Counselor Chat Tuesday, January 10,2012

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1 Chat Tuesday, January 10,2012 Vinnie_ASI Today's chat topic: Using LinkedIn to Get Sales Leads 01:15 Is anywhere here? 01:59 Is anyone here? Hi and welcome to today's chat. The topic: Using LinkedIn to Get Sales Leads. I'll be the session moderator. I'm joined by Editor Andy Cohen. Please submit any LinkedIn-related questions or comments. Let's get started! Should I be hearing audio? 02:00 I have a linked in page for both myself and my business. Where do I go on LinkedIn to learn what they have to offer for marketing to businesses? Hi Michael. No audio. This isn't a webinar. It's a chat. Thanks for joining us. Type away! 02:01 OK, GOT IT Shanda Can pictures be put up on LinkedIn? If so, how? Shayna, you could start by looking up groups and networking with other industry professionals. 02:02

2 Shayna, 02:03 Jill I was wondering if anyone has used an "InMail" to get an introduction and if it was successful. Or - any other success stories from Linked in? Hi. I'd suggest you focus on a couple of areas: Advanced Search and Groups. Use 02:04 the Advanced Search tool to look for connections in markets you're trying to target. You can search by name, keyword, title, company, school and location. Also join Groups to network with professionals in industries (like finance, education, real estate, etc.). You can also create Groups and invite people. Shayna hmm well I've never used InMail, but I've reconnected with people through LinkedIn using the Advanced Search feature Benny I'm always concerned my social media sales efforts are too heavy-handed. How can I sell online while maintaining a casual approach? 02:05 Hi Shanda. Yes, definitely, you can post pictures in LinkedIn. In fact, it is very important that you have a professional photo of yourself in your profile. Deb Is it improper etiquette to send things to your connection's connections? 02:06 Jill great question Benny! if anyone has any kind of "canned" message that they would be willing to share, it would be nice. Shanda I have a photo of myself, but want to add more pictures. Maybe of products that we have on special, events we are part of, etc., like on Facebook. Shayna What about other photos - other than the profile/default pic?

3 Shanda - You can upload a photo. Look under the "Edit Profile" tab. Andy Hi Benny, thanks for the question. You definitely want to be careful when it comes to selling 02:07 on social media. I'd suggest not selling at all, but rather making contacts online by offering valuable information. Find out what your customers and prospects are looking for (as far as information is concerned) and give that to them without actually selling anything. Also, offer unique promotional and marketing ideas. Shayna Benny, make sure you engage the audience, like hold a contest and offer free product samples or gift cards as prizes Shanda - Gotcha. There is a company section in LinkedIn that allows you to post photos, videos, other info. 02:09 Shayna Is it worth it to pay for the extra features, or should I just keep using the free version? 02:10, I just searched groups and see that when I go to a group, a lot of people use their company page. I was expecting more of a blog type group experience. Should Groups link directly to a company page? Andy Deb, great question. It's not improper etiquette to do that, but an introduction from your direct connection would be the best first step. If you can get your own connection to refer you to their connection that you'd like to meet, then that person would be more likely to be receptive. You want to be a little careful about sending information to third parties. It's not improper etiquette, but your success rate will be better with an actual introduction. Shanda - Here's a link to help you set up your company profile if you haven't already. 02:11 Benny Thanks guys, old timer still gettng the hang of social media here!

4 Jill Andy - To me, the challenge is that "information" that is important regarding our industry varies from person to person. Any good tidbits on the best way to convey specific messages in an efficient manner? 02:12 Shanda Thanks! I was wondering today how people were setting up companies. Hi - I would focus on person-to-person connections, rather than Groups that are filled 02:13 with company pages. Groups with company pages may be focused on recruiting, not selling or networking. There are tons and tons of Groups. Look for those with people, not companies. You can always also start a Group, invite clients and then hope they invite their colleagues. OK, thanks! 02:14 Shayna - The free version of LinkedIn is great, but I would recommend paying $25/month for the use of InMails (3 to anyone every month) and better search tools. 02:15 Shayna so without InMail, I can't send any messages to anyone via LinkedIn? Interesting. I've been told that the free version is just fine for getting leads. 02:16 Susan hi- can you pls clarify the 3 to anyone every month comment? Shayna I think with the $25 per month, you can send 3 InMail messages 02:17 3 to the same person, or each can be to someone different

5 Andy Hi Jill, I think it takes a little bit of testing with your specific audience. News tidbits may be enough to get some people's attention, others (specifically distributor clients) may need marketing ideas and trends. I'd suggest trying different approaches at different times. So, one Monday you're posting a case study from your business or a cool promotion you saw over the weekend. Then, on a Thursday, post a marketing trend article, then on a Friday you can take the case study approach. See which version garners the most conversation and feebdack. I view it like a marketing campaign--testing can be very valuable. 02:18 Michael - The free version is FINE, but not BEST. The $25/month version allows you to send InMails to ANYONE in LinkedIn, whether you're connected to them or not. This is useful for making contact with people and companies that are generally larger. Certainly your call. There are also expanded search filters in the paid version that I think would help salespeople in large geographic territories. 02:19 Jill Thanks Andy - those are good suggestions. Paul V. Hello everyone, I have a small distributorship, basically me and my wife, and I am torn about playing down our size when using facebook or promoting online. For existing customers, it's often proved beneficial, but for projecting an image online i don't know if it is a plus or minus. Susan - Shayna is right. With the $25/month version, you can send 3 InMails to people you 02:20 are NOT connected with. Useful, I think. Shayna - You can send InMails to people you are connected to for free. Shayna ohhh 02:21 okay ok,. Can ASI recommend any kind of daily agenda/content for posting to Linkedin?

6 Susan Just to clarify- the send inmails to anyone in linked in but that is still only at 3 per month? that seems so very low? is there a different level that doesnt have that limitation? oops - sorry- you just answered that- Edward Hi Paul, I wouldn't worry too much about playing up or down the size of your company. 02:23 That's the beauty of connecting with people online. It doesn't matter the size of the company - only their capabilities. Talk about case studies, promotions you've been involved in, marketing trends, etc. I think it's important to project a certain image, but do you have to convey the size of your company? I don't think those are really the same. Paul, I am the owner of a small business and I refer to "my team". Shayna so with LinkedIn recommendations, is more always better? 02:25 Hi Michael - I'd recommend posting status updates on LinkedIn everyday. This is not like Facebook. This should be business related. Post things that would be useful to potential clients - about videos, articles you've written, ideas for promotions. Also, post where you're traveling (could help get an appointment). Spend time using Apps as well. You can create polls to engage customers and get feedback. Work on getting recommendations, too, to build you your profile. Spend minutes in the morning and at night. Paul V. OKay, my wife is getting tired of being called "staff" anyway :) We've found local business respond well to the coziness of our family operation, just didn't know if it was a liability while trying to grow Andy Paul, you probably don't have to worry too much about giving away the size of your company. If you share valuable information, then contacts online will be interested in connecting with you regularly. Shayna - With recommendations, I'd stick to 6-12 total. Twenty, for example, is overkill and nobody will read them. Get a variety of recommendations from companies you've worked at/with, so prospects can see how great of a track record you have! 02:27

7 Andy Paul, I don't think it's a liability. Ultimately, it's the ideas and service you provide that will allow you to grow. The contacts you make online don't need to know how big or small your company is. I wouldn't play up the two-person size, but you don't have to run away from it either. Some larger businesses actually appreciate working with smaller vendors because they know they're going to get more personalized service. 02:28 I think it's important to monitor what others are posting and try to emulate them. Shayna Can/should I delete recommendations I don't think are useful? Michael - If you want to monitor what others are posting (and spy on competitors as well) try using the LinkedIn Signal feature, under the "News" tab. 02:30 Has anyone advertised on LinkedIn yet? If so, was it worth it? Shayna - Yes. Don't have a cluttered profile. You only need three recommendations by the way to have a "complete" profile by the rules of LinkedIn. 02:31 Thanks, that is very valuable advice. 02:33 - Advertising on LinkedIn could be beneficial because you can specify which LinkedIn 02:34 members view your ads. Pricing starts at $10/day. Here's a link with a detailed FAQ. - Many people also like pay-per-click advertising through Google AdWords. I'd recommend before you pay for anything, try to network and see where that leads. 02:35 Andy, we haven't talked to many distributors who have tried advertising on LinkedIn, although you can do it in a very targeted way. You can target ads by job function, key words and use a pay-per-click or pay-per-impression approach. Very inexpensive to start at as little as $10 per day.

8 Shayna As far as connections go, is there such thing as too many? 02:36 Shayna - the more connections the better. Network with those that help your business most, but the more first connections you have, the more second connections you'll have. That number could easily reach into the millions if you are persistent. 02:38 Judi Brown I've heard and read that LinkedIn groups get you to targeted audiences but none of the groups I belong to seem to get much traction. Has anyone had success with groups? Local groups or occupation-specific groups? Judi - Joining Groups is only part of the sales game. If you haven't already, participate in discussions and send InMails to Group members introducing yourself, what you do and what you can offer. I wouldn't start out by saying you sell promotional items, but you can ask if people have any marketing concerns that you can help with. 02:41 Judi Brown Thanks. 02:43 Judi - Again, the goal of LinkedIn is to get conversations started. Drive people to contact you by or by phone. LinkedIn is only a starting point. Good luck! 02:44 Judi Brown I've attended one in-person networking event for members of a local LI group. I did actually 02:46 get business as a result of that event. I'd suggest to others that they take advantage of those opportunities when they arise. Here's another tip everyone that'll help you be found through Google searches. Customize your public URL with your name: - for example. You can do this in your profile very easily. If you don't do this, LinkedIn assigns you a symbol-filled URL that won't get you noticed and will be rather confusing frankly. Jill - is that in the account & settings category? 02:47 Judi - This is exactly the right approach. Start with LinkedIn and then get conversations going OUTSIDE of LinkedIn. Nice job and thanks for sharing!

9 Jill - It's under the "Profile" tab. Then click "Public Profile" and you can make a change. Really simple. 02:48 Jill great - will do that now! 02:49 So click on Profile, Edit Profile, Public Profile and you're all set! Jill done! great tidbit Hope this chat was helpful! Feel free to me at with any other questions! 02:51 Shayna Cool, thanks for all your help! Thanks! Great info guys, thanks a bunch! Jill until next time

10 Also, our next chat will take place on Valentine's Day - February 14. The topic: How To Improve Your Website. Please join us! 02:52 Chat is set for 2:00 p.m. eastern. Have a great day! Generated By Zoho Chat

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