leveraging linkedin for business development | webcast
TRANSCRIPT
Topics we’ll cover
Ø Build your brand Ø Engage your network Ø Recruit new clients § Leverage commonalities § Gain market intelligence § Generate new leads
Ø Q&A
2
Make your profile speak for itself
6
The anatomy of a well-branded profile
Be Found Easily with Descriptive Headline
Essential links
Engaging, friendly picture
Killer summary
Custom public profile link
Going in with a hard sell isn’t working anymore The numbers don’t lie
75% of B2B purchases are influenced by Social
Media.
57% of buying decisions are made before a sales rep
is involved.
97% of cold calls do not
work.
Alex Hisaka, Survival of the Fittest: How Today’s Enterprise Buyers Have Evolved (http://lnkd.in/dV_QnP3), (July 21, 2014).
8
Your Personal Status Updates Think like a marketer. Engage with your network.
Ø Follow the rule of Three’s ü Personal post ü Industry post ü Company related post or job
Ø Be a thought leader Ø Be visual Ø Be interactive
9
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).
According to a survey of B2B buyers or influencers on LinkedIn: 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.
(Source: Survey of 1,500 LinkedIn members who influence or make B2B purchases and are Managers or above). 11
Recruit clients
Search posted Jobs
Navigate to company
employees +
jump into RPS Identify key hiring
managers +
leverage commonalities
Posted Job leads
13
Recruit clients
Time at Company Less than 1 year
Current Company = new client targets!
Companies adding talent
What type of hires do you specialize in?
14
Recruit clients
Build your target client list under
Any Past Company
Create a Search Alert!
Know when your current and target clients may have openings
Follow each of your current and
target clients’ Company Page
15
Your LinkedIn Business Development Strategy
16
Key Takeaways
Build a profile that markets to clients and candidates
Engage your network to stay top of mind Personal Status Updates
Recruit new clients by leveraging commonalities Alumni functionality LinkedIn Groups Company & Career Pages Use refinement filters + Search Alerts in Recruiter Professional Services
Business Development on LinkedIn: The Staffing Agency’s Guide
Coming soon!
Now Available! linkd.in/1rCwGtu