This presentation is based on our WSJ and National Bestseller, CONNECT, which can be found here: http://amzn.to/1LxUhL2 Most people don't understand the true power of LinkedIn - or they have an account "just because they should." Social media has taken the humanity out of social interaction in some ways, and this is no more true than on LinkedIn, where unsolicited connection requests and business pitches are commonplace. We've cracked the LinkedIn code by going back to the basics - being a human being, reaching out, and offering value. Connecting. We'll show you how to reach out to the people that matter most for your business and generate tons of leads and sales along the way.

1. Cracking
How toACTUALLY Use LinkedIn To Generate
Leads and Sales For Your Company
Josh Turner

2. Most businesses don’t have a clue how to
use LinkedIn to cultivate honest, real
relationships.
We’ll show you how to use LinkedIn to actually
connect with people and generate tons of leads in
the process.
WE DO.

3. CULTIVATING RELATIONSHIPS
THE RIGHT WAY

4. WHAT IS LINKEDIN?
BUT IT’S
SO MUCH MORE THAN THAT
Most businesses view LinkedIn as a
necessary evil: something they have to be
on, but don’t really know how to use.

5. THAT’S LINKEDIN
IMAGINE THIS
There’s a place where millions of leading business
people are not only within reach, but are actively
looking to connect with you.

6. IT’S THIS SIMPLE
If you’re selling B2B and you want to find
the decision makers at a company,
you’ll find them on LinkedIn.

7. WHY LINKEDIN IS ESSENTIAL
It’s Facebook for business.
Everyone’s on it – and if you’re not, you’re
Seen as unprofessional.
But even if you’ve got an account, chances
are you use LinkedIn sub optimally
(the same way everyone else does).

8. BUT…
HOW DO MOST PEOPLE USE
LINKEDIN?
As an online, up-to-date
Rolodex – an enormous,
accurate database of
professional contacts.
They also send messages,
check on connections, and
seek out employers and
employees.

9. HERE’S THE TRUTH
NONE of these common practices
come even CLOSE to leveraging the
true power of LinkedIn.

10. HOW TO REALLY USE LINKEDIN
So what should you be doing on LinkedIn?
Creating and participating
in LinkedIn Groups.

11. THE POWER OF THE GROUP
Creating your own LinkedIn group positions yourself
as a leader.
Once a week, you can send a group email blast to
share content or promote your business.

12. You’re communicating on a network designed
specifically for people interested in growing their
businesses and careers.
Start with the industries that you're interested in
targeting, the geographic areas you want to focus
on.
Next, determine what size companies to target.
YOU CAN EMAIL, SO WHAT?

13. Decide which types of people within those target
companies you want to form relationships with.
Who are the people that make decisions at these
companies?
FINDING DECISIONMAKERS

14. USE LINKEDIN’S SEARCH
Search LinkedIn for different job titles you just
listed.
You should find thousands - which is great,
because now you know you have plenty of
prospects to reach out to.
Now narrow them down by the criteria you
decided on above.

15. DO THEY USE LINKEDIN?
Do the people you found actually use LinkedIn, or
do they just have an account “because everyone
does”?
Only add active users to your growing list of
potential prospects.

16. THE RESULT?
When we do this for clients, we typically find
thousands of highly engaged prospects to go
after - sometimes tens of thousands or even
hundreds of thousands.

17. SLIMMING DOWN THE LIST
Narrow
your list down to 2,000
to 3,000 of the best
prospects – people who
are most likely to buy
from you.

18. NOW…CONNECT
Invite them to connect with you.
Make it personal: Include their first name,
something you admire about their business, or a
mutual LinkedIn connection.
Not only is this the human way to interact with
people, it increases the chances of your
connection being accepted.

19. RINSE AND REPEAT
By now, you should have a database of strong
potential clients to start working.
Once you’ve done your initial database
build, then it’s time to begin a personal
messaging campaign.

20. THE MESSAGING CAMPAIGN
Start by sending a few friendly messages -
nothing about your business, no selling, just
connecting and sharing things that might
interest them.

21. POSSIBLE FIRST MESSAGE
For example: “Hey, Mark, thanks for
connecting. Congrats on your success, looks
like [insert personal comment]

22. “There’s a discussion going on in my LinkedIn
group right now on [subject they’re interested in].
I bet you’d have some great insights to share.
Here’s the link if you’re interested: [link]”
POSSIBLE SECOND MESSAGE

23. MAKING THE ASK…
“Hey Mark, we’ve been touching base here on
LinkedIn for a while now. It’d be great to learn more
about your business. Do you have time for a call next
Thursday between 10am and noon?.”

24. REMEMBER, THIS IS PERSONAL
While there’s no way to automate the process
(these are all personal messages that are honest
and build real relationships), the time is absolutely
worth it.

25. IT’S ABOUT BEING…
Consistent, not eager.
Friendly, not flattering.
Personal, not salesy.
Professional, not formal.
Building REAL relationships with REAL
people.
The question is…
what are you waiting for?

26. GET THE COMPLETE
LINKEDIN PLAYBOOK
ON AMAZON
It’s time to get real.
It’s time to get smart.
It’s time to Connect.
Buy the book onAmazon today.
GET CONNECT ONAMAZON