Linked in for business 7 secrets to start sales conversations - #linkedwin

© 2015 Mark Stonham

for Business

7 Secrets to Starting Sales Conversations using

See also: How to Turbo-charge your Profile

Connecting LinkedIn with Sales - #LinkedWin

mark@wurlwind.co.ukMy LinkedIn ProfileTwitter @markjstonham

© 2015 Mark Stonham

7 Secrets to Starting Conversations Using

1. Your Headline – How to get Found!

2. Searches and Saves

3. Targets and Touches

4. The LinkedIn Dashboard

5. Status Updates

6. Articles and Actions

7. Teamwork and Referrals

© 2015 Mark Stonham

The ‘Y’ of LinkedIn

© 2015 Mark Stonham

1. Your Headline – How to Get Found!

120 Characters – Positioning, Customer Value, KeywordsMake it clear, keyworded and intriguing

© 2015 Mark Stonham

Headline examples

MD of XXX – Saving Money and Improving Quality for the Public Sector

CEO XXX - Event Technology Provider - Improving Audience Engagement

CEO, XXX: Optimising product, content and journey

Head of Business Development - Mobilizing Enterprise Business Applications

International Executive Consultant - multi-cultural transformation

Business Growth Coach to small businesses around Bath & Bristol

iPhone App Developer – Mobile App design – specialist in transactional apps

© 2015 Mark Stonham

Action: Maximise headline impact and views

© 2015 Mark Stonham

2. Searches and Saves

What characterises your ‘Ideal Customer’?

❏Skill & location?❏Job title & location?❏Company & Job title?❏Interest/Group?

Build a list in LinkedIn: Search, Save, Tag

© 2015 Mark Stonham

© 2015 Mark Stonham

© 2015 Mark Stonham

© 2015 Mark Stonham

Action: Find 20, 50, 100 people who meet criteria & save them into a TAG group

© 2015 Mark Stonham

Now that you’ve built a Target List, you could just send a standard impersonal invitation.

Better to find a bridge or some common ground:

❏Check their recent activity❏Comment or Share one of their pieces❏See who you know in common❏Are they on Twitter?❏Send them a link to something you wrote

Connection isn’t necessarily the objective - talking might be!

3. Targets & Touches

© 2015 Mark Stonham

© 2015 Mark Stonham

4. LinkedIn Dashboard - Conversation ‘Hub’

© 2015 Mark Stonham

© 2015 Mark Stonham

© 2015 Mark Stonham

© 2015 Mark Stonham

© 2015 Mark Stonham

4. LinkedIn Dashboard - Conversation ‘Hub’

Action: Check once or twice a day for conversation opportunities

© 2015 Mark Stonham

5. Status Updates

© 2015 Mark Stonham

© 2015 Mark Stonham

6. Articles & Actions

© 2015 Mark Stonham

© 2015 Mark Stonham

© 2015 Mark Stonham

© 2015 Mark Stonham

Action: Start commenting on people’s articles, and then write your own.

© 2015 Mark Stonham

7. Teamwork & Referrals

© 2015 Mark Stonham

Action: Develop a Power Group on LinkedIn and help each other to succeed.

© 2015 Mark Stonham

7 Secrets to Starting Conversations Using

1. Your Headline – How to get Found!

2. Searches and Saves

3. Targets and Touches

4. The LinkedIn Dashboard

5. Status Updates

6. Articles and Actions

7. Teamwork and Referrals

© 2015 Mark Stonham

Support, Services & Training offered:

LinkedIn Pocket Guide

LinkedIn Profile Rewrites

LinkedIn Masterclass for Business Owners & SalesOne Company Course

Half day on-sitemark@wurlwind.co.uk

07980 929896 @markjstonham

#LinkedWin

www.wurlwind.co.uk