This document provides an overview of how to use LinkedIn to generate new business leads and find sales opportunities. It discusses setting up an optimized LinkedIn profile and company page, engaging with groups, using automation to stay active, leveraging connections for referrals and introductions, and how to get found through search and contributions. Advanced features like advertising are also covered. The overall aim is to help users maximize their LinkedIn presence for marketing and lead generation.

1. Use LinkedIn to Find Leads
and Generate New Business

2. Agenda
• Introduc.ons
• The
Founda.on
You
Need
• LinkedIN
Anatomy
• Benefi.ng
from
LinkedIN
• Next
Steps

3. Who
is
this
Dan
Kraus
guy?
• 25
year
sales
&
marke.ng
veteran
– 9+
years
with
Great
Plains
SoNware
(‘89-­‐’98)
– 6+
years
with
SAP
(‘03-­‐’09)
– Allaire
– Macromedia
– Infinium
SoNware
– ADP,
Con.nental
Cable
(Comcast)
• Founded
3
companies
• UMASS
Amherst,
Marke.ng

4. Leading
Results
Overview
• Instructors
for
the
Sage
Marke.ng
Academy
• Marke.ng
services
firm
–
coaching
and
consul.ng
» 1:1
Coaching,
Group
Coaching
» Frac.onal
VP
of
Marke.ng
» Social
Media
Coaching
and
Learning
» Referral
Marke.ng
Coaching
and
Classes
• Authorized
Duct
Tape
Marke.ng
coaches
• Offices
in
Charloee,
Boston,
Philadelphia,
So.
Cal.
• Clients
throughout
North
America
• We
help
our
clients
stop
was.ng
money
on
marke.ng
that
does
not
create
results

5. Leading
Results
Core
Marke.ng
Mantra
• Don't
talk
about
the
products
you
sell;
talk
about
the
problems
you
solve.
• Then
talk
about
the
remarkably
different
way
that
I
will
experience
working
with
you
as
you
solve
those
problems.
• Be
sure
you
tell
me
what
I
get;
NOT
what
you
do.
Because
I
don't
have
.me
to
figure
out
if
what
I
need
is
what
you
do.

6. LinkedIN
–
Quick
Stats
• 100m
Members
(191342=me)

7. Why
do
people
use
LinkedIN?
A. They
are
looking
for
someone
Or
B. They
want
to
be
found
by
someone

8. What
are
your
rules?

9. 5
Keys
to
Success
• Be
Authen.c
&
Genuine
• Be
Transparent
• Show
Value
• Be
Engaged
• Contribute

10. LinkedIN
Anatomy

11. Founda.on

13. He’s
not
that
much
bigger
than
me

15. Get
to
the
Y

19. LinkedIN
Anatomy

20. Your
Profile
–
100%

21. Groups

22. LI
Today

23. Signals

24. LinkedIn
Company
page

25. LinkedIn
Company
page
-­‐
Overview
This
public
tab
lists
info
such
as:
• Basic
informa.on
about
your
company
(e.g.,
loca.on,
number
of
employees
and
industry)
• Informa.on
about
new
hires
and
employees,
including
the
viewer’s
degree
of
separa.on
• Twieer
and
blog
feeds
plus
a
“follow
company”
feature

26. LinkedIn
Company
page
-­‐
Careers
• This
is
another
public
tab
displaying
job
pos.ngs.
• With
a
paid
Silver
or
Gold
account,
you
can
add
rich
content
such
as
videos.
• You
can
also
customize
mul.ple
versions
of
your
Careers
page
that
will
display
relevant
content
for
targeted
audiences.

27. Company
page
-­‐
Product
&
Services
• Post
descrip.ons
of
your
key
products
and
services
• Receive
product
and
service
recommenda.ons
• Add
content
such
as
videos
and
promo.ons
• Purchase
recommenda.on
ads
to
showcase
recommenda.ons
for
products
and
services
and
seek
more
of
them
• Get
the
“recommend”
bueon
to
place
on
your
website
along
with
each
of
your
products
and
services.

28. Products
and
Services

29. LinkedIn
Company
page
-­‐
Analy.cs
• This
is
a
private
tab
visible
only
to
LinkedIn
members
with
administrator
access
to
your
Company
Pages.
• Two
analy.cs
let
you
benchmark
your
company
against
similar
companies
• Also
provides
“insight”

30. LinkedIn
Insights

31. How
to
Benefit
from
LinkedIN

32. Key
Areas
of
Leverage
• Credibility
• Gesng
Found
• Automa.on
• Sales
• Networking
• Adver.sing

33. Credibility
• Build
Credibility
Through
Q
&
A
and
Groups
• Get
(Write)
recommenda.ons

34. Gesng
Found
• Search
engine
op.mize
your
profile
• Par.cipate
in
Group
Discussions
and
relevant
associa.on
groups

35. Automa.on
• Tweet
from
LinkedIN
or
use
Hootsuite
• Take
advantage
of
"Saved
Searches.”
• Track
company
buzz.
• Check
in
on
"Network
Updates.”
• Use
LinkedIn
Today
to
keep
track
of
industry
news.

36. Sales
• Connect
with
prospects
• Stay
in
contact
as
people
move
• Use
OpenLink
to
send
messages
to
people
to
whom
you're
not
connected.
• Leverage
the
power
of
LinkedIn
Groups.
• Take
advantage
of
advanced
search
op.ons.

37. Enhanced
Networking
&
Referrals
• Search
contacts
for
referral
introduc.ons
• Research
aeendees
from
events
• Review
events
prospects
or
connec.ons
are
aeending

38. Contribute

39. Adver.sing

40. Free
or
Paid?

41. Bonus
Tips
• Add
a
Follow
Bueon
• Rearrange
your
profile
• Make
your
blog/website
links
sexier
• Export
connec.ons.
• Use
applica.ons.

42. Make
your
blog/website
links
sexier.
8/14/12

43. Export
Connec.ons
8/14/12

44. Applica.ons

45. LinkedIN
Best
Prac.ces
•
Profile
–
links,
keywords,
descrip.ve
•
Status
updates
(+Twieer)
•
Repurpose
content
–
Slideshare,
YouTube
•
Connect
with
clients
&
prospects
•
Search
for
leads
–
Ideal
Customer
Profile
•
Recommend
clients,
partners
•
Use
Groups
•
Ques.ons
and
Answers
•
Adver.se

46. Result
LinkedIN
ends
up
being
far
more
than
a
job
hun.ng
site
Offer
#1
Complete
the
evalua.on,
get
the
slides

47. Offer
#2
• Marke.ng
Hour
Glass
Audit
» You
complete
our
ques.onnaire
» We
spend
an
hour
or
so
with
you
to
review
your
approach
against
the
Marke.ng
Hour
Glass
» We’ll
provide
you
with
a
blank
copy
of
this
calendar
template
Check
the
box
for
the
free
45
minute
business
evalua7on

48. We
help
small
businesses
stop
was.ng
money
on
marke.ng
Thank
You
&
Ques3ons
Please
take
a
moment
to
complete
the
post
presenta.on
evalua.on
Contact
Us
Web:
www.leadingresults.com
Email:
info@LeadingResults.com
Phone:
888-­‐717-­‐1715
Twieer:
@LeadingResults
;
@LauraBLorenz
FaceBook:
facebook.com/leadingresults