Amplifying Your LinkedIn Profile Tip 5 - Your Location and Industry:The next key area that we want to take a look at on your profile is your location and industry. Now, it's extremely important to include an industry because it's going to increase your profile views by up to 15%. Make sure you pick your industry correctly. Now, why is it going to increase your profile views by up to 15%? When people go into LinkedIn, let's say B2B buyers that are looking for people to help them out, they will also use the advanced search functionality and try to find people that are within a specific industry to try to help them out.If you've got your industry matched correctly, then what happens is people are going to find you, and that's where you get your profile views that go up by 15 times. The other thing, make sure you include a picture and you fill your profile out so that when they get there, they're taking you serious at that point in time. There's where you find the first of all where you're at location wise, and also the industry. Now, when you edit your profile, what you do is you click the pencil beside it. What you do is you take the drop down menu, you pick the country you're in, you pick your postal code, and it will bring you closer to the location where you are.Now, in this case, I could pick Calgary, Alberta, Canada, or I could pick Calgary, Canada. I've not seen any data that tells me whether one is better than the other, but I decided to pick the city, province and country version because of the fact that people may search on Alberta. They may search on Canada. It just gives me one extra level on there. The other thing too is I can click on the industry.

When I click on the industry, what I'm going to get is a huge list of potential industries that I can go into. My suggestion would be when you click on this, go through the list, scroll through, and find the one that is going to best suit what you're in so that you get those 15 times greater views targeted towards you and/or your team.

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How to Amplify Your LinkedIn Profile Headline:The second part we're going to talk about in your profile on The Key Areas is your headline. Your headline is directly below your name. In this case, what you want to do is you want to take a look at who you are. Then, you want to also include what you do, and you also want to include a call to action. In this case, mine is "Your small, medium business marketing resource." That's who I am, and "That will help you generate up to ten times more sales lead", what I do. Then, the last bit which is "Ask me how", which is my call to action.Whatever you do, don't put your job title in here. Don't put anything like that. I mean, you're better off even just putting in the market you serve and how you do it, than just putting a job title in here. This is a winning formula. Just say who you are, what you do, and then have people reach out to me, call me, whatever it is.

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How to Amp Up Your LinkedIn Profile with Your Profile Picture:

Here's a little something that will help you out. There's a program out there called 'PhotoFeeler'. You can actually get a paid for account or a free account. What it does is you can load your profile picture up into PhotoFeeler, and there's mine. What happens is it will tell you … People will vote on it.I've got ten votes against this. It will tell you based on your competence, likability, and how influential you are. Now, unfortunately, my likability isn't that high. It's only 41%. What really does matter on LinkedIn is the fact that there's a competence level and an influential level that are extremely high, and in fact, those are the first two things that people look at. Likability is the third thing as it relates to LinkedIn. This is a great little tool that you can use to figure out whether your profile photo is going to help you out and also draw people in.

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Why Goals Are Important:I was extremely lucky to have the opportunity to interview Joe Pulizzi for the second time recently.Joe is extremely knowledgable on content marketing and his most recent book, Content Inc. where he shows you how to use 6 steps to succeed with Content marketing.In this segment, Joe talks about Goal setting and why it is important.

Chris Hamilton:Why are goals important?Joe Pulizzi:Why are we doing this in the first place, right?Chris Hamilton:Yeah.Joe Pulizzi:It's the same ... I feel this way, if you're going to go through the whole process of building a platform and building a business on top of that platform, which is what we talk about on Content Ink, you better get your life right.You better figure out what are your personal goals, what are your spiritual goals, what are your family goals, and get those really set. You're going to have to make some sacrifices in some areas to make this thing work. You're going to be creating a lot of content. You're going to be doing a lot of things that are unnatural to you and I want to make sure that you're doing them for the right reasons.It changed my life, the fact that I write down my goals and review them every day. It's absolutely the number one thing that I point to. As I got my life in order, things feel good. I'm happy. I'm doing the things that I need to do for my kids, my family. I just feel that ...This business stuff is all secondary. Let's do it for the right reasons. Let's make sure you're feeling good about your life in general. I feel like, if you're going to do anything, you better make sure you have your life set first. Then, we'll do the business stuff secondary.I hope you enjoyed this.If you have any comments, please leave them below.Chris HamiltonEmail MeSalesTipADay.comCheck out my Sales and Marketing Webinars herePlease Subscribe to the Sales Tip A Day Podcast –  Click here to Subscribe 

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Amplify Your LinkedIn Profile Tip 2 - Your Picture:

There's several key areas that you need to take a look at. The first being, your picture. In this section, I'm going to talk about your picture as it relates to your LinkedIn profile and why it's extremely important. First of all, if you have a premium account, your picture is actually 30% larger than if you have a free account when people are looking at profiles. Why do you want to do this? First of all, it draws your eyes in. Not only is your picture larger, but your actual segment at the top of LinkedIn is larger and it displays more information.The other reason why is you want to take a look at leveraging a profile picture because just by having a profile picture, it increases your views by elevenfold. Why you want to do that? First of all, 50% of all buyers, B2B buyers avoid profiles that don't have a picture. If your sales team members do not have a picture on their profile, guess what? Fifty percent of the buyers in your market space are going to absolutely avoid them. First thing you need to do, get them to get a picture on their profile.

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Recently I had the opportunity to interview Dave Mattson, the president of Sandler Training on their new book “LinkedIn the Sandler Way”.

This is the complete 1/2 hour interview.If you would like to download the book, CLICK HERE, or Click on the book cover below.

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LEARN THE LINKEDIN SALES TACTICS I USED TO TAKE A COMPANY FROM $250K TO $7M IN 2 YEARS

Amplify Your LinkedIn Profile - Tip 1 Editing Your Profile:The first thing you need to know about with the profile is how to edit a profile. What you do is you go into the top search bar on LinkedIn. What you see is ‘Profile’, and then it says "Edit Profile". Your profile will come up. Then, what you do is anywhere on your profile while you're in edit mode, you can click the pencil, and then actually change things on your profile.

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The Difference Between LinkedIn and LinkedIn Sales Navigator By Dave Mattson:

Recently I had the opportunity to interview Dave Mattson, the president of Sandler Training on their new book “LinkedIn the Sandler Way”.

In this segment, Dave talks about The Difference Between LinkedIn and LinkedIn Sales Navigator.

Here is a transcript from this segment of the interview:Chris Hamilton:Dave, what do you see as the difference between say LinkedIn, and LinkedIn has another solution called Sales Navigator. What are some of the key differences there so that sales people get a better understanding on that?Dave Mattson:I think the main benefits in my opinion is that LinkedIn of course has got an awful lot of stuff going on, so there's a lot of noise and that's not a bad thing. But it's a space where you get to share content, you get to collaborate, you're making introductions, all that stuff. If I really wanted to take my game to the next level as a professional sales person, how do I leverage all the great stuff that's happening in that LinkedIn tool? That's where the Sales Navigator takes us.The Sales Navigator is really designed for sales forces. It's fed into salesforce.com. It'll get to start to sort prospects, customers that are in specific territories based on the size, based on who you're looking for. You can start to slice and dice data as you would in a CRM product. You're just using your LinkedIn as the make a database let's say. You're also then made aware of what's going on in your space or in your prospect space so it allows you to have all the behind the scenes algorithms that LinkedIn has from the hundreds millions of people that are on this tool, it sorts all that stuff out for you and says here's probably who you should be paying attention to, based on the criteria that you've put in.Now you can do that in your CRM product but regardless of which one you're using that has a finite group of people there. Whereas LinkedIn of course is the world, and it allows you to do that. It filters out all the noise I would say for professional sales person, so you can then take your game to the next level.

Now a lot of people don't need that or don't think they want that. But for those who've said, "LinkedIn in general is awesome, it's great, but how do I do x? Could I really just live in this tool and really hit my numbers and blow this out? How do I do that?" If it took me four hours to navigate through the normal LinkedIn channels, even if you're a premium user, the Sales Navigator really does all the heavy lifting for you. That's really what it does, it serves up people that you should be talking to immediately and takes all that investigative time that we would spend off the table. In my opinion that's really what it does.

If you would like to download the book, CLICK HERE, or Click on the book cover below.

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Learn the LinkedIn tactics I used to take a startup company from $250K in sales to almost $7M in 2 years.

How to Get LinkedIn Sales Leads By Leveraging Your Own Company Connections:

In part 8 of the LinkedIn Social Selling Playbook for Sales Manager, we'll be talking about how to leverage your own company connections to find potential opportunities. Why do you want to do this? First of all, I would get my sales team to connect with as many people as they can in the company because you never know who they are connected to. This is another way to get introductions into potential prospect accounts.For example, the other day I was talking to a friend of mine, who works at an engineering firm. He's been trying to get into a municipality in the province that I'm in. He had a meeting with this company and found out that one of the guys he works with is related to the person he had a meeting with. Now, if he had been connected to this person on LinkedIn, he might have actually figured out that that was a way that he could get in the door to get a meeting faster with this person.You never know who in your organization, if it's a person in the mail room, if it's admin assistant, if it's a lower sales rep, an inside sales person. It could be your CEO, it could be your Vice President, it could be your COO. Any of these people have got connections. They can help you get in the door and get more sales opportunities coming in and get more sales opportunities for your team.How do you do this? In this case, I'm going to take a look at any first level connections in a company that I was working at a while back called Introlinks. When I do this, I search at on a first level connections, what I find is I've got 178 people that show up who have a first level connection.If I change this around and use the same company but put a second level connection in, what I find is there's an additional 728 people on LinkedIn that I wasn't connected to. In this example, I would have access to a network of 728 more people potentially. LinkedIn, part of their statistics show that the vast majority of people have between 500 and 900 connections. In this case, let's just say on average, that each of these people have 500 connections. That would expand my second level network, just within the company I'm in, just the 728 people up to 364,000 people. Somewhere in that 364,000 people, you're bound to potentially find some prospects in that segment.Here's some sales manager's tips. Have your team start a process where they're connecting with coworkers on a regular basis. Secondly, leverage your internal connections amongst your team members to find more prospects. For example, you may have multiple team members or sales people that are reporting up to you in different geographically areas or in different accounts. You should be finding between these guys where you could leverage the opportunities to have one sales rep and introduce another into an account.If you want to reach out to me. I'm Chris Hamilton. You can reach me at [email protected]. In North America, you can reach me at 403-630-1243. On LinkedIn, if we're not already connected, please feel free to reach out to me ca.linkedin.com/in/chrishamiltonca.

A Great LinkedIn Sales Tip For Sales People:

Recently I had the opportunity to interview Dave Mattson, the president of Sandler Training on their new book “LinkedIn the Sandler Way”.

In this segment, Dave talks about A Great LinkedIn Sales Tip For Sales People.

Here is a transcript from this segment of the interview:

Dave Mattson:We put articles on. LinkedIn loves us because we have such a high following, which is great. People know us either from being part of our classes or they learn about us because we're putting relevant content into their groups or into the channel, which LinkedIn manages for us because of the relationship. That's there. We also use it to investigate, to do some due diligence. I'll tell you what I mean by that.We're going on a particular call. This happened very recently. You know how you're down to the final three dances. Companies have these policies. They say, "Oh you're all equal." In reality, if they didn't have the company policy that says you have to look at three, some of us wouldn't be there. Let's be honest. They always have to be "fair and object," which is okay except we're all human.We looked at one of the key decision makers only to find out that they were an active member of a competitive group of ours. We said, "Well wait a minute, why would anyone want to change?" They're in there, they're offering articles, their testimonials are there. We tested it, "No, no. It's going to be objective." We decided as an organization to not invest our time and energy in that opportunity because we should have been focusing it somewhere else because when you're coming out cold if you track, our numbers are much lower than if we were to control the process and/or had clients that would like business to be done if they were at a new company.A blind RFP as an example. Their numbers are low. Sales people have happy ears, so you get through the process. Once you really look objectively, "Hey look, that decision team is already on board with XYZ, we can try and that's fine, but we made a decision because at our company, no is just as good as a yes." It's the dragging through the mud, spending resources, and time in this in-between stage is just a frustration and a lot of wasted time and energy. We backed out.That's how we use it as well. We use it to look and to figure out if I were to be meeting with you, in the old days I would just show up and start the bonding rapport questions; what do we have in common? What's this, what's that? Now, I really get to go on LinkedIn and see ...

If you would like to download the book, CLICK HERE, or Click on the book cover below.

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