platform ) ● Create a blog on LinkedIn ● Keep it ultra-high quality ● Keep it focused on professional topics

NETWORK & CONNECT Get Referrals & Introductions

START WHERE YOU STAND ● Add people you already know ● Search existing contact lists (gmail, etc.)

PERSONALIZE INVITE MESSAGES ● Something from their profile that you find interesting or relevant ● Names of mutual acquaintances ● Common interests ● Other companies you’ve worked with (credibility)

EXPANDING HORIZONS ● ● ● ● ● (boost number only) Open Networkers (LION) InMail (quality of the message is key) Network introductions OpenLink (

SHARE INSIGHTS Be a Thought Leader

CONTEXT IS KING ● ● ● ● ● ● Post discussions to your Groups Post responses to LinkedIn Answers Post updates to your Profile Find existing content related to keywords What's Hot ( Use content aggregators to find ideas (

BE THE "GO-TO" PERSON ● Must be visible, valuable and timely with your participation ● Be “referable”: consistently share good information, offer insights and contribute to the conversation ● Give existing content a different spin, your unique perspective ● Be in the relationship business, not the content business



BUILD YOUR SOCIAL PROOF ● ● ● ● Recommendations go with positions Endorsements go with skills Give to get Use "ask to be recommended" (#4)

STAY ENGAGED Consistency is Critical

STAY THE COURSE ● ● ● ● ● ● ● Make a plan, keep it Activities (content) calendar 1 hour per day? Explore features, get LinkedIn savvy Get group discussion digest emails Use “save search” Backup your contacts (www.linkedin. com/contacts/manage_sources)

INVOLVEMENT IS JOB #1 ● ● ● ● ● Like others’ shares Comment on others’ posts in the group Share your (helpful) content Share other (helpful) blog content Cross-promote with other networks (ie. bring your pinterest traffic into LinkedIn)

GET LEADS Be "Referable"

A 7-STEP PLAN ● Its not about the bells/whistles, its about people - developing relationships ● Stay focused on what matters to your prospects (resolve their challenges) ● Propose a short initial conversation ● Suggest online meetings

THE NEXT LEVEL Making it a Little More Useful

LINKEDIN LABS ● ● ● ● Swarm Resume InMaps Timeline

ADDITIONAL RESOURCES ● (forbes. com/sites/haydnshaughnessy/2013/04/17/who-are-the-top-50-social- ) ● media-power-influencers-2013/2/

RECAP ● Tons of resources available ● LinkedIn is a channel for developing professional relationships ● “Selling is all about relationships, building trust and establishing rapport.” ● “It all starts with your profile; it has to be created with your buyer in mind.”

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