Carol Smith is a revenue maven and she'll help you find the hidden sales using LinkedIn

1. Exclusively
for…
Marke8ngCamp
San
Francisco
Conference
Profit
by
LinkedIn
Advanced
LinkedIn
Tips
Carol
Smith
Tuesday, April 2, 13

2. How
to
Share
on
Twi;er
#MCSF
Marke+ng
Camp
hashtag
@CarolSmithCEO
Twi;er
*
Not
affiliated
with
the
LinkedIn
Corpora8on
All
Rights
Reserved
2013
Revenue
ADrac8on
Tuesday, April 2, 13

3. Carol
Smith
Exper8se
§ Hewlett-­‐Packard’s
first
online
sales
channel,
conception
to
global
§ National
sales
teams,
channels,
direct
sales,
major
accounts
for
international
product
importing
&
marketing
company
§ Global
business,
lead
generation,
inbound
marketing,
sales
training
§ 14,000
coached,
world-­‐wide,
including
basic
to
LinkedIn
“Train
the
Trainer”
workshops
§ LinkedIn
#85,497,
1%
LinkedIn
Club
Copyright
2013
Revenue
ADrac8on
Tuesday, April 2, 13

4. Leveraging
Technology
§ LinkedIn
App
-­‐
connect,
update,
&
engage
§ Hootsuite
-­‐
schedule,
automate,
leverage
across
mul8ple
pla^orms
§ RiteHere
App
–
in
field
networking
&
8me
and
territory
management
tool
Copyright
2013
Revenue
ADrac8on
Tuesday, April 2, 13

5. My
Assump8ons
§ Your
Goal:
Increase
Revenue
§ Objec8ve:
Win
the
next
client,
generate
leads
§ Resources:
Very
busy
with
no
8me
or
money
to
waste
§ Online
Time:
Facebook
is
your
primary
online
social
media
site
§ LinkedIn:
You
have
a
LinkedIn
profile,
but
not
much
has
happened
§ Ques8on:
How
to
make
LinkedIn
work
for
your
business
Copyright
2013
Revenue
ADrac8on
Tuesday, April 2, 13

6. Overview
§ Power
Profile
for
Profit
§ Mone8ze
for
your
business
model
(not
theirs)
§ Laser
focus
on
strategies
that
work
§ Assembling
your
RockStar
team
§ 9
Deadly
Sins
Copyright
2013
Revenue
ADrac8on
Tuesday, April 2, 13

7. Power
Profile
for
Profit
Sign Up
How to
Complete Your
Power Profile Profit by LinkedIn
Be Found &
Engage Consistently
Thought Leadership
Attracts Revenue
Copyright
2013
Revenue
ADrac8on
Tuesday, April 2, 13

8. Desired
Client
Demographics
Laser focus on
Gender
Educatio
Location Desired Client
Age
Income
Tuesday, April 2, 13

9. Character
Limits
1. Professional Headline: 120 maximum characters
2. Summary: 2,000 maximum characters
3. Specialties: 500 maximum characters
4. Company Name: 100 maximum characters
5. Website URL: 256 maximum characters
6. Position Title: 100 maximum characters
7. Position Description: 2,000 maximum characters
8. Interests: 1,000 maximum characters
9. Skills: 25 skills, 61 maximum characters per
Maximize the use of your LinkedIn real estate!
Tuesday, April 2, 13

10. Power
Profile
for
Profit
1. LinkedIn Profiles should be forward looking, first person
2. Share what you are looking to do and your value
3. Make it easy for people to connect (contact info in summary)
4. Use language that describes the value of what you did
5. Go beyond your resume for maximum results
6. Profile picture: headshot only, smiling, eyes on camera
Copyright
2013
Revenue
ADrac8on
Tuesday, April 2, 13

11. Mone8ze
Reasons
to
be
on
LinkedIn
1.
Be
Found
2.
Find
Others
Copyright
2013
Revenue
ADrac8on
Tuesday, April 2, 13

12. Mone8ze
for
your
Business
Facebook
$25,000
Pinterest
$48,000
(es8mated)
TwiDer
$52,000
LinkedIn
$109,000
Source:
Seeking
Alpha
2012
Copyright
2013
Revenue
ADrac8on
Tuesday, April 2, 13

13. Mone8ze
LinkedIn
is
a
sales
tool.
§ Research
§ Connect
§ Gather
Insights
§ Showcase
Expertise
Copyright
2013
Revenue
ADrac8on
Tuesday, April 2, 13

14. Networking
Strategy
“… the greater the number of connections
the greater the likelihood of higher
personal income – “
“those with personal incomes between
$200K-$350K were seven times more
likely than others to have over 150
connections!”
Source: Anderson Analytics
Copyright
2013
Revenue
ADrac8on
Tuesday, April 2, 13

15. Networking
Strategy
§ Closed Network: Connect with people you know well and
can recommend (CEO’s, Security Professionals)
§ Networker: Connect with people who you’ve met (Local
Business leaders, Industry Professionals)
§ Business Builder: Ask “why not” and connect if doesn’t
hurt your brand (Recruiters, Social Media experts)
Copyright
2013
Revenue
ADrac8on
Tuesday, April 2, 13

16. Strategies
that
Work
What
strategies
have
worked
for
you?
Copyright
2013
Revenue
ADrac8on
Tuesday, April 2, 13

17. Strategies
that
Work
§ Customer-centric enticing profile
§ Use of visuals and emotional language
§ Promote value-add content
§ Hub of valuable & relevant information “go to
person”
§ Consistently share, engage, follow, comment
§ Connections invited to visit website, 1:1, Skype
Copyright
2013
Revenue
ADrac8on
Tuesday, April 2, 13

18. 9
Deadly
Sins
§ No
profile
picture
§ Invites
to
connect
using
the
standard
invite
§ Spamming
your
connec8ons
§ Anything
but
your
name
&
creden8als
in
the
name
field
§ Incomplete
Profile
§ Difficult
to
find
contact
informa8on
§ Email
address
which
doesn’t
work
or
isn’t
checked
ooen
§ Selling
on
LinkedIn
§ Inconsistent
or
nonexistent
engagement
Copyright
2013
Revenue
ADrac8on
Tuesday, April 2, 13

19. A
Roadmap
for
Success
§ Power
Profile,
100%
complete,
perspec8ve
of
desired
client
§ 500+
Connec8ons,
Size
and
Quality
MaDers
§ Be
Consistent,
Be
Ac8ve:
30
-­‐
60
minutes
a
day
§ Be
Generous:
tes8monials,
endorsements,
sharing
§ Collaborate,
coordinate,
expand
the
pie,
“hunt
as
a
team”
§ Set
up
face-­‐to-­‐face,
virtual
mee8ngs
Copyright
2013
Revenue
ADrac8on
Tuesday, April 2, 13

20. Assembling
RockStar
Team
Why
have
a
RockStar
Team?
What
is
a
RockStar
Team?
How
can
a
RockStar
Team
Help?
Copyright
2013
Revenue
ADrac8on
Tuesday, April 2, 13

21. Pre
Release
Copy
#MCSF
aDendees
eligible
for
a
free
pre
release
copy.
How?
Write
“Book”
on
your
business
card.
www.RevenueADrac8on.com/
products
Copyright
2013
Revenue
ADrac8on
Tuesday, April 2, 13

22. Revenue
AcceleraFon.
We
Can
Help.
Contact:
Carol
Smith
Carol@RevenueA;rac+on.com
650-­‐275-­‐3817
www.RevenueA;rac+on.com
Tuesday, April 2, 13