LinkedIn For Government Contractors

Transcription

1 LinkedIn For Government Contractors Contact Information: Patrick O Malley (617)-PATRICK pat@patrickomalley.com Kimberlee Hayward, CEO, Center for Business Relationship Strategies Copyright 2009 Patrick O Malley Corporate Training Pg 1

2 Your Prerequisites/Needs From description have a LinkedIn account know how to invite connections and accept connections You want to understand what LinkedIn is how to use it to network for government business Copyright 2009 Patrick O Malley Corporate Training Pg 2

3 Goals/Objectives You will understand the basic concepts of LinkedIn to create a more effective profile build your network understand how to use LinkedIn as a research tool for prospecting, teaming partners, B2B & B2G cold calling setting up a meeting & entertaining referrals keeping in touch learn a few of my undocumented tips Copyright 2009 Patrick O Malley Corporate Training Pg 3

4 Why Are We Here? Pat O Malley I do keynote speeches and corporate training LinkedIn Facebook, Twitter, Social Media Internet Marketing Google SEO & PPC VP of Operations for search engine that was tied with Google in 2000 Kimberlee Hayward CEO of CBRS Govt business is about relationships We do NOT work for LinkedIn Copyright 2009 Patrick O Malley Corporate Training Pg 4

5 Outline Social networking today vs 10 years ago What is LinkedIn? Your LinkedIn profile Searching for others Building a network More profile tips Other features Implementing sales techniques using LinkedIn Along the way Some of my Missing LinkedIn Tips Mistakes to avoid Copyright 2009 Patrick O Malley Corporate Training Pg 5

6 Social Networking 10 years ago who is the decision maker or COTR in some target agency do I know someone there learn what I can about the COTR Business always done People you know, like and trust Through referrals What if information was more available? LinkedIn Copyright 2009 Patrick O Malley Corporate Training Pg 6

7 Old School Networking Friends & Business Associates People they know You Copyright 2009 Patrick O Malley Corporate Training Pg 7

8 What Is LinkedIn? A web site Profiles, not resumes Each Profile has a database of friends Copyright 2009 Patrick O Malley Corporate Training Pg 8

9 Your LinkedIn Profile Make it simple Not a resume Add Companies Schools Years For a LinkedIn tutorial Google LinkedIn tutorial or or Resources Go to bottom to Government Contractors Webinar Copyright 2009 Patrick O Malley Corporate Training Pg 9

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13 Connections Your LinkedIn Friends 1 st level connections are friends You (and your friend ) both agreed to connect Copyright 2009 Patrick O Malley Corporate Training Pg 13

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16 Connections Your LinkedIn Friends 2 nd level connections are friends of friends Copyright 2009 Patrick O Malley Corporate Training Pg 16

17 Connections 1 st Level Connections 2 nd Level Connections VP of Operations at Lockheed You Purchaser at Raytheon is looking for a sales job Copyright 2009 Patrick O Malley Corporate Training Pg 17

18 2 nd Level Connections Heart & Soul of LinkedIn Beauty of mathematics 50 times 50 = times 200 = 40,000 Copyright 2009 Patrick O Malley Corporate Training Pg 18

19 3 rd Level Connections 3 rd level connections are friends of friends of friends Copyright 2009 Patrick O Malley Corporate Training Pg 19

20 How To Build Your Network When you first create your profile Add contacts from Hotmail, Outlook, etc Tip ok to give password Find profiles by name Example Meg Toland from convention Copyright 2009 Patrick O Malley Corporate Training Pg 20

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24 Networking With LinkedIn 1 st level connections 2 nd level connections You Copyright 2009 Patrick O Malley Corporate Training Pg 24

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26 Networking With LinkedIn 1 st level connections 2 nd level connections Thomas Lee You Maria (Masha) Ratanova Myles Bristowe John Cass Copyright 2009 Patrick O Malley Corporate Training Pg 26

27 More Ways To Build Your Network Someone invites you Give LinkedIn addresses in bulk Add Connections in green on left See my web page ile_of_ _addresses.html or Copyright 2009 Patrick O Malley Corporate Training Pg 27

28 Who would you connect to? Work related Current colleagues Clients People you met at conventions Competitors/teaming partners?? Social Friends College roommates, social club members, teammates High school friends Neighborhood groups Parent groups Military friends Childhood friends, i.e. Cub Scout, Girl Scout, Baseball, Gymnastics, Relatives Others Copyright 2009 Patrick O Malley Corporate Training Pg 28

29 Summary So Far Editing your profile Connections 1 st level connections are friends 2 nd level connections are friends of friends Building your network through addresses from Hotmail, Outlook, etc invites you receive invites you sent Copyright 2009 Patrick O Malley Corporate Training Pg 29

30 Undocumented LinkedIn Tips Misspell your last name? See my web page for details and video %e2%80%93-misspell-your-last-name-in-your-linkedin-profile/ or Copyright 2009 Patrick O Malley Corporate Training Pg 30

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36 Undocumented LinkedIn Tips Maiden name or Nickname Yours. Copyright 2009 Patrick O Malley Corporate Training Pg 36

37 LinkedIn Tip Your Professional Headline Not your title Marketing slogan Shows up in a lot of places, including Q&A Blog entry at or Copyright 2009 Patrick O Malley Corporate Training Pg 37

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39 LinkedIn Tip Don t invite people you don t know! If 5 people say I Don t Know you, you are blacklisted Apologize, and you get 5 more Copyright 2009 Patrick O Malley Corporate Training Pg 39

40 Whoah Copyright 2009 Patrick O Malley Corporate Training Pg 40

41 LinkedIn Rolodex Rolodex or Address Book Connections, i.e. friends 1 st level connections Gets updated when connections move Deb Lavoie story Copyright 2009 Patrick O Malley Corporate Training Pg 41

42 LinkedIn For Sales - My Opinion A Rolodex A research tool for Prospecting, B2B & B2G Teaming Partners Primes and subs Cold calling Preparing for meetings Referrals Many other things Copyright 2009 Patrick O Malley Corporate Training Pg 42

43 Buying & Selling 10 years ago Ask people you trust about Personal doctor, auto mechanic, et cetera Business do you know someone who purchases. referrals for who needs my product How many people could you realistically ask? Copyright 2009 Patrick O Malley Corporate Training Pg 43

44 Connections 1 st Level Connections 2 nd Level Connections VP of Operations at Lockheed You Purchaser at Raytheon is looking for a sales job Copyright 2009 Patrick O Malley Corporate Training Pg 44

45 Elements Of Sales Research Finding decision makers First meetings More Prospecting Teaming partners Cold calls Referrals More Copyright 2009 Patrick O Malley Corporate Training Pg 45

46 LinkedIn For Research Use Search People in upper right corner, which should say Search Profiles or Search by location title company much more advanced class Copyright 2009 Patrick O Malley Corporate Training Pg 46

47 LinkedIn For Research What words would be in your target s LinkedIn profile By category: DOD D.O.D. Department of Defense Dept of Defense By company: Raytheon, Lockheed, GE Copyright 2009 Patrick O Malley Corporate Training Pg 47

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53 LinkedIn For Prospecting (Teaming) Use Search People in upper right corner, which should say Search Profiles What words would be in your target s LinkedIn profile By title: VP of Sales By company: Raytheon, Lockheed, GE By skill: Top Secret, Java Coder Copyright 2009 Patrick O Malley Corporate Training Pg 53

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57 Prospecting Find someone? Do you know someone that knows the decision maker? If you do find someone Play nice, LinkedIn style or Ask for an Introduction through some connection Call the intermediate contact directly Copyright 2009 Patrick O Malley Corporate Training Pg 57

58 LinkedIn For Cold Calling Look up the target person s profile Do you know someone who knows them? Look on the right hand side of their profile So you have anything else in common? Schools Old companies Interests Copyright 2009 Patrick O Malley Corporate Training Pg 58

59 LinkedIn For 1 st Meetings First meeting Scrutinize their profile Former companies Schools People in common Interests at the bottom To entertain them Copyright 2009 Patrick O Malley Corporate Training Pg 59

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62 Referrals Thorough LinkedIn Pick your best clients you must be a 1 st level connection to see their connections look at their profile click Connections (5 lines under their name) browse Rules? Useful for strong referrals Be careful not to overstep boundaries Copyright 2009 Patrick O Malley Corporate Training Pg 62

63 Referrals Through LinkedIn 1 st level connections 2 nd level connections You Copyright 2009 Patrick O Malley Corporate Training Pg 63

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68 Privacy Concerns? Upper right Account Settings Notifications (on left) Prevent your connections from seeing your other connections? or Copyright 2009 Patrick O Malley Corporate Training Pg 68

69 Keeping In Touch s To get all addresses for connections or Careful Updates remind them of you your status field picture answer questions Copyright 2009 Patrick O Malley Corporate Training Pg 69

70 Miscellaneous LinkedIn Features Questions & Answers Groups Join ones related to your industry Join ones that your targets would join Recommendations (Formal) Events Services Company (at top) -> Services -> Real Estate More in Advanced class Copyright 2009 Patrick O Malley Corporate Training Pg 70

71 More? My website Left navigation LinkedIn videos and tips LinkedIn Blog CBRS Training web site Invite me if you want Copyright 2009 Patrick O Malley Corporate Training Pg 71

72 LinkedIn - A Bad Name What do you need? You are looking for knowledge relevant information fast Copyright 2009 Patrick O Malley Corporate Training Pg 72

73 Call it Prompt Access T o Relevant Information Containing Knowledge Copyright 2009 Patrick O Malley Corporate Training Pg 73

74 LinkedIn - My Opinion Different things to different people 1) A way to find old friends & colleagues 2) A Rolodex or Address Book that gets updated when people move 3) A research tool 4) A way to get referrals from great clients 5) A tool to find services or contacts for business 6) A trust network 7) Job hunting 8) A place to ask and answer questions 9) A networking tool to meet new people 10) A way to form groups with people 11) A way to passively remind people about you 12) Staffing 13) More Copyright 2009 Patrick O Malley Corporate Training Pg 74

75 Summary Of Goals/Objectives You now understand the basic concepts of LinkedIn create a profile set up your network use LinkedIn for research understand how to use LinkedIn for prospecting cold calling setting up a meeting & entertaining keeping in touch learn a few of my Missing LinkedIn Tips Copyright 2009 Patrick O Malley Corporate Training Pg 75

76 Conclusion Power of a friends of friends network LinkedIn will be huge something like it? best right now If you don t use LinkedIn, Copyright 2009 Patrick O Malley Corporate Training Pg 76

77 Advanced Class Copyright 2009 Patrick O Malley Corporate Training Pg 77

78 The End Copyright 2009 Patrick O Malley Corporate Training Pg 78

79 Bonuses 15 minutes on phone at 617-PATRICK Free How To Use Twitter webinar In a month or two Free LinkedIn webinar if Fill out our survey Copyright 2009 Patrick O Malley Corporate Training Pg 79