Power Productivity on LinkedIn. Hubspot & Jill Konrath

Transcription

1 Power Productivity on LinkedIn Hubspot & Jill Konrath Contact Information: (617)-PATRICK

2 Why you care More sales Use old school techniques Faster & more productive with LinkedIn Case study Insurance company At least 6 deals Each deal is $25,000+ 2

3 Outline LinkedIn For processes in sales Prospecting Cold calling done in case study First meetings Using referrals Et cetera Your profile minimal Building your network Groups, Q&A, etc Handouts 3

4 Prospecting 4

5 Prospecting LinkedIn Home page 5

6 Prospecting LinkedIn sales perspective - a database of prospects - searchable - contains research data about each prospect conversation starters mutual friends Example salesman: Sells computer networking hardware Typical prospect: VP of Operations Boston area 6

7 Prospecting LinkedIn Advanced Search

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12 White Paper White paper LinkedIn Tips For Sales 10 Things To Examine In A Target s LinkedIn Profile 12

13 Windows Productivity Tip Instead of click Go to page Then come back CTRL-click creates a tab in the background Works in Internet Explorer Chrome Firefox Put many tabs in the background Use CTRL-tab to cycle thru them 13

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16 LinkedIn For prospecting? Search LinkedIn s database for Titles Location Industry Keywords Cisco, Juniper Company name Others 16

17 Cold Calling

18 Cold Calling Me, cold calling a reporter Back story, through HARO: 13) Summary: Sales call tips Name: Emma Johnson (Major business monthly) Category: Business and Finance query-10jx@helpareporter.com Media Outlet: Major business monthly Typical approach Deadline: 07:00 PM EST - 2 March Query: Seeking salespeople from established businesses to offer tips and experience on how to reach the decision-maker / how to gain credibility over the phone or get past the gate-keeper in order to get a meeting with the person with authority to make the purchase. Also seeking experts on this topic with a platform - book, consulting business, etc. 18

19 My Plan Limit time to 30 minutes Determine importance of prospect Research - Internet, LinkedIn, Twitter Use it all to get in the door 19

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22 No phone number Bummer, but address

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26 Awesome Power Of LinkedIn 2 nd level connections Friends of friends Use Irish guilt 26

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28 My Plan Robert McGarvey I remembered talking to him about something, but had to search through to verify We talked about Twitter for an article in March 2010 I will refer to that with Emma Johnson Super advanced Could search my LinkedIn invitation to Robert McGarvey with advanced search of Inbox Bad search engine Could put my personal notes on my copy of Robert McGarvey s profile 3 28

29 Great info in her case 29

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36 My Plan Quick investigation of everything Web site portfolio web site Summary, old jobs, college, etc Twitter The gold mine in this case Don t even need an account 36

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39 My Plan Have address, so send direct Found through Google Twitter research Use research to build rapport Show her how I got to her LinkedIn common connection Refer to one of her tweets Refer to her Twitter tag line Intersect of money and life Sent LinkedIn invitation also 39

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41 Review Perspective Time Is 30 minutes worth it for this client? Research gave me advantages over a competitor Still didn t work 41

42 Great Sales Pat Tricks Cold call tip: Cold call happy people with an ice breaker After Auburn won the college football national championship Search for Title: CEO College: University of Auburn Stats CEOs 388,000 Auburn 566 Football 23 Recent newsletter 42

43 LinkedIn For Ice Breakers Fields to examine before Cold calling First meetings Profile Common connections Professional headline Old jobs Old schools Interests Near bottom Not everyone fills these in Their blog Contact information Plenty of others 43

44 Find Referrals Common connections can be referrals In Search Results, see Shared connections Robert McGarvey Doesn t always work In profiles on right, 2nd screen down 44

45 Find Referrals Another referral technique Look through your best client s rolodex Get a recommendation from them Then find their connections with similar titles See guest Hubspot blog from March 15 th at Strategies-to-Get-More-Sales-Referrals-With-LinkedIn.aspx 45

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48 First Meetings 48

49 First Meetings Scrutinize target profile Ice breakers Flattery points 2 examples Tom Atkinson at Enernoc Cornell Jim Bourdon Interests golf, skiing These are at the bottom 49

50 Your Profile 50

51 Profile Tips Create a Professional Headline Right under your name Should be a word marketing slogan Not Sales Rep at Acme Sales representative at Acme, providing used Cisco equipment in the Boston area Bonus tip 51

52 Profile Tips Your profile should contains keyword your prospects might search for Cisco, computer networking Voice Over IP, VOIP List your territories Boston, New York, Providence Someone may search for those You can only have one location zip code, but you can list all cities you service Shows up in Google listing, too 52

53 Your Network 53

54 Your Network Friends of friends network Rolodex that gets updated when people move Never lose a good contact again If someone moves, search for their replacement 54

55 Friends = LinkedIn Connections 1 st Level Connections 2 nd Level Connections CEO, Death Star Me Pilot Hitman Attorney Soup Nazi, New York 55

56 Friends = LinkedIn Connections 1 st Level Connections 2 nd Level Connections CEO, Death Star You Pilot Hitman Attorney Soup Nazi, New York ,000 56

57 Advanced LinkedIn You can only see 1 st, 2 nd, and 3 rd level connections 3 rd level connections show as John P. Pay $ a month to see more Avoid paying LinkedIn $

58 Building Your Network Definitely get LinkedIn with everyone you trust Co-workers, clients, vendors, etc High school friends, neighbors Never know who knows who Lower performers can be become best performers Many strategies Many techniques Many trade-offs 58

59 Advanced Pat Tricks Building your network Major warning Don t invite people you don t know! If 5 people say IDK you, you are blacklisted 59

60 Miscellaneous Questions & Answers Searchable Search for computer network Cisco Super advanced Set up a Google alert "cisco router*" site: 60

61 Miscellaneous Groups Searchable Recommendations Much more 61

62 LinkedIn - A Bad Name What do you need? You are looking for knowledge relevant information fast 62

63 Should have called it Prompt Access T o Relevant Information Containing Knowledge 63

64 Should have called it P A T R I C K 64

65 Summary LinkedIn Powerful research tool Friends of friends network Rolodex that gets updated when people move Helpful for sales in Prospecting more efficiently Making cold calling warmer Warming up first meetings Getting referrals in new, innovative ways Intro to Profile Setting up your network 65

66 There s much more Handout My website Videos Blog Invite me to connect if you want Contact Information: (617)-PATRICK pat@617-patrick.com