LinkedIn as a sales tool

Robb Pardee

I'll be joined by leadership coach and trainer Robb Pardee next week for a workshop in Philadelphia, presented by the Philadelphia Business Journal with promotional support by PANO. (Details and registration link here.) Robb will discuss using LinkedIn to Supercharge your Nonprofit, and I had the opportunity to ask Robb a few questions. Even if you're unable to attend, you'll readily see possibilities for your sponsorship relationship-building.

Robb, tell us why are you so enthusiastic about LinkedIn.

Part of my enthusiasm about LinkedIn comes from my own experience. LinkedIn has dramatically impacted my business and increased my exposure more than any tool I have used in the last 5 years. The other part of my enthusiasm comes from the possibility that LinkedIn represents. I talk to people all the time about creative ways they are using LinkedIn to grow their businesses or advance their careers.

How do you see LinkedIn being such a great sales tool?

LinkedIn is such a great sales tool because it is open; anyone can create a profile. You can leverage 95% of LinkedIn’s functionality for free. It takes much of the sales cycle that used to take weeks of phone calls or relationship building and throws it wide open. It shows me the relationship connections that I didn’t even know I had. And people actually want to be contacted via LinkedIn, where a cold call to the same person would probably be turned away.

What's the biggest mistake people make when using it?

There are two big mistakes that people make on LinkedIn. The first mistake is not thoroughly developing their profiles. A complete profile is much more likely to come up at the top of search results. The other mistake is creating a profile and forgetting about it. Your LinkedIn profile needs to be interactive inviting people into conversation with you.

What are three things attendees will be able to do better, faster, and more efficiently because of your LinkedIn presentation?

1. First, they will gain an understanding of the business value of LinkedIn for sharing their brand.
2. Second, they will learn to optimize their LinkedIn profile for personal and organizational branding.
3. Third, they will be exposed to the power of LinkedIn company pages for communicating their message.

Thank you, Robb.