1. Social Selling with LinkedIn Creating a Credible Presence Connecting to the Right Prospects Engagement and Communication Strategies Content Marketing and Social Selling By Viveka von Rosen

2. Network Growth & Engagement SESSION THREE

3. Steps to Take: 1: Strategically Adding Connections to Grow Your Network 2: Using LinkedIn’s Advanced Search to Find the Right People 3: Going Outside of LinkedIn to Find the Right People 4: Managing Your Prospects 5: Best Use of LinkedIn’s Communication Tools Resource: Buyer Persona Worksheet and Boolean Tip Sheet 3

4. Step 1: Adding Connections A. Using the Add Connections Icon B. Using the People You May Know Feature C. Who’s Viewed Your Profile 4

5. A. Add Connections Icon Easily upload your existing contact lists to grow your network with people you know 5

6. Remember – 3000 invite limit No customization 6

7. B. “People You May Know” Use LinkedIn’s PYMK feature to strategically add people you know and people you should know on LinkedIn https://www.linkedin.com/peo ple/pymk 7

8. C. Who’s Viewed Your Profile Check Who’s Viewed daily! “I noticed you viewed my profile, I’m happy to connect if you have any questions.” https://www.linkedin.com/wv mx/profile 8

9. Step 2: Using LinkedIn’s Search A.Smart Search B.Advanced Search C.Boolean Search D.Connection’s Connections Search E.Company Search F.Alumni Search 9

10. 10 A. Smart Search Use dropdown to refine search Click on magnifying glass

11. B. Advanced Search Use the Advanced search to get beyond LinkedIn’s “Smart” search limitations

12. B. Advanced Search Free and Premium Search Fields

13. C. Boolean Search Diving deep into LinkedIn’s search to find exactly the right people using Boolean Search – WHAT IS BOOLEAN LOGIC?

14. C. Boolean Search Diving deep into LinkedIn’s search to find exactly the right people using Boolean Search

15. Example of Boolean Search: Gladys Meeting Planners and Corporate Event Planners Title Search Meeting+Planner OR Corporate+Event+Planner Keyword Search Meeting+Planner OR Corporate+Event+Planner NOT consultant NOT starwood Download Boolean Tip Sheet at: http://LinkedIntoBusiness.com/Starwood

16. Example of Boolean Search: Eric Corporate Travel and Corporate Travel Manager Title Search Corporate+Travel OR Corporate+Travel+Manager Keyword Search Corporate+Travel OR Corporate+Travel+Manager NOT consultant NOT starwood NOT New+opportunities NOT LION

17. Example of Boolean Search: Jonathan See Workbook… Company Search (dropdown) Wholesale Travel NOT placement https://www.linkedin.com/vsearch/c?type=companies&keywords=wholesale %2Btravel+NOT+placement&orig=GLHD&rsid=118415211464723259918&pag eKey=voltron_company_search_internal_jsp&trkInfo=tarId%3A146472326863 4&search=Search Private Aviation https://www.linkedin.com/vsearch/c?type=companies&keywords=Private%2B Aviation&orig=GLHD&rsid=118415211464723271416&pageKey=voltron_com pany_search_internal_jsp&trkInfo=tarId%3A1464723338141&search=Search

18. Saving Searches

19. D. Searching Connection’s Connections How to search the people you know, like, and trust for the people they know, like, and trust

20. E. Company Search Find a Key Company and See Who You Know Tauck Company: https://www.linkedin.com/company/tauckhttps://www.linkedin.com/company/tauck People: https://www.linkedin.com/vsearch/p?f_CC=24201&trk=rr_connectednesshttps://www.linkedin.com/vsearch/p?f_CC=24201&trk=rr_connectedness Delta Vacations Company: https://www.linkedin.com/company/1779901https://www.linkedin.com/company/1779901 People: https://www.linkedin.com/vsearch/p?f_CC=1779901&trk=rr_connectednesshttps://www.linkedin.com/vsearch/p?f_CC=1779901&trk=rr_connectedness Mark Travel Company: https://www.linkedin.com/company/the-mark-travel- corporationhttps://www.linkedin.com/company/the-mark-travel- corporation People: https://www.linkedin.com/vsearch/p?f_CC=13941&trk=rr_connectednesshttps://www.linkedin.com/vsearch/p?f_CC=13941&trk=rr_connectedness Valerie Wilson Company: https://www.linkedin.com/company/valerie-wilson-travelhttps://www.linkedin.com/company/valerie-wilson-travel People: https://www.linkedin.com/vsearch/p?f_CC=124697&trk=rr_connectednesshttps://www.linkedin.com/vsearch/p?f_CC=124697&trk=rr_connectedness

21. F. Alumni Search Find your University Search Alumni Invite to Connect

22. Step 3: Going Outside of LinkedIn To Find The Right Prospects

23. A. Google Search Profile How to use Google to find the right people and get more information Site: LinkedIn.com/in “Info from profile”

24. Step 4: LinkedIn Contacts Using contact as a mini CRM (Customer Relationship Management) tool to keep up with your (connected) prospects https://www.linkedin.com/connected/manage_sources

25. A. Syncing and Inviting Contacts

26. Syncing and Inviting Contacts

27. Syncing Your Calendar

28. Deleting Connections

29. Keeping Track with LinkedIn Contacts

30. Tagging

31. Setting Reminders Daily, Weekly, Monthly, and Recurring

32. Keep track of your contacts’ new Jobs, Anniversaries, Birthdays, Moves as well as Reminders and Trips E. Following Up with LinkedIn Contacts

33. A.Messages, Invitations, Introductions and InMail B.Searching your Connection’s Connections In Common Step 5: How To Best Use LinkedIn’s Communication Tools

34. Go “Old School” and email or phone for the introduction Use LinkedIn’s Intro tool Invitations

35. Messages

36. InMail

37. Searching In Common How to use LinkedIn’s “In Common” feature to find out what you have in common with your prospects

38. What are the limitations to Add Connections? What’s the benefit of “People You May Know”? Why should you use the Advanced Search? What’s the benefit of saving a search? What are the elements of a Boolean search? What’s the search string for a Google Search? How do you use Messages, Invitations, Introductions and InMail? What’s the point of searching your Connection’s Connections? Where do you use the In Common feature? Are you ready for Class Four? Social Selling with LinkedIn? Wrapping Up