How is your LinkedIn profile? Part 1

February 13th, 2010

Why do I have to bother with this?
Do I really need to be at 100%?

Because…first Impression count online too

The good news is that you can ensure you come across well by following a few simple steps.

Easy steps first: upload your CV or resume.Don’t worry, you can decide how much to include.

Photo time. Don’t be shy. No, not your facebook photo and not your passport one either. Something that looks a bit like you and doesn’t look like you are drunk/deranged/dangerous/desperate. Just take a photo with your phone and upload that for now.

For now? Yes, every time you tweak your profile, your network gets informed. Which adds to your touch-points; which is good.

Names; what to call yourself?

You’ll probably notice that some people add in their post-nominal letters, email address, phone number or even number of contacts here. I’d stick with the name you were given when you entered the world. Again you can always “improve” it later.

The Headline is next and this is where you can have a bit of fun. Currently I am a “Social Media Strategist and High Level Sales Coach”. I say currently because that’s my present area of interest. Get creative and use this to brand yourself. It’s what people see when your name comes up.

Next is location and area of expertise, make sure these are the ones that are right for you

Current role and work history. Spelling, punctuation, multiple entry, capitalisation, huge gaps. This is where these issues creep in. This is your image we are talking about here, so have a bit of care, please.

Recommendations are one of my favourite aspects of LinkedIn. Why?, because instead of them being the usual semi-anonymous excerpts that you find in brochures , these are the real opinions of real people you can check out with a click of your mouse. Wow. Get some

Connections. To hide or not to hide? Lots or a select few. It depends on you, your market and your strategy. I’ll be discussing connection strategies in a forthcoming blog.

Link to your websites, LinkedIn groups, blogs, company sites properly. What do I mean properly? Well it helps if the links work, so test them. Edit the “my company” or “my blog” headings to read the name of the place they are pointing at. How? Click edit , then click the drop down arrow next to “my  company” and select “other”. Then type in the name of your site. The next box is where the url goes.

On twitter? Add it in next. Should you have a different strategy for your tweets and status updates? Probably. I’ll be blogging on this soon too

Public Profiles or vanity urls. Tweek this and use it on the bottom of your emails, on your business cards etc

So that’s the blue square stuff sorted. Your LinkedIn profile should be a great reflection on you and in integral part to your brand. The next blog will explore how to use the summary and specialities section to enhance your brand image. We will also look at applications, groups, contact settings and other ways of maximising the value you get from LinkedIn

Got a different view? Let’s hear it

iPad for business? What is it for, really?

February 1st, 2010

Steve Jobs, Apple's CEO, holds the company's latest device: the iPad. Photo: REUTERS

Has the hype eased down? Is this latest objet d’art from apple going to rock the world?
Hmm. Where is the camera? Why can’t you run concurrent apps? Where is the USB port?
It is gorgeous, though.
Do I want one? Yes
Will I end up using it to surf while watching TV? Er probably
Prediction: Cool coffee shops will have iPad rests to prop the thing up on.

Value

October 24th, 2009

That’s a big word
Selling sales training should be like shooting fish in a barrel for decent sales trainers.
That’s a bold statement
Unlike most training events, sales training does have a concrete measure attached to it.
Sales performance before and after
If they are not selling more after the training. what was the point?
So what does wow training do? Well here’s what people who have experienced the wow methodology actually say

“Lorne has exemplary experience of the sales and recruitment industry. He has a profound ability to understand and deliver the latest techniques within the sales world. Lorne has a passion to improve and develop sales professionals. An individual I would recommend and attend any course he holds.”

Michael Hall , Team Leader (APM Corporate Member) , Rullion Computer Personnel

“Lorne is an engaging Trainer who added real value to our permanent recruitment division’s knowledge, particularly with regards to online and web 2.0 training. He is a highly personable individual with excellent ideas on how to onboard and retain new starters, and I highly recommend him for any training needs you may have.”

Leah Moran , Bid Coordinator / Senior Technical Researcher , Rullion Computer Personnel

“Lorne has been an excellent asset for Rullion over the past five years, he has worked closely with the operations to develop new and valuable courses that have improved efficiency and sales within Rullion. He delivers courses in a way that focuses on the practical application of theory and best practise, which has made our training offering more relevant to the organisation. I can highly recommend Lorne.”

Mark Clinch , Regional Director , Rullion Engineering Personnel

Here’s the challenge.
Dial me in on a conference call on your next sales day. I’ll provide you with the real world sales training  that will increase your sales numbers that day.
“How?”
Well I’ve been helping organisations and individuals improve their sales performance for a number of years. I don’t have a secret recipe or a cast iron 100% guarantee or any of that nonsense. By listening to what you actually do and say and by noticing what you don’t do and say I can improve your sales skills in ways that you probably have never thought about.
“My sales manager can do this for me and he is an expert in our market, are you?”
Well I’m sure I’m not an expert in your market but my satisfied customers are testimony to my ability to improve sales performance there and then.
“Well we’ve done, SPIN and Miller Heiman and Dale Carnegie etc etc.”
What makes you so different? These are all excellent sales training organisations. I draw on their research and their training to ensure that my training reflects the most up to date, real world sales techniques available.
Here is an example programme
1 Finding customers. Leveraging linkedin and other social media to find the right customers
2 Getting on the phone. Yes the hundred year old technology still works and won’t bite you, so pick it up
3 Appointment setting. I’m in the area, when’s best for you? Now or never
4 Face to Face Selling. I like your body langauge
5 Key Account Selling. You mean you are not the decision maker after all
6 Negotiation excellence. Compromise is a dirty word
7 Dealing with difficult customers. Is there any other kind?
8 Wow service. There is no point in gaining customers if you lose them faster than you win them
If your team improves by just 5-10% in any or all of these areas, what will that mean to your business? What would it mean if you did nothing?
Call me on 07725648089 to get wow sales results!

Hey, I’m a linkedin centurian!

October 9th, 2009

next milestone 500 connections

The vast majority of my connections on linkedin are people I actually know. To get to 500 before the turn of the next century I’m either going to have to get out more or start connecting with people I don’t know from Adam. Does that defeat the point of linkedin or is it what it’s for?

I’m adding about 50 people a month so this time next year, we’ll be millionaires, Rodney!

Linkedin is about more than just adding connections, of course. It’s a fantastic way of turbo charging what you normally do with people in your network.  What do I mean turbo charging? Well for a start you suddenly have visibility in a way that just wasn’t possible in the olden days. This visibility factor also applies to everyone else on linkedin as well, clearly. And its this mutual visibility and contactability that are at the core of the power of linkedin.

So, Grasshopper, now you are aware of this power, the question is, how will you use it? There are clearly many great users of linkedin and many times more who aren’t, who just don’t get it, or don’t feel that it is much use to them. This split between the faithful and the great unwashed will become less marked over time. At the moment early adopters have a clear advantage in terms of, for example, using linkedin to market themselves, find customers, profile customers, recruit, etc etc

What’s your favourite use of linkedin?

Do social media techniques shorten sales cycles?

September 28th, 2009

Getting in-front of the right people at the right time has always been fundamental to sales success. So do sites like linkedin etc actually change the game or are they just variations on a theme? I ran a training session today on identifying buying influences. It was based on the CUTE model from Miller Heiman.

Coach

User Buyer

Technical Buyer

Economic Buyer

Linkedin can help you identify some of the above buying influences, but does it take the place of identifying and developing a Coach for each sale?

A Coach in this context is someone you have credibility with, and has credibility with the rest of the client’s buying influences and crucially has an interest in your sale taking place. Having a decent linkedin profile can help with your credibility but that’s about as far as I would take it, in this situation.

So using linkedin is just the start of your research and a means of networking and can’t take the place of the sales skills that have always been necessary to generate real success. What do you think?

Sales is sales is sales

September 23rd, 2009

“Sales is sales is sales.” Right. The fundamentals that make effective sales people will not change. What has changed is ways of finding customers, profiling customers, connecting with customers, adding value to customers.

“Our business doesn’t work that way” OK. Each business and market are different but they all need to find, win and retain customers.

“We’ve got a website/ blog/ twitter account/ YouTube channel,etc” Well done. Are you really getting the most out of the new ways of connecting with customers?

“Our customers are not on facebook, they are business people, not kids” When Alexander Graham Bell was looking for investors for his telephone research he often met with the following reply; “If I need to send a message, I’ll just give it to a servant” We all use phones, mobiles, emails etc to connect with customers. Social media stuff is just another version. One that has the potential to revolutionise the way you connect with customers.

Here is one example. In recruitment, one of the best ways of creating a successful business is to go niche. Pick a small section of a market and become an expert in that area. Over time you build enough contacts of both clients and candidates to become the “go to guy”. This takes time, effort, organisation and a bit of luck in picking the right niche.

Now, with new media techniques, it’s possible for anyone to find huge numbers of niche contacts, instantly. So the game has now changed and those who don’t get it, will not be around for much longer.

Don’t agree? Let’s hear your comments

CV2.0

September 21st, 2009

Is there nothing that can’t be two point zeroed?

I’m starting to feel like the Readers Digest. Is it my job to find out about this web2.0 stuff and summarise it for my adoring public(Hello Mum!)

As if your linkedin profile wasn’t modern enough, you can now have a trackable version from visualcv.com. What do I mean trackable? Well the problem with your linkedin profile is that, unless you’ve paid for it,you don’t know who has looked at it. Visualcv solves this problem by hosting your info on their site, for free and then telling you who has accessed it. You can of course add all the extra stuff you want to your online cv to make you “stand out from the crowd”. So we have sales people posting  sales charts and social commentators posting videos of their social commentary etc etc.

So will I be joining in the visualcv fun? The jury is still out. If any of my lovely readers have already been there and done that, then let me know by adding your comments, please.

Marketing2.0

September 18th, 2009

Yes, I know, another 2.0. Where will it all end?

I attended a great webinar this week from Social Media Magic.

As usual, my focus has been on what is front of my nose and Social Media Magic have opened my eyes to several wider and potentially important possibilities.

First, why bother? There are lots of answers. The main one might be because your competitors are. And of course…. it’s the future….(I’ll try to stop the portentiuos claims on importance of t’interweb)

Like any form of marketing, you really need to have a plan, such as:

  1. Strategy
  2. Presence
  3. Expand reach
  4. Nurture relationships
  5. Properly maintain presence

But how can I have a strategy if I don’t really know what this stuff is? Good point. That’s what blogs like this and webinars like the above are all about. For fantastic explanations of linkedin, twitter, blogging etc have a look at commoncraft. These guys have really straightforward 3 or 4 minute videos explaining all these things and a whole lot more. Check it out, you will learn something useful.

As well as the big 5 listed above the magic men heartily recommended the big C. That is consistency. Since out of sight quickly becomes out of mind, they suggest daily updates/posts/interactions of some kind

An other good point is one I am trying to explore, that is, narrowing your focus to become a real niche player. Now, in recruitment it has long been held that going niche was one of the ways to untold wealth. Just as long as your niche doesn’t suddenly become so niche that it disappears entirely.

The final point they made concerns creating groups on linkedin. They suggested forming a group that would pre-qualify your target market for you. Here’s how it works. Setting up groups on linkedin is extremely easy. Maybe too easy. There are loads that are clearly blatant attempts at building a database without giving anything in return. The magicians suggest an all together different approach. Create a group that explores problems that your service can potentially solve but don’t brand it as from your company. Offer real advice, for free, that will solve your prospects problems. Then invite one by one your target market. Those who accept the invitation are pre-qualifying themselves. Wow!

web2.0 recruitment2.0 training2.0 sales2.0

September 16th, 2009

Has the world gone2.0 mad?

Those of us old enough to remember the dotcom bubble and subsequent crash will be feeling less than overwhelmed with “the internet changes everything” attitude that the 2.0 branding seems to echo.

My take on it is this. Web1.0 is stuff that can also exist outside the internet; ie email is quite like normal post except not delivered by a guy on a bike. Buying your shopping on tesco.com is a lot like buying it in the shop, except a guy in a van brings it round. Web2.0 is stuff that just wouldn’t be possible outwith internet land: ie how would linkedin or twitter work without t’interweb? “I’ve been following your postcards and want to connect with you” “Help, a stalker, call the police!”

Right, I’m a sales trainer who specialises in recruitment so what I suggest is that the 2.0 moniker can just as easily apply to the things I do. It’s about using web2.0 stuff to move the world of recruitment, sales and training on, a lot.

Now, I’m not pretending that I invented twitter (that was Stephen Fry) or have  a gazillion connections on linkedin (82 as of today). No, what this and later posts will do is show one man’s journey into web2.0 or how sales2.0 saved my life or even training2.0 we’re on a mission from (insert appropriate deity).

Here endeth todays lesson2.0