Maximizing LinkedIn for Sales and Social Media Marketing: An Unofficial, Practical Guide to Selling & Developing B2B Business On LinkedIn. Neal Schaffer
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Twitter and even blog posts talking about how insensitive the tweet was. Shortly thereafter, Kenneth offered an apology via his Facebook page, but that didn’t stop the tweet from being broadcast on national news that night . . . and printed in this book.
It’s easy to say that in creating your public persona you should avoid putting certain things in your profile, but because social media is, well, social, we’re frequently tempted to say things that may catch us off our public brand. Before you post something in any social media channel that may be controversial and therefore affect your future business prospects, ask yourself the following four questions:
Would my family approve of this?
Would my boss approve of this?
Would all of my customers approve of this?
Would a court of law approve of this?
Unless you can answer “yes” to all four of these questions, keep your public persona intact by simply not posting your opinions on the Internet.
Building Virtual Networks Online
The final thing to remember about public personas is that there is a real person behind every photo and profile on LinkedIn. It is easy to browse through hundreds of profiles and treat them as mere numbers, but the fact is that these profiles represent professionals from across the entire American and global spectrum. These are people with whom you want to create mutually beneficial and long-lasting relationships. Because social media was made for people and not for businesses, this will require you to network with, instead of market to, people, in order to generate business. If you can understand this concept, you can use LinkedIn to create a hyper-targeted and global network of professionals in a way that is much easier online than offline. Online networking requires you to socialize in a different way than you do offline, but real, valuable relationships can be created through LinkedIn.
I started becoming a heavy LinkedIn user in early 2008 when I was looking for new professional opportunities. I had been a member since 2004 and understood its potential value for sales and marketing, but after living in Japan and moving back to a new location in my native United States, I realized that my network had minimal reach in my new locale. LinkedIn, and thereafter Twitter and Facebook, became my tools of choice to develop and expand my professional network. The people in my network continue to support me by providing recommendations for services that my business needs to grow as well as introducing potential clients to me. I also appreciate knowing that, wherever I travel around the world, there is a small network of LinkedIn connections that I can tap for whatever business networking needs I might have.
While some people choose to keep their LinkedIn connections confined to those they know personally (which is in line with LinkedIn’s current User Agreement which states, “Don’t invite people you do not know to join your network”4), the people you connect with outside of your established networking circle may become your most valuable business contacts.
figure 1.1 Windmill Networking—The Value in Building Out Virtual Networks through Social Media
Many networkers I meet agree that the value of networking is in meeting new people. Armed with a well-crafted public persona and the ability to look at LinkedIn as a networking tool for business (rather than personal) purposes, I am confident that you, too, can make virtual connections of value on LinkedIn that will help your sales, business development, and marketing efforts.
With this mindset in place, you will be able to increase your chances of developing business on LinkedIn specifically and in social media in general.
LinkedIn User Advice: “LinkedIn is only valuable if you decide to be an active member.”
When I reached out to a number of companies and professionals who had developed business using LinkedIn, I was struck by the recommendation of James A. Rohde,5 a market research consultant based in Pittsburgh, Pennsylvania. Here’s his advice, in his own words, on the LinkedIn mindset.
“I recently started my own research consulting firm and have been lucky enough to develop business clientele mostly by relying on LinkedIn. Based on what I’ve found so far, the network has been amazingly valuable, though only when used the ‘right’ way. LinkedIn is a great public forum to see what issues people are trying to solve, which has obvious benefits when your job is to sell solutions. That being said, I have never opened and closed a prospective deal by relying just on LinkedIn. It is simply a valuable tool in a larger set.
“LinkedIn is built on the idea that there is power in knowing the ‘degree’ of your relationships with other professionals. The value of the system when it comes to selling is in understanding that this philosophy works both ways. By presenting the benefits and philosophy of your services to an open forum of people who can trace you back through their own connections, this bolsters an initial trust that is not obtained through traditional advertisements or even the more traditional conferences (in the B2B world).
“LinkedIn is only valuable if you decide to be an active member. At least for me, the success I’ve had with the networking site has stemmed from participating in conversations and providing honest and real opinions to the topic at hand.
“My overall feeling is that LinkedIn allows more people to take comments and conversations seriously because everybody has their professional reputations on the line. Discussions are being held by more than just random names; they are held by people working at specific companies that also employ two or three other people you worked with in the past.”
Why Every Business Needs to Be on LinkedIn
CHAPTER OBJECTIVES
•Understand why representation and engagement on LinkedIn is essential for any business
•Appreciate the differences between what LinkedIn and Facebook can offer businesses
•Learn how a company’s employees can utilize LinkedIn to develop their sales and marketing skills and value
By now you probably know that LinkedIn is the premier social networking site that is devoted solely to professionals. While you might find some profiles set up by college students when doing a search, an overwhelming majority of users are professionals. In fact, LinkedIn’s 100 million members include an executive from every Fortune 500 Company.6 This means there is no other social networking site where you have a greater chance of being able to interact with an influential decision maker.
Though many social media marketers concentrate their efforts on Facebook or Twitter, LinkedIn remains the best social networking site to market your business-to-business (B2B) products and services because of this special demographic. LinkedIn is also important for business-to-consumer (B2C) companies; not only are wealthy consumers members of LinkedIn (the average LinkedIn user has an annual income over $100,000,7 a statement no other social networking site has claimed to date), but also B2C companies have B2B marketing initiatives that involve distributors, partners, and strategic alliances.
The Job-Seeker Misconception
figure 2.1 Top 15 Industries Represented on LinkedIn (according to LinkedIn Ads, April 5, 2011)
If you think LinkedIn is just for job seekers and recruiters, you are missing