13 WA YS

TO MAKE SELLING
EASY WITH
LINKEDIN

NOAH RICKUN
TABLE OF CONTENTS
Introduction ........................................................................................................ 3

1. Show Up Prepared ........................................................................................ 7

2. Allow Your Reputation to Precede You .......................................................... 11

3. Reach Out and Appoint Someone ................................................................ 15

4. Join a Group ................................................................................................. 20

5. Create Your Own Group ................................................................................ 22

6. Earn Recommendations ................................................................................27

7. Stay Connected ............................................................................................ 29

8. Introduce Yourself ......................................................................................... 31

9. Host an Event ................................................................................................ 33

10. Make a movie. Make more money. ............................................................... 38

11. Keep Good Company ................................................................................... 41

12. Supercharge Your Network ........................................................................... 43

13. Advance Yourself .......................................................................................... 46

Final Note ........................................................................................................... 48

Noah Rickun ....................................................................................................... 49

Copyright Info ..................................................................................................... 51

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 INTRODUCTION

13 WAYS
NOAH RICKUN
3
The book that you hold in your virtual hands will unlock the door to
limitless sales success. It’’s not a magic pill. It’’s not the Holy Grail. It is,
however, the key to optimizing your sales activity and to evolving from
salesperson to sales pro.

These are the strategies I have used to successfully prospect, appoint,

connect, uncover, relate, prepare, engage, attract, qualify, close, and
stay in touch with customers. These 13 Ways are the ways I out-sell my
competition and out-earn my quotas and targets.

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I’’m going to assume that you already have a LinkedIn account, or that
you can gure out how to create one on your own. I’’m going to dive
right into the meat –– and share how to best use LinkedIn to support
your sales efforts. Don’’t worry, though, 13 Ways is not a LinkedIn
mastery book; it’’s a sales mastery book. I’’ll provide links to resources
along the way that will show you the LinkedIn basics if you need them.
For instance, if you have not yet created an account visit
https://www.linkedin.com/nhome/join-create and do so now.

Most LinkedIn users are passive users. They sign up, they ll out a few
prole details, they connect with a few people they already know, and
then they wait.

What are they waiting for?

What are YOU waiting for?

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 Sales success comes down to one thing: putting yourself in front
of the most (and the best) prospects. Once you’’re there, your
ability to sell is directly proportional to your ability to connect.

How well do you...

•• Connect the needs, problems, concerns, and questions of

your prospects to your answers?
•• Connect with your prospects and customers on a personal
level?
•• Connect your professional network to your prospect?
•• Connect and align your business philosophy with your
prospects’’ philosophies?
•• Connect on a level that establishes condence and trust
with your prospects?
•• Leverage your connections to establish a reputation and
proof of your sales claims?
•• Stay in front of your connections regularly to ensure
customer loyalty and to earn additional wallet share?

LinkedIn’’s value to the sales process stems from the fact that
LinkedIn centers on connections. Your connections.

And so I give you, 13 Ways to Make Selling Easy with LinkedIn.

Read it, try it, use it, prot from it, and then hide it from your
competition.

During your journey, I’’ll be here to help you every step of the way.
Connect with me at http://www.linkedin.com/in/noahrickun and be
sure to join my group, ““Selling is Social”” on LinkedIn as well.

Yours in Sales,

13 WAYS Noah

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 Note: Everything in the rst 12 sections can be performed with a
free account. There’’s no need to pay for a premium account until
you’’ve fully maximized the opportunity herein. There are some very
compelling reasons to subscribe to a premium business account
(full disclosure: I’’ve been a subscriber for several years), but I’’d
recommend that you upgrade only after you’’ve read this entire
book and mastered the techniques I am going to share with you.

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1 SHOW UP PREPARED
““80% of success is showing up.””

That statement is wrong.

- Woody Allen

It should read, ““Showing up will make you 80% successful.””

It’’s like getting to the 80-yard-line and then not scoring. It doesn’’t count for
much. And, it’’s the equivalent of getting 80% through your sales cycle and
nding out your prospect is going with your competition.

I don’’t know anyone in sales that wants to be 80% successful. If you are
happy with almost winning the sale, stop reading now and go back to
watching Dancing With The Stars or American Idol.

Oh, you’’re still reading? Good. Let’’s get to work.

The secret to success is showing up prepared. And LinkedIn is one of the

best ways to ensure that you are prepared in terms of your prospect. Most
salespeople spend too much time memorizing their PowerPoint deck and
every feature and benet of their product or service, and not enough time
(think, none) preparing intelligent questions or searching for commonalities
that will help them to connect on a personal level. But not you……not anymore.
What you will be able to accomplish in under fteen minutes will take days,
weeks, or even months off your average sales cycle.

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I’’ve started with preparation rst because I want to show you impactful
results immediately. If you do nothing else, I implore you to follow the
steps in this section and cash-in on the strategic advantage that you
will have given yourself.

Assuming you already know your prospect’’s name and company,

here’’s what to do in advance of your meeting:
(if you don’’t have a prospect……I’’ll show you how to nd one later)

•• Find your prospect on LinkedIn. Click through to the prole and

look for:

••

••
How you
re connected to your prospect. Often, you’’ll
nd that you are a 2nd or 3rd degree connection and that
you have a mutual connection that you can reach out to
for insight and the inside scoop.

Previous employment. Has your prospect worked with

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or worked for anyone that you know? Have you done
business with a former employer? Perhaps you worked
for the same company at some point?

•• Education. Do you love the school football team? Do you

hate the school football team? Did you go to the same
school? Did your prospect earn a degree that is
completely unrelated to her current position? For
instance, I look for people who attended law school but
do not practice. Or a VP of Sales that studied molecular
biology. Makes for a fun conversation.

•• Websites. Does your prospect have a blog or link to a

non-prot organization or foundation? If so, click! Read
the blog and print a post or two out to bring with you to
your meeting. Same thing about the social cause –– be
prepared to ask questions about your prospect’’s
involvement.

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••

••

••

••
Twitter. Many LinkedIn users list their Twitter account.
Click on it and uncover what your prospect likes to tweet
about. Is it something related to business or does your
prospect tweet about a hobby or personal interest?

Status. What is your prospect working on? What has your

prospect commented on?

Recent activity. This gives you an understanding of how

active your prospect is on LinkedIn. If there’’s no activity,
that’’s an indicator that your prospect is a passive user
and that you’’ll have to do a little more digging to nd out
what’’s new.

Interests. If you’’re meeting with the CEO of a stafng

agency and your prospect lists ne wine or marathons,
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it’’s time to study up. People love to talk about their
passions, and this is your opportunity to uncover the path
to your prospect’’s heart. Come prepared with relevant
information and questions.

•• Groups and Associations. What groups does your

prospect belong to? Anything look familiar to you? Are
you members of the same group? Are there groups listed
that stand out as unique or unexpected?

•• Honors and Awards. How is prospect known within his

industry? Is there something recent that you can
congratulate her on?

•• Recommendations. What do others say about working

with your prospect? What is he known for? What value
does she provide?

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 •• Additional applications. Some LinkedIn users will turn
on the Amazon.com, Wordpress, LinkedIn Events, TripIt,
or SlideShare applications (to name a few). If so, you’’re in
luck. Check to see what books your prospect has read
recently and be prepared to ask engaging questions
about how your prospect has used something he’’s
learned from that book in his business. Has your
prospect traveled somewhere you have been (or perhaps
to your birthplace)? What events has your prospect
attended recently?

Sound like a lot? It is. A lot of gold.

And it’’s all on one page, right in front of your face. With a little practice
it will take you only a few minutes to uncover enough insight to warm
up a prospect at a rst meeting.
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I’’ll make you one guarantee: you walk in armed with the information
you gather from your prospect’’s LinkedIn prole and you will instantly
differentiate yourself from the 98% of salespeople (think, your
competition) that show up and ““wing it.”” And, being prepared with
engaging questions sure beats looking at the walls in your prospect’’s
ofce trying to come up with something pithy to say about bass
shing.

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2 ALLOW YOUR
REPUTATION TO
PRECEDE YOU
Just as you research your prospect,
your prospect will research you.
Just as you research your prospect, your prospect will research you. And,
you can actually encourage it by including a link to your LinkedIn prole in
your email signature. Try sending your prospect an email prior to the meeting
that offers your LinkedIn prole as an ““introduction”” so that you can spend
more time at the meeting talking about your prospect’’s needs rather than
““getting to know one another.””

How’’s your LinkedIn prole? Is it complete? (You’’ll know this because

LinkedIn gives you a percentage indicator and will show 100% when you’’ve
done everything required.) My guess is, probably not. And, even if you have
completed your prole, there are several ways to further optimize your
presence in a way that will create a stronger reputation.

You have the opportunity to establish yourself as an expert in your eld and
as someone your prospect is excited to meet with. Spend the time required to
make your prole something you can be proud of. What do you want your
prospects to know about you? What picture best represents who you are and
what you stand for? What interesting items can you add that will spark
interest, conversation, or differentiation?

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I want you to walk in with the condence that comes from knowing that
your prospect respects you before you have even met. I want you to
walk in able to focus on the sale you’’re after, not the sale that must be
made rst. You see, before your prospect will buy what you’’re selling,
your prospect has to ““buy”” you. Sell yourself in advance of your
meeting, and you’’re one step closer to the deal.

Here’’s how:

••

••
Complete your prole. Do what LinkedIn says you have to do
to get to 100% completeness. You can learn all about that here:
http://learn.linkedin.com/proles. Or, you can dive in and start
lling out the elds under ““Edit Prole”” and not give up until
LinkedIn congratulates you.

Be sure to include a good photo. Something recent and

recognizable. Or should I say, when you show up at your
meeting, be sure you look like your picture. Something that
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shows a bit of your personality. Something that makes others
say, ““Looks like a good guy (or girl).””

•• Unlike with a traditional resume (where everything is supposed

to t on one or two pages) you should feel free to enter as much
information as you’’d like on your prole. In fact, the more detail
you provide (past employment, projects, interests, hobbies,
etc.) the better LinkedIn will be able to match you with
suggested connections and the more likely it will be that your
prospects will nd something interesting about you.

•• Earn recommendations. The more the better. More on this

later.

•• When LinkedIn says you’’re done (i.e., you’’ve completed your

prole) you can focus on spicing up your prole in ways that will
make you stand out. There are several applications that I use

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and recommend:

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••

••

••
TripIt. I travel a ton. Connecting TripIt to my LinkedIn prole
allows my network to know where I’’m going and when I’’m
going to be there. It leads to meetings and appointments,
and it often gives my prospects something to talk about with
me in person (as in, ““Looks like you travel often. What’’s your
favorite city?””).

Reading List by Amazon. If you list well-respected business

books here you will in turn become well respected by your
prospects. After all, a salesperson can never know too much
–– it’’s talking too much that gets you into trouble! Be sure to
keep this list up-to-date and relevant.

Tweets. If you use Twitter, connect your account here and

your prospects will see your most recent tweets right on your
LinkedIn prole. If you’’re not on Twitter, get with the program.
It’’s not going to disappear.
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•• Wordpress or Blog Link. If you have a blog, connect it
here. Your blog posts will become visible on your LinkedIn
prole and your prospects won’’t have to click and leave
LinkedIn to read your stuff. If you don’’t have a blog, you
might want to think about starting one. But that’’s a tip for a
different book!
•• Google Presentation and SlideShare. I’’ve saved the best
for last. This is where all the magic happens. You can share
content about your products and services and yourself with
these applications. I recommend that you use one to share
PowerPoint decks (and they better be good) that focus on
your company and the other to show a video of you
introducing yourself to your prole viewers. Imagine a
prospect coming to your LinkedIn prole and you welcoming
them with a quality video that tells them what your personal
mission statement is. Or your philosophy on serving your
customers. Or what you do for your customers that makes
them love you.

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 The video is the single best way I know to make your prole
standout and to create an impression on your prospect. It’’s
also the most personal element you can add to your prole.
So make it count. Shoot it with an HD camera (the $100 ip
will do) and do as many takes as you need to look and
sound good. Then upload to YouTube, embed in Google
Presentation or SlideShare, and voila! (Here’’s the complete
explanation: http://blog.slideshare.net/2009/06/22/add-a-
video-to-your-linkedin-prole). More to come in

Think of your LinkedIn prole as your opportunity to make a strong rst

impression. It’’s an impression you can control and that improves the
outcome of your upcoming meetings –– if you create a stellar prole.

One nal tip: You might want to ask your customers and peers to
evaluate your prole and to provide feedback as to how to make your
prole better or more representative of who you are, what you stand
2
for, and what it’’s like to do business with you. Sometimes (ok, most of
time) it’’s difcult to write about yourself –– let the people that know you
best help!

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3 REACH OUT
AND APPOINT
SOMEONE

We’’ll do business together.

OK, let’’s pretend you’’ve identied a prospect but you can’’t get past the
gatekeeper. Or that your prospect won’’t return your calls. Or that you don’’t
know the right way or the best way to approach your prospect.

Let’’s even take it one step further and pretend you’’ve identied the company
that you’’d like to call on, but you don’’t know who to talk to yet. Or, you know
you have to get to the Director of Operations (or any other specic title) but
you don’’t have his name.

Find a name and prole (you can skip this part if you already have the info):

•• The best place to start is by looking up the company you want to call
on in the Search Companies box on your prole. On every page in
LinkedIn (once you’’re logged in) you’’ll nd a search box in the upper
right corner.

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 ••

••
Most of the time it’’s on the default ““People.”” Just click the
““People”” button and change it to ““Companies.”” Then enter the
company you’’re looking for, and you’’re off to the races.

Select the name of the person you’’d like to reach out to. You’’ll
notice that the rst results page that LinkedIn displays
employees in your network. You may want to start here. If you
have a direct connection, or you know one of these employees
in your ““real”” life, this can be a great way to uncover the real
decision maker: call your friend and ask! Let’’s say your network
is a bit thin; just select the ““Employees”” tab to see everyone at
the company. Pick the prospect you feel is most appropriate.

Note: Many salespeople have access to sites like Hoovers,

D&B, or Jigsaw. These sites may be better at identifying key
decision makers within your prospective company, but often fail
to provide much information beyond a name and title.
Combining the power of sites like these with the info LinkedIn
3
provides gives you a leg up. Start with Jigsaw.com, for instance,
to identify the name of the specic prospect you’’d like to
approach and then dig for the meat on LinkedIn.

Now:

•• Go back to Section #1 and use that guide to help you nd

something interesting to use in your outreach.

•• In the off chance your prospect lists a phone number on the

prole (hey, I have my cell phone listed there –– and I know I
can’’t be the only one), CALL your prospect. The single most
effective outreach is still the phone call, if you can actually get
your prospect on the phone. So try. If you get through, you’’re in
business. Just start with –– ““I’’m looking at your prole on
LinkedIn and it looks like we have a lot in common. I’’d like to
ask you a few questions about……””.

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••

••
If you can’’t reach your prospect quickly via telephone, now
comes a crucial moment in your decision making process.
LinkedIn has a ““Request an Introduction”” feature that I will be
discussing later in this book. LinkedIn also has a feature it calls
““InMail”” (note: it’’s a feature available to paid subscribers only). I
have found, however, that both of those features pale in
comparison to what I’’m going to show you next. More on that in
a minute. The reason I referred to this step as ““a crucial moment
in your decision making process”” is because you must decide
which one of the six ways LinkedIn allows you to connect to
your prospect is best for you.
When you click ““Add [prospect name] to your network,”” you’’ll
be presented with the following radio buttons in answer to the
question, ““How do you know [prospect name]”” (my notes are in
red):

•• Colleague –– used for someone that you currently or

3
previously worked with.

•• Classmate –– current or former.

•• We’’ve done business together –– my second favorite

option for reaching out to prospects. I’’ll explain below.

•• Friend –– requires that you enter your prospect’’s email

address, which you may or may not have.

•• Other –– same as above, but less personal (as in, less

invasive).

•• Groups –– the BEST option, if available. LinkedIn only

presents this option if both you and your prospect belong
to the same LinkedIn Group. It shows your prospect that
you have a mutual interest.

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••

••
I pretty much only ever select ““Groups”” or ““We’’ve done
business together.”” I use ““Groups”” whenever possible, because
I have found it’’s most effective in getting a response from my
prospects –– and because it’’s a completely kosher method of
connecting according to LinkedIn. If you don’’t have a common
group with your prospect, visit her prole and nd out what
groups she belongs to and then……join! You can be a member of
50 groups, and you can always drop the group later.

““We’’ve done business together”” seems like it’’s not even

designed for prospecting. That’’s because it’’s not. LinkedIn
intends this option to be reserved for connecting to those with
whom you have a past history with. I, however, have always
pretended this option reads, ““We
ll do business together.””
Note: my method teeters on violating LinkedIn policies, but in
over 1,500 such requests, I’’ve only had my hand slapped once.
LinkedIn suspended my account for less than one hour and I
3
simply had to read a reminder about the policy and then click ““I
agree.”” LinkedIn only knows that you have not done business
with someone if that someone takes the time to report you. If you
write a relevant, engaging, personal invitation, the odds of your
prospect reporting you are slim to none.

•• Include a personal note. LinkedIn offers this as an option, but

fails to explain what your options are. I’’ll make them clear:
•• Option 1: Write a personal note and increase your
chances that your prospect will accept your invitation
request, grant you the meeting, and buy from you.
•• Option 2: Be an idiot.

•• In your note, include a sentence or two about what you feel you
can offer your prospect and ask for the meeting right there.
Don’’t be sneaky. Don’’t wait until you connect to ask for the
meeting. Put it all in immediately.

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You might be wondering why you need to use a LinkedIn invitation as
your initial point of contact with your prospect. You don’’t have to. You
can try email or InMail if you prefer. My experience, however, has been
that emails are ignored or devalued because they sit in the same inbox
with your competition, distasteful jokes, and 372 to-do items your
prospect is facing. In other words, your email is clutter and it’’s in the
way. InMail has become nearly synonymous with ““cold call,”” though I
know people who swear by it. I don’’t use it. I’’ll explain more in Section
13, but I promised I would show you how to use the free version of
LinkedIn rst, so you’’re best option now is an invitation request.

Let’’s look at what your prospect considers upon receiving your

request:

1.
2.
3.
Do I know this person?
Does this person know me?
Why do they want to connect with me?
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4. Why would I want to connect with them?
5. What’’s the personal note say (i.e., is it personal or is it the form
letter)?
6. I wonder what this person is all about……I think I’’ll check out his
prole.
7. Wow, lots of recommendations, impressive prole, great video,
interesting product/service, good picture –– looks like a worthy
business association.
8. OK, I accept.

The point here is that if you’’ve done your homework, written something
engaging in your invitation request, and established a reputation on
LinkedIn that serves as social proof of the value you provide,
prospects will want to connect with you. If you’’ve failed on any level,
you’’re missing a powerful opportunity.

Now, get to work and ll your calendar!

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4 JOIN A GROUP
It’’s the easiest method of connecting
on LinkedIn, and it’’s a method that
most salespeople ignore.
On the main navigation bar of nearly of LinkedIn page, you’’ll see a Groups
button. Hover over it with your mouse and select Groups Directory. From
there you can browse or search.

Start by joining groups that your customers and prospects belong to. How do
you know which groups your customers and prospects belong to? You visit
their proles, scroll all the way to the bottom, and their groups will be listed
right there! You can join up to 50 groups and my suggestion is you do so as
soon as possible. Once you join a group, you can invite group members to
connect with you in two clicks (see Section #3 for more details). It’’s the
easiest method of connecting on LinkedIn, and it’’s a method that most
salespeople ignore.

I’’d also recommend that you look to see whether your ofine associations run
LinkedIn groups as well. For instance, if you’’re a member of Toastmasters,
Rotary Club, Chamber of Commerce, etc., you’’ll likely nd a relevant LinkedIn
group. This helps to build your presence and connect you to people with
similar interests.

20
Begin to search for professional groups in your local community or
industry as well. These can be great resources for timely information,
industry trends, sales leads, and upcoming events. Which leads me to
my next point: if you see that a prospect is a member of a local group
in your community, and that the group is holding an event –– reach out
and ask your prospect to go to the event with you. It’’s a great way to
get a prospect out of the ofce into an environment in which you can
have an engaging conversation.

Have fun with groups –– it’’s my favorite place to hangout on LinkedIn,

because it helps me to nd places to hangout (and prospects to
hangout with) ofine.
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5 CREATE YOUR
OWN GROUP
““It’’s not who you know, it’’s who knows you.””
- Jeffrey Gitomer

In his Little Black Book of Connections, Jeffrey Gitomer writes ““It’’s not who
you know, it’’s who knows you.”” On LinkedIn, it
s who knows YOU and who
THEY know!

The best way to become known on LinkedIn is to create your own group. Find
a topic that you are interested in (you don’’t have to know anything about the
topic –– but you do have to be willing to dedicate a signicant amount of time
researching, sharing, and discussing it), search LinkedIn to ensure that
somebody else hasn’’t already created the exact same group, and then you
create it. I’’m going to tell you why to do it and then I’’m going to tell you how to
do it.

Why you should create a LinkedIn Group:

1. You become known as a person of value. Even if you do nothing more

than create the group and post interesting questions and links to
articles, you are forever recognized as the group Owner.

22
 2. People will want to connect with you as the Owner. I receive new
invitations daily from group members who nd the discussions
interesting. It’’s an easy way to grow your network.

3. You control the discussion. The content is entirely up to you ––

meaning you can lead the discussion in a way that is interesting
to you and to your prospects.

4. You attract attention to yourself. Every group email lists you as

Owner –– and the recipients will click on your prole.

5. As the group Owner, you have instant communication with all

members. If you want to send a message to all of them –– it only
takes one click. It’’s the only place on LinkedIn that allows you to
email blast more than 50 people at a time.

6. Your prospects will reach out to you –– if you create the right
group, lead the right discussions, and present yourself as a
5
resource.

How to Create, Promote, Moderate and Leverage Your Very Own

LinkedIn Group:

1. From pretty much any page on LinkedIn, select the ““Groups””

tab in the banner near the top of the page.

2. Now select ““Create a Group.””

3. Fill out the elds on the next page. Be sure your description and
summary are complete and compelling. This is how your group
will be found on LinkedIn via search. You can adjust and modify
most of these elds later, and you may want to experiment to
see what content gets you the best results. There are two areas,
however, that you should think hard about now:

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 a. Access –– Do you want to control membership or allow
any LinkedIn members to join your group? I prefer to
select ““Request to Join”” so that I can manually review
each member, send a personal note welcoming him/her
to the group, and ensure the requestor is not a spammer.
While this is an important decision, LinkedIn does allow
you to change your mind later. Try both ways to
determine what works best for you.

b. Open Group v. Members-Only Group –– this is LinkedIn’’s

newest feature and your biggest decision. I’’ve included a
chart that highlights the differences of the two types of
groups. Depending on the content of your group’’s
discussions –– and the personality of your members –– you
may wish to give visibility to the entire world, or you may
wish to restrict access to only those people who you
grant access. Shortly after LinkedIn launched this
5
feature, I chose to make ““Selling is Social –– Leveraging
Social Media to Make Sales”” an Open Group. Since the
discussions in my group are about social media, I gured
the group should be as social as possible –– which meant
opening the group up to Facebook, Google, and the rest
of the web.

4. Invite everyone in your LinkedIn network (or a subset that you

feel would be most interested in your content). You’’ll simply click
““Manage”” and then ““Send Invitations.”” In the ““Connections”” eld
you can begin typing names, or you can click the button,
which brings up your entire list of connections. Notice you can
only invite 50 connections at a time, so if you have thousands of
connections on LinkedIn, you’’ll be clicking thousands of times.
Watch out for carpel tunnel. If you happen to have a .CSV le of
all of your connections, you can upload that and save yourself a
ton of clicking.

13 WAYS
24
5. Invite others from your email database. Let’’s say you have
hundreds of contacts in Outlook that you are not connected to
on LinkedIn, but that you would still like to invite to your group.
No problem! Export the contacts from Outlook to a .CSV le and
then click ““Upload a le”” on LinkedIn just below the
““Connections”” eld on the ““Send Invitations”” tab from Step 4
above.

6. Make everything personal. Owning a group allows you to

demonstrate your creativity and your personal brand. One of the
best ways to do this is to modify the templates LinkedIn uses for
group communications. Click ““Templates”” on the ““Manage
Group”” tab and you’’re off to the races. The most important
template is the ““Welcome Message.”” This is where you’’ll want to
establish expectations and set yourself up for success. Include
your contact information in the message body and let your
group members know how to connect with you.
5
7. Discuss! This actually has two meanings as a Group Owner.
First, you’’ll need to start new discussions to get things started.
Second, you’’ll want to respond and contribute to the
discussions and comments of others. Here are a few tips:

a. New discussions –– Start with a welcome message and an

engaging question that encourages participation.
Something simple like, ““Welcome to the XYZ Group!
Please introduce yourself below and let everyone know
what your experience with XYZ has been.”” The more you
involve your members immediately, the more they will be
involved in the future.

b. Your responses –– Owning a group can be a lonely

adventure, so when you do receive a comment, or when
group members start their own discussions, be sure to
respond!

13 WAYS
25
 5
Begin your response with a sincere appreciation and
then help move the discussion forward. Sometimes you’’ll
be answering a question, sometimes you’’ll point the
member to a help forum, and sometimes you’’ll simply say
““Right on!”” Whatever you do, though, don’’t be silent.
You’’ve created a group, you’’ve asked people to join, and
you’’ve asked them to contribute. When they actually do
post, reward them with your time and your feedback. This
alone will do wonders to make your group successful.

8. Moderate. Yes, it’’s possible that one of your members will post
something irrelevant or offensive. Yes, it’’s possible that one of
your members will only be interested in shameless self-
promotion. Yes, it’’s possible that one of your members will
violate the group rules you’’ve created. So, can you simply
delete the comment or in extreme cases, kick the member out?
Yes, it’’s possible! You can delete and comment you’’d like, you
can ag comments as inappropriate, you can block a member
from contributing, and you can even go as far as deleting a
member from your group altogether. Since creating my group, I
have yet to use any of the above moderation features. LinkedIn
is a very professional forum and I nd that most users are
professional in their activities, but it’’s good to know that LinkedIn
itself has given Group Owners the tools if needed. Just don’’t
abuse your police powers –– your members will be less likely to
contribute if you delete opposing viewpoints rather than discuss
them!

9. Leverage. Hey, you own a group! Put it on your business card,

in your email signature, and on your website. If your group gets
good enough, you can even call hard-to-reach people and ask
them to contribute content for your members’’ consumption.
After all, it sure beats cold calling!

Follow the steps above, and you’’ll be well on your way to owning and

13 WAYS
mastering your group. If you’’d like to learn more feel free to join my
group, ““Selling is Social,”” to see what I’’m doing.

26
6 EARN
RECOMMENDATIONS
The LinkedIn recommendation
is the new testimonial.
The LinkedIn recommendation is the new testimonial. It’’s credible, powerful,
and instrumental in establishing your reputation. It’’s also the hardest element
of your prole to complete –– chiey because you don’’t get to write your own
recommendations……you actually have to get others to do it for you. LinkedIn
only requires that you earn a handful (two or three, I think) in order to get your
prole to 100% completeness, however I would challenge you to set your
target MUCH higher. The more recommendations you have on your prole,
the less you’’re going to have to prove yourself to your prospects. Something
said about you by a satised customer is innitely more powerful than
anything you can possibly say about yourself. Aim for a recommendation
from every single one of your accounts. If you have fty customers, get fty
recommendations. If you have 5,000 customers, don’’t worry about getting
5,000 recommendations. Shoot for a hundred and be proud that you’’ll be
among the top 2% of users on LinkedIn.

Most people have very few recommendations (if any), and don’’t know how to
go about getting them. If you follow LinkedIn’’s instructions, you’’ll use their
““Ask to be endorsed”” feature and then ask (eh, beg) your network for
recommendations with a default message, ““Can you endorse me?””

27
If you follow LinkedIn’’s instructions, you look desperate and you will
get lackluster results. I know, I tried doing it years ago. I sent 100
requests, and received exactly three recommendations back. I can
imagine the other 97 people seeing my pathetic attempt to make
myself look good and thinking, ““I’’m not going to waste my time
endorsing this sales guy……nice try, chump.””

There’’s a secret that I’’ve learned over the years and it’’s so simple I
can’’t believe I didn’’t realize it sooner: in order to get recommendations,
you have to give recommendations. Duh!

Now, it’’s not a 1:1 ratio. You won’’t get ten recommendations back for
every ten you leave, but you’’ll get six or seven. And, you won’’t look like
a chump.

There’’s one more benet of my method: when you leave a great

recommendation for someone else, they are compelled to return the
favor in kind. It’’s human nature to repay a compliment. In this case, it’’s
6
better to give and receive.

So that’’s it. Now, get going on giving recommendations to your best

customers.

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28
7 STAY CONNECTED
Using LinkedIn to stay in contact with your
customers and get your message
through beats email ve to one.
Salespeople often complain that there is simply not enough time in the day. If
you’’re like most salespeople, you’’re balancing outbound calls, inbound calls,
account management, accounting issues, presentations, trade shows, new
customers, old customers, happy customers, angry customers……you get the
drift. You’’re judged and measured on your revenue (often only new revenue)
and rarely on customer retention. Yet, present customers are usually the most
underutilized revenue stream in any business. I’’ll bet you have a laundry list
of customers willing to spend more money with you if you could just spend
more time with them. More time communicating, more time uncovering needs
and opportunities, more time sharing new ideas, new products, new anything.

Your challenge is staying connected to a large customer base in a way that

does not seem impersonal. You could send a bulk email. Lame. You could
send a direct mailing through a service like SendOutCards. Phony. You could
send a bulk SMS (text message) if you know your customers’’ mobile phone
numbers. Invasive.

The best way to stay in touch is by posting relevant industry information and
new business ideas or best practices to your LinkedIn stream. It’’s very similar
to Facebook in that your post will show up on your connections’’ ““walls,”” but
you also have the choice on LinkedIn to change your visibility settings to
““anyone.”” You do this from the Home screen once you’’ve logged into your
account. Just type your message in the ““Share an update”” box.

29
How many people will actually see your update? That’’s a great
question. One I didn’’t know the answer to. And, more importantly, how
many people will pay attention to your update?

I decided to test the power of the status update while writing this book.
I simply posted an update that read, ““I'm doing a study for an
upcoming book. Today I'm testing the power of the LinkedIn status
update. Please click 'Like' so I can count how many people actually
see this. Thank you for your help!”” and sat waiting for the response.

30 minutes later: 26 likes

1 hour later: 79 likes
1 day later: 3,731 likes & 166 comments

Total likes? I’’ll have to update that in a future, but I’’d bet the most
visibility comes in the rst 24 hours. It’’s not much of an ““update”” after
that point.
7
The sheer volume of likes and comments shocked me. Think what
3,731 people paying attention to your message might do.

You can also use LinkedIn to send a personal message to a

connection. I do this from time to time if I have a customer that is not
very responsive with email. I nd that people reply very quickly to
LinkedIn messages. Maybe it’’s because there’’s a lot less junk mail or
clutter in their LinkedIn inbox. Maybe it’’s because a LinkedIn message
is still relatively new in the grand scheme of things. I could go on
guessing, but I don’’t really care so much at the moment. What I care
about is what you should care about: using LinkedIn to stay in contact
with your customers and to get your message through beats email ve
to one.

So, focus on delivering a regular value message to your network on

LinkedIn and stay connected!

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30
8 INTRODUCE
YOURSELF
I’’m an impatient sales guy who
wants immediate results.
LinkedIn provides the option for you to ““Get introduced through a connection””
when you’’re visiting a prospect’’s prole. That option sits near the top of the
prole and off to the right side in the same box as ““Send InMail”” and ““Add
[name] to your network.””

It’’s a good option in theory. I often receive introduction requests (people

request that I introduce them to others in my network) and I almost always
oblige. In practice, however, I nd the introduction request is not all that
great. The problem is that I’’m an impatient sales guy who wants immediate
results, and sometimes when I request introductions the other person does
not respond for days, weeks, or sometimes months! There’’s also the
possibility that for whatever reason, the person I’’ve asked to introduce me to
a prospect is no longer active on LinkedIn, doesn’’t want to be bothered with
my request, or simply is opposed to the introduction feature.

Therefore, I recommend you spend very little time (if any) requesting
introductions, and instead introduce yourself. Go back and review Section 3
for exactly how.

31
Don’’t swear off the introduction feature completely, though, because I
do use it as a last resort. You can, too. Start with reaching out to new
connections directly and if you nd that a particular outreach is
ignored, then try the introduction route. At that point, you’’ve got
nothing to lose.

I think the introduction feature is the LinkedIn equivalent of a ““No

Soliciting”” sign or a gatekeeper that tells you that, ““Mr. Jones does not
meet with salespeople unless you have an appointment. Oh, and he
doesn’’t allow me to make appointments with salespeople.””

Take a risk. Take a shot. Introduce yourself.

Just be sure to make your message compelling.

8
13 WAYS
32
9 HOST AN EVENT
Your attendee list will grow
exponentially, and so will your sales.
From a positioning standpoint, there’’s no better way to become known as a
person of value within your community than to stand in front of a room of
businesspeople and give a talk. Don’’t worry about charging admission ––
you’’re probably not that good at speaking……yet. For now, just focus on putting
twenty or thirty people in a room and delivering your passionate, engaging,
intelligent message about a subject in which you have special knowledge. If
your goal is to attract prospects for your business, speak on the industry
rather than on your product. Don’’t use the platform to make a sales pitch ––
think of this as your opportunity to sell yourself to people that will eventually
call you because they view you as a resource rather than salesperson.

At the end of nearly every free talk I deliver (which I still do regularly in
Charlotte at non-prot organizations and networking events) people approach
me, thank me, and give me their cards. Those would be called leads. And
when it’’s time to follow up, those people remember the speaker.

Even if you fear public speaking more than death (which, by far, is the case
for most Americans……and is, in my humble opinion, the most ridiculous thing I
have ever heard in my life……I’’d take speaking in front of ten million people
NAKED before death), there is still considerable value in hosting an event at
which you bring in a speaker. You’’ll still be respected and appreciated,
though you may not end up with all the leads you’’re hoping for.

33
Whatever the case, your event will only be successful if you can get
people to show up. In my experience, LinkedIn is the single most
powerful way to promote a public business event. I have tried
Facebook, Eventbrite, Twitter, Meetup, email, direct mail, yers, phone
calls –– you name it. The best solution is a combination of all the sites
above, but I have found LinkedIn drives the most trafc to seminars,
networking events, and other business functions.

Why? Because LinkedIn is strictly business. Users need not consider

whether the event will be business-oriented or simply a party, and your
potential audience for a business event spends more time on LinkedIn
than on Facebook.

Every one of those platforms above (and especially Facebook and

Eventbrite) is powerful in its own right. I use them all. When it comes to
hosting a local business lunch & learn, or breakfast networking
session, I use LinkedIn exclusively.
9
Here’’s what to do:

1. Decide on an event. Will you have a speaker? Will you be the

speaker?

2. Pick a location, book it, arrange the details, etc.

3. Arrange for good food and coffee. If you screw up your talk,
people will still come back next time for the food!

4. Go to http://events.linkedin.com/ and click ““Add an Event.””

5. Enter the information LinkedIn requests next (all the basics ––

date, location, general info, etc.).

13 WAYS
34
 1. Click ““+Add more details”” and ll out EVERY eld. The more
detail you provide, the more likely it is that your event will be
found. Pay particular attention to the ““Keywords”” and ““Who
should attend?”” elds. LinkedIn makes suggestions to users
it feels would like your event; people will come out of the
woodwork to attend if you do this right.

2. Be sure your description is accurate, compelling, engaging,

enticing, interesting, and attractive. Think: would you want to
go to this event if you happened upon the description?

3. Preview, publish, and pat yourself of the back.

Wait, it’’s not over! Now you have to promote your event by inviting the
appropriate people in your network.

Here’’s how:
9
1. On the upper right of the event page there is an RSVP box.
Click the ““Attending”” button and change it to ““Presenting”” if
you’’re speaking, or simply click ““Attending”” otherwise. This
lets your network know (via status update) about your
involvement.

2. From your event page, select ““Recommend”” just below the

description. This posts an update on your stream.

3. Just next to ““Recommend”” is a ““Share”” link. Select it now.

4. In the ““To:”” eld you can paste in email addresses (if you
have them) of the people you’’d like to invite OR you can
simply click the button and select the appropriate people
from your network.

13 WAYS
35
5. If you have large network, you’’ll want to Narrow Your
Connections by either Location or Industry. Since you’’re
likely hosting a local event, grab the drop down box below
Location and pick your city.

6. Now only those people located within your geographic area

are displayed, but they are separated by the rst letter of
their last names. You’’ll actually have to select the people
you’’d like to invite under the A’’s, then the B’’s, then the C’’s,
etc.

7. Also note that you can only invite 50 people at a time, so if

you have a large network in your area, you’’ll have to send
multiple invitations to groups of 50.
9
8. There’’s one shortcut that will save you from a huge amount
of clicking at this point: if you have less than 50 connections
under a specic letter (i.e., you have 37 connections with a
last name beginning with A), you can click on ““select all
names”” at the bottom of your screen or press the checkbox
above the letter A. This will save you 36 clicks in my
example.

9. Final tip here: customize the message LinkedIn provides in

the invitation. It will default to ““[your name] found an event
on LinkedIn and thought that you might be interested in
going!”” Make yours more personal by writing something
like, ““To give you the chance to grow your network, have a
great lunch, and learn something new, I’’m hosting an event
and would love for you to attend.””

13 WAYS
36
I’’d still recommend that you tell everyone you bump into about your
upcoming event. Tell them you’’ll send an invitation via LinkedIn and
you’’d appreciate their RSVP. If you’’ve already invited someone you
speak to, ask if they’’ve seen the invitation and if they are planning on
attending. Your goal is to get as many people as possible to respond
via LinkedIn; every time a user clicks ““Attending”” or ““Interested”” (the
LinkedIn equivalent of, ““Maybe””), your event gains visibility. When a
user responds, their entire network receives an update that includes a
link to your event. Suddenly, you’’ll have RSVP’’s from people you’’ve
never met.

Your attendee list will grow exponentially, and so will your sales
pipeline as a result.
9
13 WAYS
37
10
MAKE A MOVIE.
MAKE MORE
MONEY.
This is your chance to show your
personality, your communication
skills, and your passion.
““The pen is mightier than the sword.”” - Edward Bulwer-Lytton

““A picture is worth 1,000 words.”” - Fred R. Barnyard

““Video trumps all.”” - Noah Rickun

One of the most powerful ways to stand out as a person of value on LinkedIn
is by harnessing the power of video. Very few LinkedIn users have video on
their prole because it’’s a little bit of a task to make it work.

For starters, LinkedIn does not currently offer a YouTube plugin –– or any other
video plugin for that matter. The way to post your video on your prole is the
same way I mentioned earlier in Section 2 –– you upload your video to
YouTube, embed it into a presentation with either Google Presentation or
SlideShare, and then enable one or both of those applications on your prole.
It sounds more complicated than it actually is, and I’’d rather you spend your
time focusing on creating a great video than learning the technical aspect of
this task.

38
It’’s not something you’’ll be doing as part of your regular sales

your kids to help!

Google Presentation: http://www.linkedstrategies.com/how-to-add-

videos-to-you-linkedin-prole-google-presentation
10
activities, so visit the how-to guides below and if you get stuck, ask

SlideShare: http://blog.slideshare.net/2009/06/22/add-a-video-to-your-
linkedin-prole/

The most important part of this strategy is not to master how to embed
a video and post it to your prole; rather the important part is to
understand what your video should look like and what you should be
doing or saying in your video.

Here are a few ideas:

•• A talking head video of you introducing yourself to your prole

visitors. Check out my prole at http://www.linkedin.com/in/
noahrickun for an example.

•• A testimonial video of your customers talking about how great

you are. You get bonus points for this one……it’’s the single most
powerful video on the planet, and the single most powerful
sales tool in your arsenal.

•• A company overview video. Boring to most. Your prole should

be more representative of YOU as an individual than of your
company. Focus on the value you provide, and what it is about
you specically that your customers love.

13 WAYS
39
 ••

••
A product or service demo video. This could be cool IF you
have a very unique product or service that requires
demonstration or if you have a creative way of presenting it.
Check out http://willitblend.com/videos.aspx for examples of
engaging product demonstrations that will get you
appointments –– if you can pull something similar off.

A ““what happens if you meet with me”” video that explains

your personal mission statement, your sales philosophy, and
what you bring to the table that your prospects and customers
perceive as being valuable.

Make it short and powerful. A minute or two at most. Make it look good
by using a inexpensive HD camera - like the Flip UltraHD or the Kodak
PLAYFULL - and by ensuring that you’’re in the right environment. Find
somewhere quiet and well lit to shoot your video and then do as many
takes as you need to get your video right. Don’’t worry about editing,
10
just reshoot it.

You don’’t need fancy graphics, music, or animation. You do need

powerful content and a great delivery style. This is your chance to
show your personality, your communication skills, and your passion.
Don’’t turn it into your chance to show how much money you can invest
in a video. Nobody cares. Really. Unless you happen to be a
videographer or studio owner. Then people will care. Really.

Before you post your video, take your best cut and show your friends,
relatives, and existing customers and ask for their feedback. Ask them,
““Is this me? Does this represent me well?”” If you don’’t like the answers
you get, ask for their suggestions on how to improve and go back and
try again. Don’’t stop trying until you nail it. When you do, you’’ll know.
People will tell you, and prospects will call you.

If you want to get seen, get appointed, get connected, and

get money –– video is the answer to your dreams.

13 WAYS
40
11
KEEP
GOOD
COMPANY

This is one time in your life that

it pays to be a follower.

This is short, but powerful lesson.

One of LinkedIn’’s newer features is the ability to ““follow”” a company. It serves

as a way for users to know when a company posts new job opportunities or
makes a new hire, when a current employee gets promoted or leaves the
company, or when a company updates its prole on LinkedIn.

I follow every company I currently do business with, every company I’’d like to
do business with, every company I’’ve ever done business with in the past,
and every company I consider competition. Remember, it’’s only one click.
Not a lot of work.

Here’’s what you get in return:

•• Industry news and trends.

41
 ••

••

••

••
A little company information (aggregate info about employees,
i.e. tenure, education, promotions, etc.).

A listing of LinkedIn users that work for the company you’’re now
following, with degrees of separation so you can look for your
way in.

A few news headlines.

Which all boils down to a very simple way to keep ““in-the-know””

and to ensure that you have something timely and relevant to
discuss with your customers and prospects.
11
This is one time in your life that it pays to be a follower. Go ahead, I’’ll
be right behind you.

13 WAYS
42
12
SUPERCHARGE
YOUR
NETWORK
More salespeople have downloaded
the latest version of Angry Birds
than LinkedIn mobile.
An often-overlooked benet of using LinkedIn is the power you will have in
the palm of your hand when you are at a networking function, conference, or
trade show……IF you have a smart phone.

If you have a regular phone (ahem, dumb phone), hang up now and call your
nearest mobile device provider. It’’s time to upgrade to an iPhone, Droid,
BlackBerry, Palm, or Windows Mobile device. I use an iPhone. It’’s the best
data device on the planet. It also is the worst telephone I know of.

Once you install the LinkedIn application on your mobile device (LinkedIn
currently offers apps for iPhone, BlackBerry, and Palm Pre) you’’ll have instant
access to information out in the eld. If you happen to have some other
mobile device with internet access (i.e., a Droid), just point its browser to
http://m.linkedin.com.

43
I’’m not going to spend time telling you how to use the mobile versions
of LinkedIn here.

do for your business:

1. You can now connect with people you meet instantly.

a. If you both have an iPhone, you can open the application
on both devices and swap contact information and add
each other to your respective networks on the spot. No
business card required.
b. With any other device, you can simply add your new
contact to your network by searching for them and doing
it manually. Still a very powerful move. When they get
12
Instead I’’d like to share what having LinkedIn with you all the time can

back to their computer, they’’ll see your request, view your

prole and consider following up with you –– IF you were
memorable and engaging in person as well.

2. If you’’re attending an event that was promoted with LinkedIn,

you can access the proles of the attendees and look for
interesting conversation starters and background info of the
people you’’re standing in the room with.

3. Let’’s say you’’re out on the road and you get a call from a
prospect. Pull up the prospect’’s prole on LinkedIn (if you’’re
driving, pull over rst) and look for things discussed in
Section 1 of this book.

4. Standing in line at the DMV? Whip out your Droid and get to
work. You can respond to invitation requests, read the day’’s
top headlines, and check out the status updates of people in
your network.

13 WAYS
44
 5. LinkedIn also makes it easy to nd the contact information
(email address and often telephone numbers) of your
connections. Perhaps you’’d like to reach out to a recent
connection that you have not yet programmed into your
mobile device or address book. Pull up their prole and click
to talk.

If the above tips sound like an advertisement for LinkedIn’’s mobile

platform, it’’s because it is an advertisement. Unpaid. Unsolicited.
Unbiased.

LinkedIn’’s mobile platform is not perfect. In fact, it’’s not nearly as

powerful as the full version, but it’’s a heck of lot more powerful than
nothing. Which is what you’’ve got in your pocket now.

Harsh? The reality is that more salespeople have downloaded the

latest version of Angry Birds than LinkedIn mobile. I can just imagine
12
them thinking, ““Well, I know I’’ll make more sales if I can just beat this
new St. Patrick’’s Day themed Angry Birds level.””

Let those status quo loving pikers have all the fun they want playing
with their phones –– it just makes it easier for you to rise above the pack
and be noticed as a real player……the kind of player that exceeds your
quota.

Download the LinkedIn application (or save m.linkedin.com to your

favorites) and you’’ll be on your way impressing prospects and
connections everywhere you go.

13 WAYS
45
13
ADVANCE
YOURSELF

It’’s time to invest in yourself

and increase your income.

If you’’ve made it this far, it’’s time to get out your wallet. Not to pay me; rather
to invest in yourself.

LinkedIn offers a multitude of subscription options (all with slightly different

features) at a multitude of prices. The lowest package (the one I’’m going to
suggest you use) is currently $29 per month, though you can spend all the
way up to $499 per month if you really want to. For $29 you’’ll get all the
additional functionality you need to advance your LinkedIn prowess to
mastery.

Here’’s what you’’ll be able to do (my comments in red):

•• Send InMail –– Not so valuable. I don’’t use it at all. LinkedIn claims your
messages will be trusted by recipients. I nd the opposite is true. Most
users see InMail as a red ag that they have no idea who you are!

•• See more proles when you search –– With the $29 package, you’’ll get
500 prole results with every search. Cool, but not necessary.

46
 ••

••
••
••

••

••
Seniority Level: Find decision makers quickly!

Company Size: If your product or service is best suited 13

Use premium search features –– This is why it’’s worth it. You get
four additional lters that will make searching for new prospects
a breeze:

Interested In: This would be great if ““your product”” was

an option, but sadly, it is not. Thus, not such a powerful
lter.

for companies with a certain number of employees, this is

your ticket to identifying your next prospect.
Fortune 1000: Same as above, but now you can lter by
Fortune ranking, allowing you to focus your energies on
the perfect prospects.

Get more insight with expanded prole views –– Extremely

helpful for researching people outside of your network. You’’ll get
much more information with a premium account. I’’d pay $29 for
this feature alone.

•• Who’’s Viewed Your Prole: See the full list, how they found you,
and more –– This won’’t help you make sales, but it will remind
you how important it is to have a great prole. Once, I clicked
on one of the people who viewed my network and I reached out.
I made a new connection, but I still felt like a stalker so I don’’t
do that anymore. This feature also helps you to understand
whether you may need to modify your prole to attract more
relevant visitors.

Open up to opportunities: allow people outside your network to

message you for free with OpenLink –– I’’m in sales. I make it as easy as
possible to contact me.

Feel free to link with me here: http://www.linkedin.com/in/noahrickun

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47
 Final note: LinkedIn claims that 50% of users expense their
LinkedIn Premium account to their business. You may want to
check with your boss or accountant to see if you can as well. If
not, however, you’’re not off the hook. You’’re in sales. You make
commission. It’’s time to invest in yourself and increase your
income.

But wait……there
s more! LinkedIn changes features often and

it’’s important you stay up to date. Here’’s the best place to keep
an eye on what’’s new and what’’s next: http://blog.linkedin.com/
category/new-linkedin-features/

Need more help? Have more questions?

I’’m standing by to help you in any way that I can:

Noah Rickun
noah@rickun.com
www.rickun.com
704-759-6624

http://linkedin.rickun.com
http://facebook.rickun.com
http://twitter.com/noahrickun

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48
NOAH
RICKUN
Noah Rickun
Gitomer Certied. Audience Approved.

A Trusted Leader. As the former CEO of Jeffrey Gitomer’’s TrainOne

(the world leader in online, interactive sales training and personal
development), Noah was hired for one main reason: To innovate,
create, and uncover new opportunities. Noah has been a disciple of
Gitomer’’s training for years and now takes great pride in sharing his
message with the world.

A Proven Salesman. Before joining the Gitomer family, Noah reigned

as Vice President of Sales & Distribution at ETE REMAN, a privately
held automotive remanufacturing company in Milwaukee, Wisconsin.
Responsible for business development and leading sales, service, and
account reps, Noah grew his division from $2M to $20M in four short
years. While at ETE REMAN, Noah became an accomplished and
respected speaker within his industry, presenting regularly to
associations and customers.

A Lifelong Student. A procient reader and loyal follower of ever-

changing business trends, personal development lessons, and selling
strategies, Noah received his Business Degree from University of
Wisconsin-Madison and his Law Degree from Marquette University. By
choice, Noah has never practiced law –– although he does
abide by it.

A Family Man. Noah shares his love for books and his positive
attitude with his wife and their two beautiful daughters. They currently
reside in Charlotte, North Carolina –– although he still cheers for all
Milwaukee sports teams.

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NOAH
RICKUN
A Passionate Messenger. Noah touches audiences everywhere as
a Gitomer Certied Speaker. He delivers customized and
personalized seminars to companies and associations on topics
such as increasing sales; earning customer loyalty; helping others
to nd and build YES! attitudes; and integrating technology and
social media into their businesses. As a frequent traveler, Noah is a
master packer, refusing to check luggage because he has ““yet to
make a sale standing at the baggage claim.”” He is also a guest
columnist for Jeffrey Gitomer’’s Sales Caffeine ezine, which reaches
500,000 people each week.

Noah is available for Keynotes, Workshops, or Consulting. For more

information, visit www.rickun.com or contact his ofce of friendly,
helpful people at 704-333-1112.

50
COPYRIGHT INFO
The copyright in this work belongs to the author, who is solely responsible for the content.
Please direct content feedback or permissions questions to the author: noah@rickun.com

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This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivs 3.0 Unported License.
To view a copy of this license, visit http://creativecommons.org/licenses/by-nc-nd/3.0/
or send a letter to Creative Commons, 559 Nathan Abbott Way, Stanford, California 94305, USA.

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13 WA YS
TO MAKE SELLING
EASY WITH
LINKEDIN

NOAH RICKUN
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