5 Top Tips For The Executive On LinkedIn

LinkedIn is THE professional platform to be involved with, and if you are not on it by now then you really are missing out.

LinkedIn is full of opportunities for every executive, sales professional and business owner to generate leads for their business and engage with those all important decision makers  – but how do you ensure that your LinkedIn account is a professional as you are?

Well, here are 5 top tips to take your LinkedIn account from office rookie to high-flying executive.

Are You Up To Date?

You need to think of your LinkedIn profile as being a 24 hour, worldwide advertisement for yourself and your company – so are you keeping it up to date? Having a 100% complete profile is a must if you want to use the LinkedIn platform to the best of its abilities, and it is so important to ensure that you regularly update your status updates and recommendations on the platform.

You need to look at your LinkedIn Profile as if you were a potential client who has never met you before and wants to know more about you – does your profile do you justice?

Time Is Money

What exactly are you hoping to get out of LinkedIn? Are you looking for a new career? Trying to build up your business connections and generate new leads? Or are you looking to position yourself as an industry expert and leading authority in your field?

You need to be clear about why you have chosen to use the platform to ensure that you are getting real value out of the time you spend on the site. So many LinkedIn users just waste their time on the platform, simple because they are not actively seeking a purpose – so ensure you know what you want out of your time and make the time you spend on the site count.

The Opportunities Are Endless

Every time you connect with a new person on LinkedIn, you immediately become connected to all of their contacts, so your network on the site is ever-growing. The key to getting the most out of your connections on the site is to not only network and engage within your own connections but to also seek out which of your connections contacts might be a valuable connection for you.

Take the time to assess your 2nd Degree connections – there might be some real VIPs right under your nose and you don’t want to miss out on getting that all important introduction to them as they could mean big opportunities for you and your company.

Don’t Be Selfish

When it comes down to it, LinkedIn is still a social networking site, so don’t be anti-social. You will not build your presence on the site by being selfish with your activity, so make sure you regularly contribute to other people’s discussions rather than just posting your own – and contribute something of real value, don’t just make everything you do on the site about self-promotion.

Do You Want To Be In My Gang?

The LinkedIn Groups are a great way to engage with and prospect for new leads, so why not consider starting a group of your own?

By creating a group closely related to your industry, you can immediately see who on LinkedIn is interested in the products and services you provide – think about it, they wouldn’t have joined your group if the first place if they weren’t! You don’t even have to go looking for new prospects, as they will come to you in the form of new group members.

You can then use your own group to network and engage with potential new clients, as well as sharing all of your great content with them and demonstrating to them why you would be a valuable connection for them to have.

Regards,

Louise

Louise Denny

Marketing Manager

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Techy Tuesday – 6 Top Tips For Optimising Your LinkedIn Company Page

Techy Tuesdays takes the reins of the MTD Sales Blog once again this week as we steer you towards a brighter future in the online world.

Last week I showed you some great uses of the LinkedIn Answers platform when looking to test your marketing strategies and generate ideas for new content, and this week I thought I’d give you some top tips for creating a successful LinkedIn Company Page.

Setting up a Company Page on LinkedIn is a great way to connect with your prospects and keep them updated about your business and your products and services. It’s very simple to set up a basic company profile on LinkedIn, but really you should have more than just the basics if you are looking to position your company as industry leaders and develop your company’s branding – so here are 6 top tips for taking your LinkedIn Company Page to the next level.

1.       Write a keyword rich and concise Company Overview

Creating a short but detailed Company Overview which explains exactly your company does and why will help prospects find you when they are searching for the products and services you provide. Simple but very effective.

2.       Add in your company’s specialities to increase LinkedIn SEO

As with your personal profile, LinkedIn gives you the chance to link your company to important keywords which best describe your business, which will help increase your chances of being found by your prospects in the vast sea of similar companies on LinkedIn. Consider the words and phrases you would like prospects to use when searching for your business and treat the specialities section as an open SEO opportunity for your LinkedIn page.

3.       Link to a Lead Capture page rather than your homepage

On your Company Page you get given a chance to link out to your company website, and whilst this works well for redirecting traffic to your website, is it providing you with any more value than just extra traffic? Probably not, so instead I suggest linking out to a specific landing page or lead capture page which offers freebies, extra content or has a sign up form included. This will bring any extra traffic which LinkedIn provides you with to a page which is designed to generate leads for your business – rather than the traffic simply landing on your standard homepage and not going any further than that.

4.       Host your blog feed on your page

As we discussed before, LinkedIn gives you an opportunity to link out to a select web page on your profile and some companies will use this option to link out to their company blog – but I suggest you save this for your chosen landing page which is designed to generate leads, and instead use the WordPress or Blogger application for LinkedIn to host your blog’s RSS feed. This will appear further down on your profile but it will show a list of your most recent posts, which is likely to encourage more people to click through and read your content.

5.       Add your products and services to your Product Page

This page is designed to showcase your products and services so don’t waste it. On a basic level you can simply link out to and describe each of the products or services your company provides, but it is wise to go one step further with this and explain in the description of your product/service WHY it is valuable. Do the work for your prospects and tell them why the products and services you provide are worth investing in.

6.       Add a Youtube video to your Product Page

If you don’t have a Youtbue video which showcases your products and services then make one especially for this opportunity, as this is one you don’t want to miss. It may not be as great as the fancy, professional video you no doubt have on the homepage of your website but it is still a great opportunity to really show people what your company has to offer. Plus, if you have a Youtube Channel then this is a great way to showcase a selection of your video content over time.

Company Pages are a great way to bring your business, staff and products and services together under one branded page on LinkedIn, and offers you an extra platform to showcase all that your company has to offer – so don’t waste it. Optimise your page and ensure your company profile is something you are proud of – as this page is just as likely to come up in Google’s search results as your company website is. LinkedIn is an authority site and will rank highly in search engine results so ensure your Company Page does you justice.

That’s all for now folks, see you again soon for another Techy Tuesday.

Regards,

Louise

Louise Denny

Marketing Manager

(Image by KROMKRATHOG)

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Introducing Techy Tuesdays – How To Use LinkedIn Answers To Improve The Quality Of Your Content

Introducing Techy Tuesdays!

Every Tuesday from now on I will be taking over the MTD Sales Training blog with a quick fix of interesting and innovative updates from the technological world which will help you to generate real leads and boost your sales pipeline. For those who don’t already know, I’m Louise, Sean’s Marketing Manager, and I am really looking forward to bringing you some top tips on how to prospect, network and engage with your clients via the digital world.

Our new Techy Tuesday series is designed to help sales professionals just like you to make the most of the vast range of internet-based resources and social media sites out there, by showing you how you can tap into these valuable online tools to support your business.

So, following the launch of MTD Sales Training’s new course, LinkedIn For Sales Professionals, I thought I should give you a taster of some of the great ways you can use LinkedIn to keep your pipeline full over the festive period.

A hot topic on LinkedIn that I’m particularly interested in at the minute is the LinkedIn Answers platform. LinkedIn Answers gives members to ask and answer business related questions, meaning that you can really get to the bare bones of what your prospects and potential competition think about aspects of your company, the products and services you provide, your content and even your upcoming marketing ideas. LinkedIn Answers has the potential to give you direct feedback on your business by those whose opinions you value most.

Here’s 3 top ways LinkedIn Answers can boost your business strategies:

1.       Generate content ideas

By tapping into the vast network of conversations which are going on in this platform you can uncover some truly brilliant content ideas for your blogs, webcasts and whitepapers. Some of the best content you will ever produce for your audience will stem from an idea which is either highly topical or of major interest to your target industry as a whole – and LinkedIn Answers shows you exactly what people are talking about and what topics have caught their attention as of late.

2.       Test drive your next marketing campaign

You can use LinkedIn Answers to test your next big marketing campaign on a small cross section of your desired audience before you launch an expensive and time-consuming campaign on the grand scale. By using bite sized aspects of your whole campaign – such as taglines or images – you can gain instant feedback on what people like and what they don’t, and from there you can adjust your campaign accordingly.

3.       Get your terminology right and boost SEO

It is sometimes difficult to steer clear of industry jargon when you’ve been working in the business for so long, and it can be off putting to some of your audience if they feel your content isn’t written in a way they can understand – so a key use of LinkedIn Answers is to find out what terminology your prospects are familiar with and what they understand.

By listening in to conversations on LinkedIn Answers it will give you a good idea of what key words and phrases you should be using in your own content and ad copy from the perspective of what your prospects would be comfortable receiving.  This terminology can also help massively when it comes to increasing SEO as you will be able to determine how your prospects are most likely to describe your product and service, and therefore you will be more aware of what keywords they are likely to use when searching for what you provide.

Those are just three nifty little tips for using LinkedIn Answers, but there are many more ways that you can use social media platforms such as LinkedIn to generate real value for your business, so stay tuned for future posts.

See you next week for more updates from the world of technology on another Techy Tuesday.

Regards,

Louise

Louise Denny

Marketing Manager

(Image by Mario Sundar)

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How To Maximize Your ROI At An Exhibition

I presented my session on eselling® at the ISMM’s Successful Selling Conference recently, where I met and had a very interesting conversation with Peter Bowen, CEO of Access Displays – who produce modular and custom built exhibition stands for all manner of venues and events.

Peter Bowen is an industry expert and panel member at the Event Supplier and Service Association. Having been in the sales and marketing industry for 28 years, Peter has helped thousands of SME’s increase their presence through exhibitions and display solutions – which makes him somewhat of an authority figure on the subject of exhibiting at key events.

Peter had some really interesting information about the benefits of exhibiting and how to get the best out of your place at the show, so I have invited Peter to share his insights with you all. Enjoy!

How To Maximize Your ROI At An Exhibition

The value of face to face selling at exhibitions is well documented, so in these testing times, where we all have fewer customers with less money to spend, it is imperative that we plan ahead and train our stand personnel to work harder and smarter than our competitors. The following tips might make the difference and help you realise the true potential of exhibiting.

Think about why you are exhibiting. Is it to sell more products, improve brand awareness, meet existing customers, collect leads for future appointments, find distributors or something else?

What are your objectives for the show?

  • Think about how you are going to measure success or ROI?
  • Are you judging success by the number of leads, sales, visitors, conversions, or the amount of brochures you give out?
  • Set daily targets for each person manning the stand and measure their performance.
  • Communicate your objectives to the team and most importantly, measure.
  • Give staff incentives to encourage activity and accuracy.

Do your research about the show

  • Can the organiser back the visitor numbers up?
  • Is the exhibition ABC audited? www.abc.org.uk
  • Is the audience made up of your typical customer?
  • Speak to other exhibitors before you book.

Keep It Simple Stupid (KISS)

  • Keep your exhibition stand graphics simple. “Who you are” and “what you do” is often missed!
  • Make your space work for you with plenty of room to meet clients, discuss projects or demonstrate products.
  • Speak to expert Exhibition contractors. If you are looking for a reliable exhibition contractor who may already be building at your show then make sure you use an ESSA member – www.essa.uk.com

Pre-exhibition planning

Once you have agreed your objectives make sure you explain them to the people that are manning the exhibition stand and make sure that everybody knows who is responsible for what!

  • Invite your customers and prospects before the show using social media, your web site and direct mail.
  • Tell them something “interesting” and give them a reason or incentive for visiting.
  • Remember, most visitors have gone to a great deal of expense and trouble to attend.

Data capture

Whether you use bar code readers or a simple pad and pen, make notes on what your customers were interested in so that you can send them the correct information or speak to them in more detail after the show.

“There is nothing worse for a customer, who has spent half an hour on the stand explaining his requirement, than receiving a telephone call a week later asking him what he was interested in.”

Training

Before the show discuss what questions your customers are likely to ask and make sure you have the answers or know where to get them.

Train your staff on products, availability, distributors, prices, trade discounts, delivery costs, production times, service agreements, returns policy and don’t forget it your customers might want to “know who else has bought your product or service”.

For more tips on exhibiting go to

Happy Exhibiting!

Peter Bowen, CEO of Access Displays

Peter has got some fantastic best buy offers on a wide range of exhibition displays and stand equipment from Access Displays, so head to for more information on these great deals.

(Image by Estate Agency Events)

Happy Selling!

Sean

Sean McPheat
Bestselling Author, Sales Authority & Speaker On Modern Day Selling Methods

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