Social Media

Ten Ways to Use LinkedIn,

Posted in Social Media on April 8th, 2010 by admin – 1 Comment

Guy Kawasaki  (Alltop)

Apr 06, 2010 -

When I first blogged about ten ways to use LinkedIn, the site had 8.5 million total users worldwide. I’m told that now there are over twelve million small-business people on LinkedIn, which is roughly 20 percent of its total user base.

Many of these small-business people are using the site in ways you’d commonly imagine: finding leads, growing their business globally, or finding the right vendors. My buddies at LinkedIn recently provided me a list of ten additional ways small businesses can use LinkedIn:

  1. Acquire new customers through online recommendations and word of mouth. Satisfied customers are the best source of new customers. Increase your word of mouth referrals by asking your happy clients to write you a recommendation, which will be published on your LinkedIn profile and will be broadcast to their entire LinkedIn network.
  2. Keep in touch with people who care most about your business. Sites like LinkedIn help keep your business alive in the minds of the people who care most about your business. LinkedIn is effective for two reasons: the business intent of LinkedIn users and fewer status updates, which mean you stay on top of mind. Tip: You can also increase the impact of your status updates by syncing your LinkedIn and Twitter accounts.
  3. Find the right vendors to outsource services you’re not an expert on. Think of the number of times you’ve asked your colleagues if they knew of a great web designer or photographer. LinkedIn makes it easy for you to find and vet vendors through the network of your peers. Additionally, you can also trade services with your vendor connections on LinkedIn; sort of a mutual referral system.
  4. Build your industry network—online and in person. Search LinkedIn’s Groups directory to find industry associations and networks to take part in. For example, if you’re in the event planning or wedding industry, there are over 530 groups. In addition, LinkedIn also surfaces popular events in your industry calling out local events that your connections are attending. Imagine being able to find only industry events that your prospective clients are attending.
  5. Get answers to tough business questions with a little help from your real friends. Small business owners deal with challenging questions on a slew of topics each day. LinkedIn Answers and Groups let you find answers to those vexing questions quickly by tapping into the wisdom of your network (LinkedIn tells me there are over 200 different categories on Answers including one dedicated just to small business and over 2000 groups on small business related topics). Wondering whether your recent office purchase is tax deductible? Check out hundreds of questions on related topics here.
  6. Win new business by answering questions in your area of expertise. Use the many forums on LinkedIn to share the knowledge you’ve gained in your area of expertise. This is a great opportunity to win new business or at least find prospective clients to pitch your business to. Prospective customers will find your answers when they use LinkedIn’s advanced Answers search. And don’t forget, what goes around comes around. Don’t forget, this is a great way to soft pitch your skills and expertise.
  7. Raise funding. You can use LinkedIn to find mentors or potential investors for your startup because there are over three million startup professionals and over 12M small business professionals on LinkedIn and it’s always good to stay in touch with folks who’ve been there, done that and willing to mentor you. Once you’re connected, your participation on LinkedIn (answers, status updates or group conversations) may even cause them to consider investing in your small business.
  8. Network with peers in your industry for repeat business referrals. LinkedIn Groups is a powerful medium to find peers in your respective industries to network with and to find complimentary businesses to share referrals with. For example, mortgage brokers can find real estate agents to partner with on relevant groups and as most small businesses know, these partners are your best source of referrals that can turn into repeat business. With over 2000 groups dedicated to small business topics, you’re sure to find a relevant group to network.
  9. Convince potential customers of your expertise by sharing unique blog content. Small businesses smart enough to create unique content on their expertise (either with a blog or twitter account) should link to it from their LinkedIn profiles. Or take it one step further by promoting featured blog content to LinkedIn members on the site (for e.g. with small text ads). You can specify exactly who will see your ads—Executives or VPs—and include a link to your profile so they know who’s behind this content.
  10. Keep your friends close and your competition closer. Over 150,000 companies have a company profile on LinkedIn, the “public profile” for companies. These pages surface key stats on companies; recent hires as well movers and shakers. Not only do company profiles give you unique insight into your competition, they also give you an opportunity to stumble upon potential hires by browsing through company pages.

I hope this helps you take LinkedIn beyond the usual uses and makes your small business even more successful.

Shift Happens

Posted in Social Media on February 3rd, 2010 by admin – Be the first to comment


Posted in Online, Social Media on February 3rd, 2010 by admin – 1 Comment

By Joe Manariti, Managing Director, Swim Communications

Joe Manariti

How can your website assist and support your sales effort?

Increased activity is going to be the difference between companies that grow and ones that struggle in 2010. Businesses have seldom been more receptive to considering new suppliers and contractors than they are right now.

So, good sellers are out selling harder than ever before. But how do you increase your sales effort without hiring new staff or asking existing employees to work even longer hours?

How do you heighten a company’s profile without expensive ad campaigns or spending a fortune on direct mail?

The answer is that you do it bit by bit. Or byte by byte to be more precise. A company’s website can be the best sales support any account manager, BDM or rep ever had.

So, here’s my 5 point checklist that will help your business make sure that it works as hard online as you do offline!

1.   Does your website establish your businesses credibility?

This is KPI No. 1 for any website. Does the website make your business look professional and competent? Update those broken links and add new text and photos to tired pages. Is your site only 5 pages? How does that reflect on your business to your existing and prospective customers?

2.   Does your website make it easy to get in touch with you?

Making sure the “Contact Us” button is easy to find is Web 101. Behind that button make all contact information easily accessible. Don’t listen to the “spam-o-phobics” who want to hide the email address or tell you to spell it out: nosalesatyourbusinessdotcomdotau???. Include a map and even a photo of your head office as well. Google Maps will even help customers navigate to your door.

3.   Do you update your website regularly?

How many times will a customer visit a website that doesn’t get updated? Twice. You wouldn’t sit through the same sales pitch a second time either! You can even add a Contact Management System (CMS) to your website so you can add the new information yourself.

4.   Do you use email to help you stay in touch with your prospects?

Do your customers only visit your website the first time they meet you? You can start inviting repeat visits and enquiry by collecting email addresses and informing interested people to return to your website whenever you can find reason: product innovations, price fluctuations, new catalogues, clearance lists, special offers and more. Email prospects with purpose; not for the sake of it, that’s spam.

5.   Does your website add to your prospect database?

Add a “Sign up for newsletter” button and start database building. Your existing web developer should be able to add a newsletter engine to your site without much trouble. And they’re easy to manage when you get a good one. Try

Good selling is communicating. These five tips are all about how to communicate better using the web. You need to speak up to be heard, and that applies online just as it does offline.

All of these actions are basic, easy to make changes. The online implementation effort and cost is a fraction of the offline equivalent – there’s not even a postage stamp required once you’re set up.

Online efforts can definitely reap sales rewards.

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