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for Startups
5 Ways to Accelerate Growth
Marketing
20 years of experience in marketing, public relations, social media.
Founded in 2007, ProResource has a unique method of doing
customer development designed specifically for
small technology businesses.
Our clients are software companies, MSPs, VARs and IT services vendors.
www.proresource.com
Judy Schramm, CEOProResource, Inc.
Why LinkedIn?• 400+ million members, the largest
professional network on the Internet
• Founded in 2003 as a place to upload and share resumes, has become a powerful resource for social selling
“LinkedIn may be the best source of sales intelligence on the planet for finding and reaching out to a prospective customer.”
Ken Krogue“89. 9% of top sellers view LinkedIn as essential,compared with 12.8% of others.”
Jill KonrathArdath Albee
How Startups Can Use LinkedIn
• Build awareness• Get conversations started• Position your sales execs as SMEs• Validate your market entry strategy• Build a talent pool
BUILD AWARENESS
Build Awareness
Post status updates about the problem
Blog to educate about the problem
and your solution
Boost your blog posts
Do outreach to ideal
prospects and partners
GET CONVERSATIONS STARTED
Get Conversations Started
Blog•Call to action•Invite
comments
Outreach•Connect•Invite to a 10-
min call
Groups•Add to
discussions•Ask questions
POSITION SALES EXECS AS SUBJECT MATTER EXPERTS
Position Sales Execs as SMEs
Social selling profile
Blog
Status
updates
VALIDATE YOUR MARKET ENTRY STRATEGY
Create a Test MatrixMessage
#1Message
#2Message
#3Message
#4
Persona#1
Persona#2
Persona#3
Try differentbenefits
Use different words
Try different industries, job titles, keywords
You need 50-100 per cell Tag them so you know who was in each group (and you don’t contact anyone twice) Track results!
1000 introductions = 50 interested
BUILD A TALENT POOL
Define search criteria
Search for people who fit the criteria on LinkedIn
Introduce yourself, mention
the job
Send follow-up message with link
to job posting
Reach out again to the people you
want most
How to Recruit Top Talent
Special Offer• To thank you for attending the webinar, I’d like
to offer you a free LinkedIn Strategy Session– We can talk about how to use LinkedIn for your
specific situation– 30 minutes, phone or Skype– Regularly $99 – FREE for you!– To schedule, email [email protected]
Questions?
Judy SchrammProResource, [email protected]
www.linkedin.com/in/judyschramm
@proresource
http://blog.proresource.com/
Lots of LinkedIn tips in the blog!
