Staffing firms will learn to successfully convert prospects into new customers by using your LinkedIn network to warm up cold leads. Download the full playbook: http://linkd.in/1IIqiO8

1. Leveraging
LinkedIn for
Business
Development

2. 2

3. Build
​ Your personal brand

4. 4
What is the number one
activity performed on
LinkedIn?

5. 5
The anatomy of a well-branded profile
Engaging,
friendly
picture
Custom public
profile link
Be found easily
with descriptive
headline
Essential links
Killer summary

6. • Pictures
• YouTube videos
• SlideShare presentations
6
Show, don’t tell: Use rich media in your profile
Background
SUMMARY
Entrepreneur, risk taker, passionate, doer and solutions thinker. A ‘roll
up your sleeves’, act like an owner and love what you do, person.
I lead Talent Acquisition for Acme in EMEA across our sales
organization, marketing solutions, and sales solutions team. Talent
Acquisition transforms the future of an organization. Talent acquisition
is about changing lives.
Acme is a company where anything is possible!! You can transform
your career in a heartbeat. Our culture is defined by our employees
passions. Our values are the principles that guide our decisions and
quite frankly it is an awesome place.
Experience
Recruiter
Acme
April 2010-Present (3 years 8 months)
Why is Acme so cool? Adventures in Sales at Acme
Acme is changing the
world.

7. Engage
​ Your target audience

8. 8
Your personal status updates
​ 3 tips for sharing successful updates
• Include images, videos &
presentations
• Show, don’t tell
1. Be Visual
• Stay top of mind
• Showcase your
knowledge
2. Be a thought leader
in your network
• Ask open ended
questions
• Tag other people
@SamanNazemi
3. Make your updates
more interactive
“I have a high InMail response
rate, and I attribute that in part to
the fact that I’m putting out
compelling information in my
status updates. You have to build
your brand alongside using
LinkedIn to reach out. You have to
build those relationships.”
Evelyn Milani
President, Avanti Recruitment Solutions
92%
Fun Fact
92% of B2B buyers
engage with sales
professionals who are
known industry thought
leaders. Don’t overlook
the value of sharing
your knowledge.

9. 9
Participate in Groups
• Specific industry verticals
and business segments
• Targeted locations
1. Join targeted Groups
• Develop a posting cadence
• Mimic top contributors’
behavior
2. Don’t be idle
• Add your thoughts to an
ongoing thread
• Share relevant posts with
the group
3. Post, don’t sell
5x
Fun Fact
Members who use Groups are 5x more likely to get profile views from people outside their
network. Start participating today to get your brand out there!
​ 3 tips for becoming a Group engagement guru

10. Name Drop
• Not a strong connection
• Not comfortable making intro
• Connected to several colleagues
LinkedIn Presence
• Recommendations
• Endorsements
• Publications
LinkedIn Profile
• Summary
• Interests
• School
• Career
• Shared article
10
InMail playbook

11. 11
Social InMail framework
Social
Who you are
Why you are reaching out
Insights / WOW factor
What we do to help you
Call to Action
Be Creative…
PROAD
PROAD

12. 12
LinkedIn profile - Summary
Social
Who & Why
WOW Factor
Call to Action
Alice Hun
Alice
Alice Hun
Alice Hun

13. 13
LinkedIn profile - Interests
Social
Who & Why
WOW Factor
Call to Action
Mary Tulan
Hi John,
Magnetic Management’s
Magnetic Management
John Smith
Mary is our marketing master
John Smith
Mary Tulan

14. 14
LinkedIn profile - Career
Social
Who & Why
WOW Factor
Call to Action
Ian Idle
JHK Inc
Ian,
JHK Inc.

15. 15
LinkedIn profile - School
Social
Who & Why
Call to Action
fferst@gmail.com
Fiona Ferst
Fiona Ferst
Fiona,
Lorten Management

16. Recruit
​ New clients

17. 17
Recruit new clients
Leverage mutual connections to warm up cold leads
According to a survey of B2B buyers or influencers on
LinkedIn: Only 4% had a favorable impression of a
salesperson who reached out cold.
4%
But 87% had a favorable impression of a salesperson who
was introduced to them through someone in their professional
network.
87%

18. 18
Alumni functionality
​ Warm up prospects who share a mutual love for your alma mater

19. 19
Company & Career Pages
​ Search your prospect’s Company & Career Pages to gather
information and find common connections

20. 20
LinkedIn Groups
​ Reach out to job posters to help fill their open reqs

21. 21
Generate new leads
​ Keep tabs on targeted clients & prospects with Search Alerts in
Recruiter Professional Services

22. 22
Gain market intelligence
​ Use Recruiter Professional Services (RPS) to learn who’s
actively hiring

23. 23
Key takeaways
​ Your LinkedIn business development strategy
Build a profile that markets to clients and candidates
Engage your network to stay top of mind
• Personal status updates
Recruit new clients by leveraging commonalities
• Alumni functionality
• LinkedIn Groups
• Company & Career Pages
Gain market intelligence & generate new leads
• Follow client Company Pages
• Use refinement filters + search alerts in RPS