My Love Affair With LinkedIn

10 09 2010

I am always astounded when people tell me that they do not “need” LinkedIn.  That’s crap.  Unless you live under a bridge and plan to keep it that way, everybody (especially sales people!) can benefit from using LinkedIn.  This is going to be just a brief overview – LinkedIn 101 if you will.  If you aren’t yet sure about the whole “social networking thing” here are a some key ways you can build your business using LinkedIn.  If this doesn’t convince you, maybe you do belong under a bridge. 

  • Instant Credibility

Imagine being able to present a brag book of your accomplishments and accolades to your prospect along with every single proposal.  Imagine having an interactive resume to send along to a job interview.  Now realize that you already have that ability by simply utilizing the tools on LinkedIn.  Your LinkedIn profile is a snapshot of your career.  Between the recommendations that you (should) have, the professional picture that you (should) have, and the job history that you (should) have listed – you have the opportunity to demonstrate your unshakable credibility based on past performance. 

  • Network Expansion

Like the picture above, LinkedIn allows you to view your professional network, and even goes further to allow you access to your network’s professional network.   Want to meet someone but don’t have a direct connection?  Request an introduction from your common connection!  It doesn’t get any simpler than this.

  • Jobs Jobs Jobs!

If you are in the job market, don’t waste your time on Monster.com, CareerBuilder.com or any of those other waste-of-time “job” sites.  Get the job you want by using the “Jobs” section of LinkedIn.  Fortune 500 companies list executive level jobs on LikedIn.  The application process is streamlined – simply write a cover letter and send your profile along.  Recruiters love to be able to see what your comprehensive profile and I can tell you from personal experience – if done correctly you will get an interview every single time.

  • Prospecting

Ever want to find the name of the decision maker of a new account?  It can be very expensive or nearly impossible.  With LinkedIn you simply do a combination search of the company and the job title to get to the profile of your target.  Learn about their job history, school, and other pertinent information that will help you build rapport.  Furthermore, you can look to see how your network connects with their network and even orchestrate an introduction. 

  • Groups

I know I already mentioned Network Expansion above… but it gets even better.  LinkedIn has forums for people to connect called “Groups.”  You can connect based on your Alma Mater, Greek Affiliation, Industry, Hobbies… the list goes on.  Once in a Group, you can view the profiles of everyone else in the Group whether they are a direct connection in your network or not.  Again, sales people take note!  This is a wonderful tool for you to get in front of the right people at big organizations.  They may not take a call from Joe Salesrep, but they will read a message from fellow Group Member Joe Participates-a-Lot. 

 

So what are you waiting for?  Get going!  Follow the simple instructions at  www.linkedin.com and start to get all the benefits of this great online community.    Oh, and be sure to add me:  

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The Voicemail Vortex

9 08 2010

I was looking through the CRM tool at my new company today and picked up a prospect account – we’ll call it Bob’s Construction and Leasing.  While reviewing the notes for Bob’s, I realized that this account had been repeatedly called on by 4 different reps for the past year and a half – none of which had gotten a single call back.  There were no alternate forms of contact (email etc).  Right then and there I saw this for what it really was – a Voicemail Vortex. 

You may be familiar with the term, or you may not.  But you are certainly familiar with the little “delete” key on your own phone.  It’s the one you keep your finger on when entering into your voicemail box so you can listen to as little of the message as possible and get on with being productive.  Voicemails are like an intrusion on your day.  And guess what – the people you are cold calling feel the exact same way. 

So back to my situation.  After careful pondering, I decided to give it the old college try and dialed the number.  Of course – voicemail.  I left a brief, polite message and went back to the drawing boards.  If this guy won’t answer his voicemail, what can I do to get his attention? 

I decided a brief, cheeky email may be the solution to my problem: 

Hey Mike,

I hope your Monday is going great.  I wanted to shoot you a quick and candid email to follow-up on the voicemail that I just left you.  I know you have been left messages by Cogent reps before, and I also know that you have not had your interest piqued to the point that you would return those calls.  

Look, I know it is not your first priority to respond to cold calls.  They aren’t very fun on either end of the line to be honest.  But what I have to offer you could drastically improve the efficiency of your wide area network.  Cogent specializes in increasing our clients’ bandwidth while decreasing the overall cost of the network. 

Could we possibly schedule a call in the next week to determine how Cogent could be of value to Bob’s Construction and Leasing?

Take Care, 

Tara Wagner

Within 5 minutes I had his response in my inbox as well as 2 other contacts from his company that I should be talking to.   Moral of the story – don’t waste your time leaving voicemails when you know the client won’t listen to them.