Using Linkedin As A Prospecting Tool EN

Building Your LinkedIn Profile Step By Step:

Building Your LinkedIn Profile Step By Step 2011 Online Sales Training Series Cathy Stojak MBC Marketing Projects Manager

Building Your Profile - Step By Step:

Building Your Profile - Step By Step LinkedIn has over 85-million connected professionals worldwide, representing over 150 industries and spanning more than 200 countries and territories worldwide! LinkedIn has executive representation of all of the Fortune 500 companies. In this step-by-step presentation, you’ll learn how to start building your network of contacts using Linkedin and create your own personal brand. Building your profile the right way (be ‘contactable’, be ‘connectable’!) is the single most important step..

Building Your Profile - Step By Step:

Building Your Profile - Step By Step

Building Your Profile - Step By Step:

Building Your Profile - Step By Step STEP 01 Fill in your basic information. Confirm your email address and login. STEP 02 Fill in your profile. STEP 03 Browse connections for people you know. Find contacts related to your work experience. Join any applicable groups.

Building Your Profile - Step By Step:

Building Your Profile - Step By Step STEP 1: Fill in your basic information. On the LinkedIn system you should register all business and personal email addresses with which you may potentially receive emails from current or potential LinkedIn contacts. You should consider making your personal email address the primary email address. This means that you will receive LinkedIn invitations, requests, and other LinkedIn related email at your personal email address. Your email address is only exposed to those people to whom you are directly connected.

Building Your Profile - Step By Step:

Building Your Profile - Step By Step STEP 1: Confirm your email address and login. - You will receive a confirmation email in your primary inbox that you need to accept to be able to login, before moving to STEP 2.

Building Your Profile - Step By Step:

Building Your Profile - Step By Step STEP 2: Click the “Profile” tab. Fill in as much information as possible. The more you fill in, the more likely you will be found by someone who can offer you a valuable opportunity. Go beyond filling in information about your current employer and position. By filling in former employers, ex-coworkers will be able to find you, and everybody will have a clear understanding of your experience.

Building Your Profile - Step By Step:

Building Your Profile - Step By Step

Building Your Profile - Step By Step:

Building Your Profile - Step By Step STEP 3: Browse connections for people you know. You can start searching contacts by their names and/or emails. Since you can only “see” for three levels of contacts, taking your original direct contacts out of the middle gives you visibility to more contacts. Find contacts related to your work experience. In the “Search” box at the top of the page, you can change the “People” tab for the “Companies” tab and then type in the company for which you currently work or most recently worked. At the search results, you will see only people related to that specific Company.

Building Your Profile - Step By Step:

Building Your Profile - Step By Step STEP 3: Join any applicable groups. Joining LinkedIn groups can benefit you in a lot of ways: Engage in rich and professional discussions with others; Easily grow your network with those of affinity interest; Find good opportunities for partnerships. - When you join a group, as a default everyone within the group may contact you directly via LinkedIn.

Building Your Profile - Step By Step:

Building Your Profile - Step By Step

Building Your Profile - Step By Step:

Building Your Profile - Step By Step Learn more about LinkedIn To learn more about using LinkedIn, there are a number of other useful resources on the Internet. The following video has very useful file resources and information: http://learn.linkedin.com/students/step-1/

Linkedin For Prospecting :

Linkedin For Prospecting

Using For Prospecting – You Are Your Own Personal Brand!:

Using For Prospecting – You Are Your Own Personal Brand!

Using For Prospecting – The Value of Joining Groups:

Using For Prospecting – The Value of Joining Groups

Using For Prospecting – Professional Endorsements:

Using For Prospecting – Professional Endorsements

Using For Prospecting:

Using For Prospecting Using Linkedin as a part of a holistic prospecting strategy can help: - break into accounts or -further penetrate into existing accounts by leveraging a powerful, targeted network that is: searchable, ‘connectable’ highly intuitive designed to bring people together.

Using For Prospecting:

Using For Prospecting Linked in is a professional social networking website that is rich in mid level management contacts with specific areas of expertise and responsibility who influence decision making.

Using For Prospecting:

So what color is you’re your Linkedin account? A fun exercise… Using For Prospecting

Using For Prospecting:

Using For Prospecting Assign a color for current and former work colleagues, school/educational connections and a color for customers. So for example: blue for work related contacts and red for customers. What color dominates your Linkedin connections? In most cases it would be blue with an emphasis on career networking and contact management.

Using For Prospecting:

Using For Prospecting Now visualize your extended network… When viewing your extended network your orbit changes – to 3 degrees of separation. Now what color is your network?

Using For Prospecting:

Using For Prospecting Here is the amazing rule of social networking: From a sales perspective your colleagues and associates (blue) are likely connected to their own networks and groups AND CUSTOMERS who work in similar roles and industries… By the same rule: Customers (red) in your network are also primarily linked to colleagues and associates etc (more blue) which means that customer’s contacts may be prospects!

Using For Prospecting:

Using For Prospecting Advanced People Search – Linkedin has a powerful search engine functionality that can help specify searches and identify contacts who have a Linkedin account First name Last name Industry Company Job title City Country Keywords

Using For Prospecting:

Using For Prospecting The best search results are obtained by using a combination of industry, job title, and specific ‘keywords’ the cornerstone of your search.

Using For Prospecting:

Using For Prospecting Most accounts are updated regularly as a way to primarily stay connected and add new contacts regularly. The profile fields will be filled out which provides a high level of ‘searchability’ for prospecting. Searches can be displayed in one of four ways Relevance Relationship Recommendations Keywords

Using For Prospecting:

Using For Prospecting With all this specified information and assuming there are customers (red) in your extended networks – searching for connections that fit your suspect profile should yield positive results - no matter which color you choose for your Linkedin network!

4 Key Strategies When Using For Prospecting:

4 Key Strategies When Using For Prospecting 1. Make it a habit to send an invite to connect via Linkedin after every meeting: Grow your red! 2. Get introduced to Super Connectors. They are contacts who have hundred’s of connections. 3. Search for prospects using the ‘Advanced People Search’ functionality: Be deliberate about growing your network of influencers and customers! 4. Regularly deliver value: Nurture your first degree contacts! Stay True Blue!

Using For Prospecting:

Using For Prospecting Use the power of tapping into other people’s networks to locate prospects: An example . One of my contacts has 412 contacts as first degree connections That connects him to 2,225,900 contacts He grew his network in a few days by 3,292 At this rate he will connect with 1,000,000 contacts within a year

What Not To Do:

What Not To Do Do not use Linkedin like Facebook – while the platforms are very similar, Linkedin is your professional resource to drive your business and create your own brand equity. Do not post casual/family/beer bash pictures – always choose professional pictures Do not post content you are not prepared for your customers to see

Transcontinental’s Social Media Policy:

Transcontinental’s Social Media Policy Use Judgement and discipline: Employees at all levels are expected to comply with established Corporate policies, standards and codes of conduct; these apply equally to online activities. Leadership: Set the example. Leverage social media in a responsible way, in both your personal and professional use. Social media has great potential to add value in our relationships with our colleagues, peer groups, clients and customers.

Transcontinental’s Social Media Policy:

Transcontinental’s Social Media Policy Balance personal and professional information. If you publish information online, always think: Would I mind if senior management read this? Once it has been published, your content is nearly impossible to entirely delete from cyberspace. Respect copyrights, trademarks, and all other third-party rights regarding content online. Remember to protect confidential and proprietary information; ensure you have express permission to reference clients, customers or partners unless this information has already been made public (i.e. through a press release or a marketing campaign). **Transcontinental does not permit repurposing content from the Corporate Intranet**

Using For Prospecting:

Using For Prospecting For more information please contact: Cathy Stojak Marketing Projects Manager Book, Magazine & Catalogue cathy.stojak@transcontinental.ca T 514.748.6650 #4200 C 514.206.3743 www.transcontinental.com