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How to create an engaging LinkedIn profile and use LinkedIn to generate sales
Generate leads and enhance credibility with customers.
According to IDC, 75% of B2B buyers and 84% of C-level purchasers use social media to help them make purchasing decisions. Although many of the interpersonal skills required to sell effectively don't change, the technological ones definitely do. Buyers have changed their approach, and far more of a purchasing decision is now made without the salesperson being present. Through the growth of search engines, social media and online review sites, today's buyer has more information available than ever before to inform purchasing decisions. They also expect sellers to have done their homework when they reach out by phone or in person.
LinkedIn is the network of choice for most B2B buyers, with 59% of LinkedIn users not actively using any other networks to inform their purchasing decisions, it's the network that will have the biggest impact on B2B sales.
LinkedIn overview
- What's LinkedIn all about?
- How is LinkedIn better than other social networks?
- How can salespeople use LinkedIn?
Setting up your LinkedIn profile
- What makes a good LinkedIn profile?
- Choosing the right LinkedIn profile URL
- Profile basics: Getting the foundations right
Optimising text for key search terms
- Identifying your target audience
- Choosing the right keywords
- Building a natural profile around keywords
Building a profile with impact
- Understanding what makes a profile impactful
- Including media in your LinkedIn profile
- Standing out from the competition on LinkedIn
LinkedIn etiquette & best practice
- How to send a compelling invitation
- Gaining reach for your content
- LinkedIn "give and take" - generating good will
Expanding your network
- Who to invite to LinkedIn
- Adding the right people to your network
- Encouraging others to connect to you
Using LinkedIn™ to generate intelligence
- Researching prospects with LinkedIn
- Finding key information and using in your messaging
- Accessing decision-makers through LinkedIn
Finding leads through social channels
- The 12-point multi-touch strategy
- Nurturing your contacts for future outreach
- Using LinkedIn to create warm contacts
Templates & structures
- A variety of LinkedIn profile text templates
- Best-practice guide for creating LinkedIn articles
- Contact nurturing multi-touch strategy
Confidence to use LinkedIn proactively
- Knowledge of building brand awareness on LinkedIn
- Best practice in growing your LinkedIn network
- A plan for growing the right LinkedIn network
LinkedIn messaging plan
- Recognition of the messaging you want to sent
- Your 1-month calendar for sharing engaging content
- Know how to your activity to improve results
Best practice for engaging on LinkedIn
- Know how to send invitations that get accepted
- Avoiding LinkedIn sanctions for poor usage
- Understand how to engage with others' content
Salespeople and leaders who want to embrace LinkedIn and incorporate its features and benefits into their personal or team selling strategy.
LinkedIn is one of the most talked-about topics in sales today. There are two types of trainer - the technical LinkedIn trainers who train in all the features of LinkedIn™ in impressive detail. Many of these see LinkedIn™ as a sales solution in its own right, and for certain types of product, this is correct.
The second category is practical trainers. This is the category that Navanter falls into - a sales training company which understands that LinkedIn™ should fit into the overall sales strategy of an organisation. We don't see LinkedIn™ as an alternative to the telephone or to face-to-face meetings. We use LinkedIn™ as a path to building wider and stronger relationships with potential and existing clients, to increasing the impact when we engage in traditional ways, and to reaching potential customers who wouldn't even be on the radar otherwise.
If you're reading this course outline at the moment, chances are that somehow LinkedIn™ has contributed to you reaching this page!
| Delivery method | Client delivery |
|---|---|
| 2-day face-to-face | £3,600 |
| 1-day face-to-face | £1,900 |
| Face-to-face bite-size (assuming 3 sessions scheduled for same day) | £1,900 |
| Virtual delivery - 4 sessions, 1 week apart | £2,400 |
| Virtual bite-size | £800 |
