Using social media as a sales tool can make a huge impact on your lead generation on opportunity conversion rates. Social Selling University is going to show you how. The rest of this guide will teach you how to maximize this important social network, and turn LinkedIn into a lead generation and opportunity finder for any sales professional. This LinkedIn guide has 25 pages of tips to using LinkedIn for making an impact on your sales productivity. Some of the content inside includes: * Setting up Your LinkedIn profile * LinkedIn Checklist * Customize your public profile * Your LinkedIn Profile * Setup your LinkedIn profile to be discovered * How to Use LinkedIn Events for Promotion and Lead Generation * Building your network on LinkedIn * How large should your network be?

1. 1|Pa g e
How to use LinkedIn for Social Selling – copyright InsideView 2011 – Social Selling University

2. Contents
Introduction ............................................................................................................................................................................ 3
Setting up Your LinkedIn profile.............................................................................................................................................. 4
LinkedIn Checklist ............................................................................................................................................................... 5
Customize your public profile ............................................................................................................................................. 6
Your LinkedIn Profile ........................................................................................................................................................... 7
Setup your LinkedIn profile to be discovered ..................................................................................................................... 9
Customize you LinkedIn headline ..................................................................................................................................... 10
Build a Search Engine Trifecta ........................................................................................................................................... 12
Plug-in applications for LinkedIn ........................................................................................................................................... 12
How to Use LinkedIn Events for Promotion and Lead Generation ................................................................................... 14
Building your network on LinkedIn ....................................................................................................................................... 17
Using your email for initial contacts ................................................................................................................................. 17
Connect with coworkers ................................................................................................................................................... 18
How large should your network be? ................................................................................................................................. 19
Finding valuable connections on LinkedIn. ....................................................................................................................... 19
LinkedIn Groups for Social Selling Excellence ................................................................................................................... 20
Connecting with people you may know............................................................................................................................ 22
New leads from profile views ........................................................................................................................................... 22
Marketing your business on LinkedIn ................................................................................................................................... 23
Conclusion ............................................................................................................................................................................. 23
2|Pa g e
How to use LinkedIn for Social Selling – copyright InsideView 2011 – Social Selling University

3. Introduction
Anyone in sales today knows about LinkedIn, the largest professional
social networking site boasting more than 101 million members in over
200 countries around the globe. 560,000 professionals visit the LinkedIn
homepage every day and, based on recent statistics, personal income
correlates strongly with LinkedIn usage.
The short story here is this: If you are a sales professional and you do not
have a LinkedIn account, stop reading. Go to www.linkedin.com now and
sign up!
Using social media as a sales tool can make a huge impact on your lead
generation on opportunity conversion rates. Social Selling University is
going to show you how.
The rest of this guide will
teach you how to
maximize this important
social network, and turn
LinkedIn into a lead
generation and
opportunity finder for any
sales professional.
3|Pa g e
How to use LinkedIn for Social Selling – copyright InsideView 2011 – Social Selling University

4. Setting up Your LinkedIn profile
After signing up for your account, the next step is filling in your profile to
make it as professional and complete as possible. You are working
towards having a 100% completed profile, and this will be indicated in
the right side of your profile page. Everyone on LinkedIn is working to put
their best foot forward, and you should, too.
On one hand, sales people use LinkedIn as a discovery tool on new leads
to get more information than is available in a lead form. This is because
everyone wants his or her LinkedIn profile to reflect them accurately and
comprehensively, and are thus keeping it more up to date than any
traditional source could possibly do. LinkedIn helps you find detailed
employment history about a prospect, as well as how you are connected
to him or her, so you can get a better idea of ‘who’ a prospect is. This is
all pivotal information that completes the picture of your prospect and
gives some initial talking points you can draw from. His or her profile, if
completed, may be the best indication of his or her decision-making
ability and background. Using this intelligence is a key Sales 2.0 tactic.
Similarly, just as sales people use LinkedIn to get a picture of their
prospects, your prospects use LinkedIn to get a picture of you, and you
should be hyperaware of what your LinkedIn profile says about you. Your
LinkedIn profile needs to stand out. It’s going to be one of the first places
your prospects go to find out about you. What does your LinkedIn profile
say to your prospects? Are you a professional or just another sales person
trying to meet your quarterly goals? Believe it or not, your LinkedIn
profile will make an important impression on your prospect.
4|Pa g e
How to use LinkedIn for Social Selling – copyright InsideView 2011 – Social Selling University

5. LinkedIn Checklist
Here are the things you will need to
complete before having 100% profile
completeness.
Upload a picture
Create an executive summary
Add in your education
Add 3 recent positions
Add 3 Recommendations by
your network.
5|Pa g e
How to use LinkedIn for Social Selling – copyright InsideView 2011 – Social Selling University

6. Click this LINK to see
the remaining 20 pages of
"How to Use LinkedIn for
Social Selling"