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Leveraging LinkedIn for Business Development

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Page 1: Leveraging LinkedIn for Business Development
Page 2: Leveraging LinkedIn for Business Development

Today’s Presenters

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Todays’ Content

1 2 3 Enhance

your Brand, and use

it to engage your

market

How to best use LinkedIn.com &

the RPS licences for business

development activities

Tips and Tricks to leverage your network

through effective engagement

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What every sales person is essentially saying

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Clients aren’t always ready to buy …. So think Like a Marketer

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Make your profile speak for itself

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The anatomy of a well-branded profile

Engage with a friendly &

professional photo

Custom link public profile

Be found easily with a descriptive

headline

Publish long form content

for your network to

read

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Write a killer summary that

talks about you

Offer Insights into you & your

professional life

Attach YouTube videos &

slideshare presentations

Helpful Hint: Look at your company brand and try to emulate and extend the branding a style to your personal page

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Why ask for Recommendations? Decision Makers ….

76% Prefer to work with vendors recommended by someone they know

73% Prefer to work with sales people recommended to them

65% Of B2B decision makers say their network is critical for checking references

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Key Takeaways for Personal Brand

1. Connecting … What’s in it for them? 2. Technology has changed what we do 3. Nurturing is part of the sales cycle.

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Educate First. Sell Second.

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Curate or create?

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Curation in 3 easy steps

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Utilise LinkedIn Pulse for the most popular information trending in your industry that day

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Utilise Google Alerts for content

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6 easy (and fast) ways to create your own content

1. Ask you candidate placements to answer questions about their new role after 3 months

2. Ask your clients to guest post about industry issues

3. Ask Consultant’s in your business to write about why they chose a career in recruitment and why they chose to work at your agency

4. Ask the owner of your business to write a post about why they love your business

5. Provide your own commentary, insights, and notes on industry issues

6. Create checklists (list the one you are reading right now), and “how to guides” for your prospective customers

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Key Takeaways for Engaging

Think like a marketer. Interact with your network. Follow the 411 Four curated post One created post One Company related post or

job

Be a thought leader Be visual

Be interactive

1

92% of B2B buyers engage with sales professionals who are known industry thought leaders.

(Source: Survey of 1,500 LinkedIn members who influence or make B2B purchases and are Managers or above).

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(Source: Survey of 1,500 LinkedIn members who influence or make B2B purchases and are Managers or above). 20

B2B Influence? According to a survey of B2B buyers or influencers on LinkedIn:

4%

87%

Only 4% had a favorable impression of a salesperson who reached out cold.

But 87% had a favorable impression of a salesperson who was introduced to them

through someone in their professional network.

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Linkedin.com vs. Recruiter Professional Services License

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Connect and talk

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Using LinkedIn.com

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Linkedin.com - Alumni

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Using LinkedIn.com

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Access ‘Groups’ from your Home Page

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Groups Home Page

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Groups can be a great place to find vacancies

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Stay up to date with employers in your market

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Following Companies

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How do you follow a company?

What do I see? As vacancies are

listed by the employers you follow they will be served up to you on a daily

basis

Stay informed on who’s hiring??

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Key Takeaways for BD on LinkedIn

1. Personalise the reason you connect 2. Leverage warm introductions 3. Search on the jobs of your prospects 4. Follow companies & groups.

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Recruiter Professional Services (RPS)

• Premium sourcing platform built specifically for recruitment agencies for identifying and contacting clients and candidates

• 100% reach of 350M+ LinkedIn members, find and filter prospects, and directly engage the right people with InMail

• Provides you with real time leads and insights into prospecting into the right client at the right time with the right message

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Market intelligence – Map the entire market using the Insights tab

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Market intelligence – Which companies are hiring?

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Meet my unique – Who will hire a very specific person?

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Know when your prospective clients are hiring using Saved Search Alerts

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Engage prospects using best practice InMail functionality

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8 Golden rules of prospecting via InMail

1. Grab attention 2. Show them that you are selective 3. Be conversational and brief 4. Focus on the relationship, not the sell

5. Time your outreach 6. Be patient 7. Include a call to action 8. Measure, learn, and improve using InMail Analytics

Fun Fact: 71% of buyers are more likely to engage if you mention information about their business

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Searching for ‘Jobs’ on LinkedIn

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Key Takeaways

1. Build your market intelligence through Advanced Filters and Insights 2. Receive hot leads of job vacancies through Search Alerts 3. Contact your prospects using best practice InMails

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Topics we covered in todays session

Build your brand Engage your network Recruit new clients Leverage commonalities Gain market intelligence Generate new leads Q&A

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Start building your network now