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Sway Factor™ System Unleash the Power of LinkedIn to Build Your Business. September 2013 Session #4 Miles Data. Training Objectives. How to articulate your personal brand and create a fully optimized LinkedIn profile to promote it

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Sway Factor™ System Unleash the Power of LinkedIn to Build Your Business


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    1. Sway Factor™ System Unleash the Power of LinkedIn to Build Your Business September 2013 Session #4 Miles Data

    2. Training Objectives • How to articulate your personal brand and create a fully optimized LinkedIn profile to promote it • The value of a large network and steps you can take to quickly build yours • Quick ways to stay top of mind within your network and encourage referrals • How to uncover professional opportunities and connect with high value contacts • A repeatable, time-efficient and effective system for your long-term success

    3. New Tool Alert: SalesLoft.com

    4. Session #4 Lessons • Pillar 3: Pledge unwavering personal commitment • Leverage the LinkedIn Search functionality for sleuthing and sales • Best practices for making “first contact” • Know who’s viewed your profile • Understand LinkedIn Group settings • Create your Social Networking Action Plan (SNAP!)

    5. The Sway Factor™ System

    6. Unleash The Law Of Attraction

    7. Who Do You Know Who… 7

    8. The Sway Factor™ System

    9. Advanced Search for Sales Sleuthing • Search by… • Keywords • Name • Company Name • Industry • Geography • Title • Narrow your search by zip code, seniority and more

    10. 189 Results

    11. Save Your Search

    12. Now What? After you’ve identified “persons of interest” you might: • Call, email, direct mail • Ask for an introduction • Attempt to connect • InMailpremium feature • Explore their ecosystem

    13. Now What? After you’ve identified “persons of interest” you might: • Call, email, direct mail • Ask for an introduction • Attempt to connect • Explore their ecosystem • InMail premium feature

    14. What Else? After you’ve identified “persons of interest” you might: • Call, email, direct mail • Ask for an introduction • Attempt to connect • Explore their ecosystem • InMail premium feature

    15. Successful Introductions

    16. Three Hops Is A Long Haul!

    17. Two Hops… Higher Rate Of Success

    18. The Art Of The Ask • Use the Get Introduced Through A Connection feature • Include a sentence or two askingfor the introduction • Separately, type a few sentences outlining your request that can be forwardeddirectly to the contact • Closethe loop! • See http://bit.ly/virtualintro for details

    19. The Art Of The Ask

    20. The Art Of The Ask

    21. The Art Of The Ask

    22. The Art Of The Ask

    23. Follow Up

    24. Follow Up

    25. What Else? After you’ve identified “persons of interest” you might: • Call, email, direct mail • Ask for an introduction • Attempt to connect • Explore their ecosystem • InMail premium feature

    26. People Always Want To Know… • Question: What’s the best way to reach out to a potential connection? • Answer: Value-add “small ask”; personalized & polite

    27. People Always Want To Know… • Question: What’s the best way to reach out to a potential connection? • Answer: Value-add “small ask”; personalized & polite “I noticed on your profile in LinkedIn that you deal with companies in the same geographic area as I do, and I think we might be able to help each other with referrals. May I call you to see if we have a common interest? A 15-minute phone call in the next few weeks would be great if you can fit me in.”

    28. Four C’s, Not Selling

    29. What Else? After you’ve identified “persons of interest” you might: • Call, email, direct mail • Ask for an introduction • Attempt to connect • Explore their ecosystem • InMail premium feature

    30. Blind Spot?

    31. Google Work-Around

    32. What Else? After you’ve identified “persons of interest” you might: • Call, email, direct mail • Ask for an introduction • Attempt to connect • Explore their ecosystem • InMail premium feature

    33. InMails are response guaranteed: if you don't get a response to an InMail within 7 days, LinkedIn will return the credit to your account. Unused InMails roll over and accumulate for up to 90 days while you are a subscriber.

    34. Who’s Zooming Who? Profile Statistics

    35. Get In Through Shared Groups

    36. Leveraging LinkedIn Groups • Maximum # is 50 (excludes sub-groups) • Effective participation can require significant effort • 3 Ways to participate • Contribute, Comment, Collect Insights • Use a complete signature with each post • Adjustable settings: • Which Groups are visible on your profile • Email address where you receive updates, frequency • “Allow members of this group…” • Real benefit is entrée and intelligence