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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Don’t Be A Debbie Downer

5 05 2010

It’s 6:30 am and your alarm clock is blaring that awful beep that seems to reverberate through your skull and give you an instant headache.  It’s time to get ready for work.  And you are NOT happy about it.  You worked a long day yesterday, and the day before, and it looks like your weekend is once again going to be spent (you guessed it) at work.  You aren’t the only one feeling the strain of this grueling pace – everyone at work seems to be in a slump.  Negativity is hovering like a cloud over each and every desk – it seems like all anyone can do is grumble about their jobs as they half-heartedly plod away at the ever-expanding pile of work on their desk. 

Sound familiar?

The US Bureau of Labor found that US companies lose $3 billion a year because of negative attitudes and behaviors in the workplace.  $3 BILLION!  That’s a lot of missed sales commission.  Now, there are all sorts of resources out there for handling negativity for managers, but what is out there for us salespeople?  Not only are we dealing with Debbie Downers in our own work places, but we put ourselves up for rejection from multiple other workplaces daily.  Here are a few simple steps that I have taken to try to rev up my positivity and try to keep it alive in others.

Check Your Own Attitude

All salespeople all have down days.  It’s just the nature of our jobs!  The important thing is that you don’t let it slow you down or infect those around you.  When I feel like just quitting life I have a few go-to coping methods:

  • Zoloft.  No wait just kidding!
  • Make a list of goals that you can accomplish quickly and cross off the list.  This helps keep you moving and gives a great feeling of “getting it done.”
  • Spend a few hours working remotely from a local from a local coffee shop with a calming atmosphere.  Not only will this calm you and keep you from bringing coworkers down, but I have gotten several clients just from striking up conversations at my favorite spot –The Coffee Exchange!
  • Call your favorite client – just to “check in.”  They will undoubtably be glad to hear from you and express appreciation for your courtesy call.
  • Keep a file of the thank you letters and letters of recommendation you have gotten from clients along the way.  I love looking at these to remind me why I enjoy my job and that I am good at it.

Negativity in Coworkers

  • I keep a jar of candy in my desk.  Whenever I hear someone complaining I take it out and ask them if they want a piece.  Not so sly, but it does seem to change the person’s attitude instantly!
  • If you have a close friend at work, have a talk with them about avoiding negativity.  Hold each other accountable and really strive to keep your work area positive.
  • Thank people when they do something to support you.
  • Compliment people on a job well-done.
  • Ask coworkers about NON-work related things like kids, weddings, pets, families etc. to get their mind off of their stress and into a happier place.

Negativity in Clients

  • I try to NEVER open myself up for client negativity, unless it is something serious.  I strive to be the ray of sunshine that pierces their workplace gloom- the person they look forward to seeing.  You can do this any way you want – bring cookies, donuts, flowers, send thank-yous, or even just a genuine interest in the client and you are sure to make your positive mark.
  • A lot of the points for co-worker negativity apply here as well.

Above all, you can really only control yourself in these situations.  Keep yourself positive and avoid situations that will make you feel otherwise!

If you don’t like something change it; if you can’t change it, change the way you think about it.  ~Mary Engelbreit





Facebook is, Like, Amazing!

27 04 2010

Once a mode of speech reserved only for valley girls and the cast of the hit 90’s movie Clueless, Facebook has taken the term “Like” to a whole new level.  Market researchers everywhere are honing in on the massive amount of “Like” information being made available to them from the over 400 million Facebook users.  If you have yet to, like, get clued in on this amazing new tool for social media promotion you should check out this comprehensive article:

Facebook’s Like a Timebomb

As a sales person, this information can be used to help you identify new prospects, build rapport with new prospects by identifying their interests, and  as a means of promoting your services!  And now – my turn to try to figure out how to add a “Like” button to my blog.