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Connect without Cold Calling




LyntonWeb Solutions - 1500 McGowen, Ste. 210 - Houston, TX 77004 - Telephone: 877-596-8669
Worldwide, LinkedIn has, at last count, 150 million users,
    making it a major social networking site. Whats unique about
    LinkedIn is its focus on being a social platform designed for
    professional, business networking and information sharing. This
    makes it a gold mine for prospecting for leads.


    Ironically, though, the idea of prospecting through LinkedIn is often overlooked as most people view it as
    only a place to find their next job. This is a feature, of course, however, its only one of a number of other
    features, features that can be used to locate, research, and connect with sales prospects.


    In fact, savvy salespeople are getting real results by using LinkedIn as their main source of lead generation
    which is leading to tangible revenue. Used correctly (i.e. not for cold calling), LinkedIn is a critical tool that
    can make your prospecting faster, smoother, and ultimately, more profitable.


    This guide is designed to get you started on the road to sales success by using LinkedIn as a prospecting
    tool. The steps listed are broken down into levels of difficulty indicated on the bottom left corner of each
    page.
                            BASIC           INTERMEDIATE                 ADVANCED
    It is best to start with the Basic steps and then come back for the others after.




www.LyntonWeb.com                                                      Share this information
Before you can start prospecting on LinkedIn, you need a 100% complete profile that displays as much
   useful information about your professional qualifications, range of experience, and areas of expertise in
   order to establish your credibility. Important elements for your profile should include:


        Personalized URL
        with your name
                                                                                  Concise, descriptive
           Professional
                                                                                  tagline
           picture
                                                                                  Links to your Companys
                                                                                  LinkedIn Page

        Links to your Companys
        website, blog, or a
        promotional landing
        page.

                                                                                   Strong bio with
                                                                                   keywords

           Complete history of
           experience


                                                                                                               2
BASIC
Add your other social
  networks, but only if you
  are okay with prospects
  seeing them

 Include interests so
 prospects can see if they
 share any of the same
 ones


  Show groups you are a
  part of, and, if
  applicable, be connected
  to your companys
  LinkedIn Group Page




                              3
BASIC
Recommendations from
  your co-workers or clients
  will increase your
  credibility with prospects.




   Endorsements on your
   skills will also add to
   your credibility.




                                4
INTERMEDIATE
Be sure you are active in sharing
    information from your company
    blog, industry webpages, and
    other sites so others can see the
    value in connecting with you.

    Sharing your companys blog
    content is easy and can be fully
    automated with RSS feeds and/or
    apps.




                                        5
INTERMEDIATE
To add features and apps that will enhance your profile, go to the edit your profile page and look for Add
  Sections. A pop-up menu will appear giving you a list of options to select from. Choose those that apply
  and follow the instructions. Add ones that you think will provide the most useful information to prospects
  that review your profile.




                                                                                          Find the Add
                                                                                          Sections link
                                                                                          located on your
                                                                                          edit profile page




                                                 Select from the menu of products
                                                 and apps that will provide the best
                                                 info to others
                                                                                                                  6
ADVANCED
It is good to build up a solid network of contacts. This will make your profile appear real to others and the
   amount of connections will add to your credibility. Increasing your connections on LinkedIn expands your
   audience and exposure when you share your companys content or comment on articles. Every time you
   connect to someone new, comment or share an article, all your connections see this activity in their feed.


                                       import your address book and
                                       add people in bulk




                                                                               Look for friends, colleagues,
                                                                               clients, old/cold leads, lost
                                                                               opportunities through the
                                                                               People Search function (avoid
                                                                               old girlfriends).


                                                                           send an invite to connect
                                                                           on LinkedIn after every
                                                                           meeting you have with
                                                                           prospects, customers
                                                                           and colleagues.
                                                                                                                     7
BASIC
LinkedIn provides a variety of basic options that are helpful for finding prospects. The easiest is conduct a
   search by job title, general keyword, location, industry, or company. The Advanced Search feature lets you
   enter multiple criteria for more precise results. You dont have to search only by People, but also by
   Company, Groups, Industry, and Keywords too (some criteria are restricted to Premium accounts). As you
   look at search results, focus in on the closest connections (2nd/3rd degree) as you have a greater chance of
   connecting with shared connections.




                                                                                                Click
                                                                                                Advanced to
                                                                                                access this page


                                                                                       Use multiple
                                                                                       criteria for best
                                                                                       results

                                                                                          Some criteria are
                                                                                          only available to
                                                                                          Premium users

                                                                                                                   8
BASIC
A rich source of prospects can be found in LinkedIn Groups. The key, however, is joining groups that your
   prospects would join and not ones within your industry. One way to do this is to use the advance search
   feature using groups. Narrow the groups by the available criteria and then review those groups to see if
   group members fit your ideal prospect. If you are unsure of a group look at the demographics to see who is
   the predominate profile and how active the group is.


        Start with a search
        under Groups
                                                                                   Review group stats to
                                                                                   see its composition




                          Narrow down with listed
                          search criteria



                                                                                                                9
INTERMEDIATE
Another excellent opportunity for finding and connecting with potential prospects is through LinkedIn
   Answers. LinkedIn Answers is a section where people looking for professional and business input post
   questions for other LinkedIn members to answer. By using the search criteria found in Answers, you can
   find the exact questions you and your company answer. Furthermore, the more active you are in answering
   questions, the more points you gain, and LinkedIn will publically list you as a subject-matter expert within
   that topical area.

     Find Answers                              Look under the Advanced tab and add a
     under the                                   Keyword and highlight the sorting criteria
     More tab.



                                                                                             Search results
                                                                                             lists questions
                                                                                             you can choose
                                                                                             to answer




                                                                                                                  10
ADVANCED
You can also take advantage of LinkedIn Answers by subscribing to certain questions broken down by
   industry. Use the Answer Questions tab, and click on the applicable criteria that best relates to your target
   prospects. When the search results appear, scroll to the bottom of the page and locate the RSS button to
   add these results to your feed reader or email. When new questions are posted, they will show up in your
   reader or email, making it easy for you to provide timely input to a potential prospect.

                                                             Go to the Answer
                                                             Questions tab



                                                                                     Click on the applicable
                                                                                     criteria to get results




                                         Use the RSS function to get
                                         notified of new questions

                                                                                                                   11
ADVANCED
After locating potential leads, the goal should be to qualify them based on the information you gather from
   their profile, then make a connection based on common ground you find in their profile. Evaluate how active
   they are on LinkedIn or if their profile is complete. If they lack a photo, if they have a low number of
   connections, or the profile is sparse, LinkedIn may not be the best way to connect. Think about the items
   you included on your own profile, and look at the same items on a prospects profile. A few items to focus
   on include the following:



                                                        Look at status updates, shared links,
                                                        group discussions theyve started, links
                                                        to blogs/websites/other social profiles,
                                                        and other apps on their profile.


   Look for common ground -- shared
   interests, groups, and contacts you both
   know

            Follow the prospects LinkedIn Company
            page and watch company status updates
            for opportunities to reach out.



                                                                                                                 12
BASIC
Once youve learned everything you can about a prospect, then its okay to reach out to them. Keep in mind,
   youre not trying to cold call the prospect; instead, you are trying to make a connection. Cold calling can
   earn some users a reputation of being a spammer while also reflecting poorly on their company. To
   connect seek out ice-breakers such as commenting, clicking Like, and/or sharing pertinent status
   updates a perspective prospects posts as a way to open a dialogue. Also, keep an eye on Whos Viewed
   Your Profile as these may be good opportunities to connect. Finally, when sending an invite do not use the
   standard message, Id like to add you to my network. This is your time to make a good first impression.



                                                              Watch the Whos Viewed Your
                                                              Profile section. If youre not
                                                              connected, this is a good
                                                              opportunity to connect



              Prepare short intro templates that establish
              common ground or point out a shared
              connection (We both know ____).
              Ask a non-evasive qualifying question, and
              experiment with different questions in your
              invites.



                                                                                                                   13
BASIC
Dont forget to follow up. When you send an invitation message, the person has the
   opportunity to reply directly to you via email, or as a LinkedIn message. If the person accepts
   your invitation but does not reply to your message, consider sending another follow-up
   message or attempt a phone call. Many LinkedIn users share their phone number with 1st
   degree connections.



                                                    If all else fails, consider signing up for
                                                    a premium account and use InMail to
                                                    make direct contact. LinkedIn only
                                                    charges for InMail messages that
                                                    receive a response.




                                                                                                     14
BASIC
INBOUND | WEB | TECH

   LyntonWeb is a full service inbound marketing and
   technology company. We help businesses bridge the
   gap between their marketing and technology needs.
   We work with B2B companies across a variety of
   industries, and we want to work with you.

                Share these tips with your network:


             Have questions? Click here to contact us.

                                                         15
www.LyntonWeb.com
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Prospecting with LinkedIn

  • 1. Connect without Cold Calling LyntonWeb Solutions - 1500 McGowen, Ste. 210 - Houston, TX 77004 - Telephone: 877-596-8669
  • 2. Worldwide, LinkedIn has, at last count, 150 million users, making it a major social networking site. Whats unique about LinkedIn is its focus on being a social platform designed for professional, business networking and information sharing. This makes it a gold mine for prospecting for leads. Ironically, though, the idea of prospecting through LinkedIn is often overlooked as most people view it as only a place to find their next job. This is a feature, of course, however, its only one of a number of other features, features that can be used to locate, research, and connect with sales prospects. In fact, savvy salespeople are getting real results by using LinkedIn as their main source of lead generation which is leading to tangible revenue. Used correctly (i.e. not for cold calling), LinkedIn is a critical tool that can make your prospecting faster, smoother, and ultimately, more profitable. This guide is designed to get you started on the road to sales success by using LinkedIn as a prospecting tool. The steps listed are broken down into levels of difficulty indicated on the bottom left corner of each page. BASIC INTERMEDIATE ADVANCED It is best to start with the Basic steps and then come back for the others after. www.LyntonWeb.com Share this information
  • 3. Before you can start prospecting on LinkedIn, you need a 100% complete profile that displays as much useful information about your professional qualifications, range of experience, and areas of expertise in order to establish your credibility. Important elements for your profile should include: Personalized URL with your name Concise, descriptive Professional tagline picture Links to your Companys LinkedIn Page Links to your Companys website, blog, or a promotional landing page. Strong bio with keywords Complete history of experience 2 BASIC
  • 4. Add your other social networks, but only if you are okay with prospects seeing them Include interests so prospects can see if they share any of the same ones Show groups you are a part of, and, if applicable, be connected to your companys LinkedIn Group Page 3 BASIC
  • 5. Recommendations from your co-workers or clients will increase your credibility with prospects. Endorsements on your skills will also add to your credibility. 4 INTERMEDIATE
  • 6. Be sure you are active in sharing information from your company blog, industry webpages, and other sites so others can see the value in connecting with you. Sharing your companys blog content is easy and can be fully automated with RSS feeds and/or apps. 5 INTERMEDIATE
  • 7. To add features and apps that will enhance your profile, go to the edit your profile page and look for Add Sections. A pop-up menu will appear giving you a list of options to select from. Choose those that apply and follow the instructions. Add ones that you think will provide the most useful information to prospects that review your profile. Find the Add Sections link located on your edit profile page Select from the menu of products and apps that will provide the best info to others 6 ADVANCED
  • 8. It is good to build up a solid network of contacts. This will make your profile appear real to others and the amount of connections will add to your credibility. Increasing your connections on LinkedIn expands your audience and exposure when you share your companys content or comment on articles. Every time you connect to someone new, comment or share an article, all your connections see this activity in their feed. import your address book and add people in bulk Look for friends, colleagues, clients, old/cold leads, lost opportunities through the People Search function (avoid old girlfriends). send an invite to connect on LinkedIn after every meeting you have with prospects, customers and colleagues. 7 BASIC
  • 9. LinkedIn provides a variety of basic options that are helpful for finding prospects. The easiest is conduct a search by job title, general keyword, location, industry, or company. The Advanced Search feature lets you enter multiple criteria for more precise results. You dont have to search only by People, but also by Company, Groups, Industry, and Keywords too (some criteria are restricted to Premium accounts). As you look at search results, focus in on the closest connections (2nd/3rd degree) as you have a greater chance of connecting with shared connections. Click Advanced to access this page Use multiple criteria for best results Some criteria are only available to Premium users 8 BASIC
  • 10. A rich source of prospects can be found in LinkedIn Groups. The key, however, is joining groups that your prospects would join and not ones within your industry. One way to do this is to use the advance search feature using groups. Narrow the groups by the available criteria and then review those groups to see if group members fit your ideal prospect. If you are unsure of a group look at the demographics to see who is the predominate profile and how active the group is. Start with a search under Groups Review group stats to see its composition Narrow down with listed search criteria 9 INTERMEDIATE
  • 11. Another excellent opportunity for finding and connecting with potential prospects is through LinkedIn Answers. LinkedIn Answers is a section where people looking for professional and business input post questions for other LinkedIn members to answer. By using the search criteria found in Answers, you can find the exact questions you and your company answer. Furthermore, the more active you are in answering questions, the more points you gain, and LinkedIn will publically list you as a subject-matter expert within that topical area. Find Answers Look under the Advanced tab and add a under the Keyword and highlight the sorting criteria More tab. Search results lists questions you can choose to answer 10 ADVANCED
  • 12. You can also take advantage of LinkedIn Answers by subscribing to certain questions broken down by industry. Use the Answer Questions tab, and click on the applicable criteria that best relates to your target prospects. When the search results appear, scroll to the bottom of the page and locate the RSS button to add these results to your feed reader or email. When new questions are posted, they will show up in your reader or email, making it easy for you to provide timely input to a potential prospect. Go to the Answer Questions tab Click on the applicable criteria to get results Use the RSS function to get notified of new questions 11 ADVANCED
  • 13. After locating potential leads, the goal should be to qualify them based on the information you gather from their profile, then make a connection based on common ground you find in their profile. Evaluate how active they are on LinkedIn or if their profile is complete. If they lack a photo, if they have a low number of connections, or the profile is sparse, LinkedIn may not be the best way to connect. Think about the items you included on your own profile, and look at the same items on a prospects profile. A few items to focus on include the following: Look at status updates, shared links, group discussions theyve started, links to blogs/websites/other social profiles, and other apps on their profile. Look for common ground -- shared interests, groups, and contacts you both know Follow the prospects LinkedIn Company page and watch company status updates for opportunities to reach out. 12 BASIC
  • 14. Once youve learned everything you can about a prospect, then its okay to reach out to them. Keep in mind, youre not trying to cold call the prospect; instead, you are trying to make a connection. Cold calling can earn some users a reputation of being a spammer while also reflecting poorly on their company. To connect seek out ice-breakers such as commenting, clicking Like, and/or sharing pertinent status updates a perspective prospects posts as a way to open a dialogue. Also, keep an eye on Whos Viewed Your Profile as these may be good opportunities to connect. Finally, when sending an invite do not use the standard message, Id like to add you to my network. This is your time to make a good first impression. Watch the Whos Viewed Your Profile section. If youre not connected, this is a good opportunity to connect Prepare short intro templates that establish common ground or point out a shared connection (We both know ____). Ask a non-evasive qualifying question, and experiment with different questions in your invites. 13 BASIC
  • 15. Dont forget to follow up. When you send an invitation message, the person has the opportunity to reply directly to you via email, or as a LinkedIn message. If the person accepts your invitation but does not reply to your message, consider sending another follow-up message or attempt a phone call. Many LinkedIn users share their phone number with 1st degree connections. If all else fails, consider signing up for a premium account and use InMail to make direct contact. LinkedIn only charges for InMail messages that receive a response. 14 BASIC
  • 16. INBOUND | WEB | TECH LyntonWeb is a full service inbound marketing and technology company. We help businesses bridge the gap between their marketing and technology needs. We work with B2B companies across a variety of industries, and we want to work with you. Share these tips with your network: Have questions? Click here to contact us. 15 www.LyntonWeb.com