1. to Increase Your Sales
Phil Gerbyshak
Make It Great! Institute

2. Today’s Agenda
• 30 minutes: Introduction, overview and
discussion
– Why does LinkedIn matter and how it
improve your sales?
• 30 minutes: General LinkedIn tips
– Simple (yet powerful) ways to use LinkedIn

3. Photo credit: http://www.flickr.com/photos/sagindie/392416159/

4. Why does LinkedIn Matter?
• 70+ million users
– A new member joins every second
– Executives from all Fortune 500 companies use it
• More research on company/people
– Frequently there is only imperfect information on a
company’s corporate website
– Use search to find relevant contacts on the inside
– Ask for advice or a consulting arrangement to
deepen your offering
– Leverage Company Pages to get more information
on who works at a company, their background, and
other key stats

5. Few Stats
• Average person will hold down 7-8 jobs in
their lifetime (US Dept. of Labor)
• Average person has 3 e-mail addresses
(Direct Marketing Association)
• Email address change at rate of 31% per
year (Direct Marketing Association)

6. More on why LinkedIn matters
• Reduces cold calling
– 500 connections can connect you to 3 million people
– Connecting to even 1 “super connector” can net you tons of
new contacts
• Find the decision maker faster
– Type in position and company, and you get the right person
• Makes your network more visible
– See connections right in front of you
– Great rolodex for people
• Review full profiles
– Can review who a person is, how they got to their current
position, what school they went to, what they’re reading, who
they know and more to build instant rapport
– Can share it with a co-worker

7. A few stories…
• Power of Introduction
– Phil’s story
• Business development
– Power of connection
• You know…would you mind introducing
me?
• You and I both know…
• You’re interested in…
• You’re reading…
– Power of a question
• I see you had a question about…

8. Top LinkedIn Tips
• Get a 100% Profile
• Contacts
• Inbox
• Status Updates
• People Search
• Groups
• Add People the RIGHT Way
• Answers
• Recommendations
• Other Applications

9. 100% Profile Completeness Means…
• A current position.
• Two past positions.
• Education.
• Profile summary.
• A profile photo.
• Specialties.
• At least three recommendations

10. Contacts
More first level contacts = more second level
contacts = more clients you can help

12. Inbox
You control how many messages make it to your
e-mail

13. Settings

14. Contact Settings

15. Receiving Messages

16. Status Updates
What are you doing or thinking about that can
benefit your connections?

17. Status Updates

18. What can you update your status
with?
• Interesting question that you need answer to
• Link to great article about your business
• Update about a promotion you received
• Update about your alumni
• Job opening on your team with link to apply
for it
• Award you recently received
• Press coverage you or the company recently
received
• Anything your customers may be interested in

19. Search and Destroy

20. People Search By
Position
Company
Industry
Title
School

21. Add by Searching

22. Groups
• Join ones relevant to your industry
• Join ones relevant to your interests
• Join ones that contain people you want to
connect with

23. Add People the Right Way
Don’t be a loser

24. Invite People the Wrong Way

25. Invite People the Right Way

26. Answers
• Answer questions you know something about
• Ask questions when you need help
• Suggest other people when you see a
question they can help with

27. Recommendations
• Give recommendations to those who deserve
it
• Ask for a recommendation from those you’ve
delighted

28. Other Applications
• Amazon Reading List
– Share what you’re reading
– See what others are reading
• Box.net – share
– Whitepapers
– PDF files
– Word documents
• Slideshare.net
– Great for sharing PowerPoint presentations
– Great for seeing other presentations like yours

29. Go do it!
• Set up your profile
– 100% matters
• Import all your contacts
– Invite 1 at a time
• Make new connections
• Make a few
recommendations

30. Connect with Phil
• phil@philgerbyshak.com
• http://philgerbyshak.com
• http://www.linkedin.com/in/
philgerb