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Using The World’s Largest BusinessUsing The World s Largest Business Network Effectively
Use LinkedIn to find jobs, people and opportunities j , p p pprecommended by their trusted contacts
A ProMatch Networking Team WorkshopA ProMatch Networking Team Workshop
First Things
• Set cell phones to vibrate (If it rings, then $10 to www.LLS.org)
• Unclear Liquids and Food are Okay
• There are no Dumb Questions (at least regarding LinkedIn)( g g )
• Ask for 2+ volunteers to read the cartoons, take turns round-the cartoons, take turns roundrobin. Don’t use your voice (have fun).
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Introductions
• Your name and elevator speech– Listen for others in your industry for group work
• Level of experience with LinkedInKeep it to 60
d !e e o e pe e ce t ed
• Target compan(ies) for connectionseconds!
• Expectations from the Class
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Workshop Objectives
1. Build your profile
2 B ild t k2. Build your network
3 S h f j b3. Search for jobs
4 Market yourself4. Market yourself
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Rapid-Labs: Time Box ~5 min or less
1 Revise your Profile1. Revise your Profile2. Send an Invitation to Connect3. Request Introduction4 Investigate Answers and Groups4. Investigate Answers and Groups5. Search Jobs and Contacts6. LinkedIn Embedded Applications
(Close laptop when finished)(Close laptop when finished)5
Intro: LinkedIn Connections
Coworkers
Former coworkers
Business partnersp
Clients
Friends
Classmates
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Intro: Your Network
• Your Network 3• Your Network• Detailed Profile Visible
Di tl t d
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1– Directly connected
• <=3 Connections away 321
1
– In your LinkedIn Groups
• Not Your Network• Not Your Network• You Can See only “Public” Profile
f– More than 3 steps away from you– Not Connected at all
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Intro: Build Your Network - Strategy
• Whom should I invite?– Former Colleagues– Senior managers/executives for credibility– Credible recruiters with large networks
People who you know– People who you know– Go for Quality, Not Quantity
A id A ti I it ti f P l Y D ’t K• Avoid Accepting Invitations from People You Don’t Know, unless introduced to them by a mutual acquaintance.
Groups• Groups– Associations– Alumni Associations, Networking Groups, etc.g p– Answer questions to demonstrate credibility & expertise– You may be more likely to get help, if you give it first
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Intro: Ways to Get Linked Out on LinkedIn
1 U th d i it ti ( li it i t d)
… or Things to AVOID
1. Use the canned invitations. (personalize it instead)
2. Any time you see an interesting profile, invite them to connect.
3. Invite everyone from all your Yahoo! Groups and other discussion lists and forums. (be focused and purpose driven)discussion lists and forums. (be focused and purpose driven)
4. Ignore those silly contact settings. (turn off auto update for major rev.)
5. Answer as many questions as you possibly can in as many different topics as you can, even if you don’t know the answer.
6. Ask all your contacts for recommendations and offer them one in return - especially all those people you don’t know.
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p y p p y
7. Never talk to people, only msg. (build personal relationships)
Prepare for Lab 1: Editing Your Profile
Edit Your Profileff f1. Turn off Auto-Notification
2. Compose Your “Headline”3. Select Your “Primary Industry of Expertise”4 Edit Your Current and Past Positions4. Edit Your Current and Past Positions5. PSRs Go into “Summary” section
G “6. Experience Goes into “Experience” section7. Choose a Good Public Profile URL8. Edit Your Public Profile9 View and Discuss Your Profile
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9. View and Discuss Your Profile
1. Turn Off Auto-Notification
• Why and when to turn off?
If you are doing a series of major edits you don’t want to– If you are doing a series of major edits, you don’t want to pester your entire network with “Person X has changed their profile” 10 times in the afternoonp
• Click on Accounts & Settings
• Under “Privacy Settings” Click on “Profile and Status Updates” and Select “No, do not notify anyone…”p , y y
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2. Compose Your Headline
• Your professional “headline”:
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3. Industry of Expertise
What is your primary industry of expertise?
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4. Current and Past Positions
Current and Past Positions
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5. PSRs (Summary)
PSRs go into the “Summary” Section of Profile
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6. Experience
Experience Goes Into the “Experience” Section
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7. Set Your Public Profile URL
Choose a Logically Named URL
Edit from web site created name to li dpersonalized one
Was http://www.linkedin.com/in/26df874
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7. Set Your Public Profile URL
Choose a Logically Named URL
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8. Edit Your Public Profile
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9. View Your Public Profile
Non-LinkedIn Users and Users More than 3 Steps Away will See Only This Profile:y y
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9. View Your Complete Profile
LinkedIn Users 3 or Fewer Steps Away will See This:
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10. Market Yourself – Recommendations
• Include a testimonial from a former colleague in your profile
• Crafted and approved by both parties• Considered of utmost importance by some recruitersp y• Often you can write the testimonial and simply have the
other person approve it• “Scratch each other’s back” is less credible – minimize
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LAB 1: Revise your Profile
• Team up in small groups by• Team up in small groups by • Success teams
I d t ti l k t (bi t h fi i l b)• Industry or vertical market (biotech, financial, web) • Related job title (i.e. marketing, tech, sales)
– Help each other with LinkedIn & Networking• Review and revise your profileReview and revise your profile
• About 5 minutes
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Make Contact: Finding Connections
• Get clients• Get clients• Hire employees• Find sales leads• Reach business partners• Identify industry experts• Locate references
• Type keywords that describe the person you are looking• Type keywords that describe the person you are looking for: search by title, company, location etc.
• Search and view profiles of people up to 3 degrees away from you (connected via other people)
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Making Contact: remind people where you met
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Make Contact: How
• Invitations– You invite a LinkedIn Member to JoinYou invite a LinkedIn Member to Join
• Most LinkedIn Members can be Invited. Even for those whom you have no e-mail address
• IntroductionsIntroductions are through your direct network– Introductions are through your direct network
– All connections in chain see all content — be careful5 O I t d ti t ti F A t– 5 Open Introductions at a time on Free Account
• InMail (they claim 30 times better for response than a cold call)( y p )
– Direct Access to someone outside your network– Business Account is $25/month, 3 InMails / month
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Business Account is $25/month, 3 InMails / month• See the handout for all the features per account type
Invitations, Introductions
• Go to Your LinkedIn Home PageGo to Your LinkedIn Home Page
• Click on My ContactsC c o y Co tacts
• Send an Invitation (personalize it!)(p )
• Request an Introduction
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Demo & Exercise: LinkedIn Home Page
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My Connections
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Send An Invitation
• Search for the Person You Want to Invite• Usually No “Introduction” is Required• Some LinkedIn Users Require that you Know q y
their E-Mail Address
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Find by Name
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Find by Keywords & Industry
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Send an Invitation: How do you know them?
U Li k dI tUse LinkedIn to FIND the connections &
backgroundbackground.
The more personalThe more personal the contact, the
better.
Sales people don’t stop at ONLY sending email
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at ONLY sending email. They can call or visit!
Send an Invitation: Which to Choose?
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Send Facilitator an Invitation
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Send Invitation to Connect
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LAB 2: Send an Invitation to Connect
• Team up in small groups• Team up in small groups – By success teams or industry– Help each other with LinkedIn & Networking
• Send one or more invitations to connectSend one or more invitations to connect– Personalize them
• About 5 minutes
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Request an Introduction: Search for the Person
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Request an Introduction: Connection
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Request an Introduction via Connection
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If You are Stuck at Getting Introduced, Try www.Jigsaw.com - Business Card Info
G t b i d t t i f• Get business card contact info• Every new contact you add in – you get a contact out
Every contact error you report you get a contact out• Every contact error you report – you get a contact out• $5 for one contact, $25/month for 25 contacts, … 41
Jigsaw – find contacts
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Spoke – Where Businesspeople ConnectSM
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LAB 3: Request introduction
Requests one or more introductionsRequests one or more introductions– Personalize them
• Refresh them of your last conversations or activities• Tell them why you’re asking for the introduction
– (AIR: Advice, Information, Referral)– THEY ARE NOT RESPONSIBLE TO GET YOU HIRED
• About 5 minutes
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Expanding Your Network in Bulk
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Expanding Your Network in Bulk
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Expanding Your Network in Bulk
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Expanding Your Network in Bulk
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Answers
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Answers
• Ask Clear and Concise Questions to get Clear and Concise Answers• If long or complex, summarize in an opening sentence or
two – to help the reader to quickly assess the broad issues
• Describe how you “are not lazy” and have already tried to investigate the answer. Share any related web links. The
h d b tt t b Wiki di FAQanswer had better not be on Wikipedia, a FAQ or some easy place.
• Answer only questions to which you actually• Answer only questions to which you actually have a Coherent Answer based on Real KnowledgeKnowledge
• Keep Politics, Religion, etc, out of Answers
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• (unless that is your profession)
Relevant Questions or Answers don’t Waste People’s Time
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Groups
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Groups
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Groups
• See the tabs and discussions
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Groups – How do they help?
• See the jobs tab for postings• Groups expand your networking links• Groups expand your networking links• You can ask questions or discuss within the group
(i d t ) k t hi(industry) – seek out coaching • Local meetings and networking opportunities• Caution: can get MANY emails! See Appendix D
on “Yahoo filters” to automatically route email to yfolder
• Creating a groups is quite easy – and freeClick the link on the top right of groups– Click the link on the top right of groups
– Enter about a page of descriptive info & logos 55
Groups on other web sites – local networkingwww.MeetUp.com ($12 / month to create)
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Groups on other web sites – local networking www.WorkIt.com
14 February 2008 LinkedIn, A ProMatch Networking Team Workshop 57
LAB 4: Investigate Answers or Groups
• You choose what to investigate• You choose what to investigate– LinkedIn
• Expanding your network in bulk• Answers• Groups
– Other networking websites for local groups• www.MeetUp.com• www.WorkIt.com
• About 5 minutes• About 5 minutes58
Demo & Exercise: Contacts & Jobs
Contacts & Jobs
– Find a Contact at a Target CompanyFind a Contact at a Target Company– Search for Jobs Posted on
• LinkedIn• LinkedIn• Simply Hired
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Find Contacts at Target Companies
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Find Contacts at Target Companies
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Find Jobs
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Find Jobs
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LinkedIn Toolbars
• Why - finds your contacts when you are on other job boards you don’t have to search!other job boards – you don t have to search!
• To install, click on link in footer navigation
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LinkedIn Toolbars
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LinkedIn Outlook Toolbar
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LinkedIn Browser Toolbar
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LAB 5: Search Jobs and Contacts
• Find a Posted Job and Contacts• Find a Posted Job and Contacts– Optionally, install LinkedIn Browser Toolbar
– Search for a posted job on LinkedIn databasep j– Find Linked In contacts for the job at the
company in questioncompany in question
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Embedded ApplicationsCustomize Your LinkedIn Profile
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Embedded Applications
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Embedded Applications
• Share• Share interests
•• EstablishEstablish
credibility
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LAB 6: Embedded Applications
• Investigate choose some to install• Investigate, choose some to install
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Ways to Use LinkedIn, Summary
• Preparation for Interviews– Search for Profiles of Interviewers – Identify Informational Interview Candidatesy
• Find jobs listed only on LinkedIn• Get back in touch with colleagues• Connect to someone close to a• Connect to someone close to a
PositionU Li k dI tUse LinkedIn to
FIND the connections & background.
74The more personal the contact, the better!
Evaluation
Course Evaluation
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Appendix
A diAppendices
A. Introduction Email B. Request to Forwarding EmailC. InMail Example ContentD. Yahoo email filters – route emails from
t f ldgroups to a folder
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Appendix A: Introduction Email
Dear John Doe,
Jane Doeman referred me to you as a key thought leader for marketing programs inJane Doeman referred me to you as a key thought leader for marketing programs in your company. She mentioned that you are looking for business development ideas in your new program.
I am contacting you to explore some ideas that could be valuable to you and your team including, strengthening your market position, leveraging your products to new channels in Europe
I have proven success in growing businesses such as yours with high recommendations from my working teams as you will see in my LinkedIn endorsements. I am motivated to put those skills to work for your company.p y p y
I would be happy to talk on the phone with you or one of your colleagues next week to discuss a potential collaboration. I can be easily reached at xxx-xxx-xxxx.
Thanks for your help and I look forward to adding value to your organization!
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Appendix B: Request to Forward Email
Dear Jane,
Great to hear from you again. Thanks for your kind offer to forward on introductions for me as I have done for you in the past. I have an introduction that I would like you to help me with which may also add to y p ythe success of your projects.
We talked weeks ago about one of your colleague’s need for someoneWe talked weeks ago about one of your colleague s need for someone to add fresh ideas to his marketing programs
I ld tl i t if ld f d th f ll i tI would greatly appreciate if you could forward the following message to John Doe this week. I believe that I could add value to his organization as well as yours by collaborating on the project.
Best wishes,
Appendix C: InMail Example Content
Dear John Doe,
I found your contact information on LinkedIn and I realized that we share severalI found your contact information on LinkedIn and I realized that we share several connections in common from the Marketing Association. It seems that you are an industry leader in the field and may be interested in the results of a new survey I have conducted.
I am contacting you to share some ideas that could be valuable to you and your team, including strengthening your market position and leveraging your products to new channels in Europe.channels in Europe.
I have proven success in growing businesses such as yours with high recommendations from my working teams as you will see in my LinkedIn y g y yendorsements. I am motivated to put those skills to work for your company.
I would be happy to talk on the phone with you or one of your colleagues next week to di t ti l ll b ti I b il h d tdiscuss a potential collaboration. I can be easily reached at xxx-xxx-xxxx.
Thanks for your help and I look forward to adding value to your organization!
Appendix D: Filters in email
Use when you belong to many groups, and you want to
t ti ll t il tautomatically route email to a specific folder
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Appendix D: Filters in email
