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Today’s Presenters
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
What every sales person is essentially saying
Clients aren’t always ready to buy …. So think Like a Marketer
Make your profile speak for itself
7
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
8
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
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
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.
Educate First. Sell Second.
Curate or create?
Curation in 3 easy steps
Utilise LinkedIn Pulse for the most popular information trending in your industry that day
Utilise Google Alerts for content
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
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).
(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.
Linkedin.com vs. Recruiter Professional Services License
21
Connect and talk
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Using LinkedIn.com
Linkedin.com - Alumni
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Using LinkedIn.com
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Access ‘Groups’ from your Home Page
28
Groups Home Page
29
Groups can be a great place to find vacancies
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Stay up to date with employers in your market
31
Following Companies
32
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??
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.
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
Market intelligence – Map the entire market using the Insights tab
Market intelligence – Which companies are hiring?
Meet my unique – Who will hire a very specific person?
Know when your prospective clients are hiring using Saved Search Alerts
Engage prospects using best practice InMail functionality
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
50
Searching for ‘Jobs’ on LinkedIn
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
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
52
Start building your network now