How To Get The Most Out Of LinkedIn For Real Estate Professionals

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How To Get The Most Out Of LinkedIn For Real Estate Professionals

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How To Get The Most Out Of LinkedIn For Real Estate Professionals

  1. 1. How to get the most out of LinkedIn for Real Estate Professionals Nov 12, 2013 Sascha Ambrose LinkedIn Sales Solutions au.linkedin.com/in/saschaambrose ©2013 LinkedIn Corporation. All Rights Reserved.
  2. 2. 1. The LinkedIn Landscape 2. What is Social Selling? 3. Becoming a Social Selling Pro 2
  3. 3. LinkedIn: Worlds largest professional network North America: 85M+ Latin America and Caribbean: 20M+ Europe, Middle East and Africa: 50M+ Asia Pacific: 49M+ Australia: 5M+ 250M+ +2 new 200M+ Members Worldwide Monthly Unique Visitors Members Per Second
  4. 4. LinkedIn’s Australian population is one of the most influential, educated and affluent on the web 85k 81% 1 High Net Worth Individuals $150K LinkedIn Member Median Household Income Sources: 1 AU internal LinkedIn data, Sept 2012 2 Nielsen 3 LinkedIn Audience Research Dec 2011 2 University Grad or Post Grad 3
  5. 5. The world and buyers have changed What once worked, will not work anymore % 75 % 57 % 97 Purchases influenced by social Buying decisions are made before sales rep involvement Of the time cold calls do not work 7% worse every year since 2010 Corporate Executive Board 2012 Connect & Sell 2012 IBM Buyers Preference Study 2011 ©2013 LinkedIn Corporation. All Rights Reserved. LSS 5
  6. 6. Social Selling When professionals leverage social media to connect with prospects and clients in a meaningful way to generate business. ©2013 LinkedIn Corporation. All Rights Reserved.
  7. 7. Becoming a Social Selling Pro “Moving from Resume to Reputation”
  8. 8. Your Brand Why optimize your profile? Do you want your profile looking like this? Or this?
  9. 9. TIP 1 Upload a professional photo Profiles with photos are 7 times More likely to be viewed than those without
  10. 10. TIP 2 Write a compelling headline Make it descriptive who you are, what you do, and the value you provide. LinkedIn Sales Solutions All-Stars Chris Keneally Enterprise Account Executive, LinkedIn Sales Solutions, Transforming Sales Departments through Social Selling. Danielle Pedro Account Executive, LinkedIn Sales Solutions: Helping sales teams transform their performance through social selling Examples from Other Standouts Carey Smith Steelcase: Aligning your workplace to support your corporate objectives
  11. 11. Why? Viewers look at headlines first. Source: EyeTrackShop – Nov 2011
  12. 12. TIP 3 Customize your public profile URL Put it on your business card and in your email signature file.
  13. 13. TIP 4 Add your contact information Only your direct connections can see All LinkedIn members can see
  14. 14. TIP 5 Customize links to websites Provide a call-to-action that direct customers to do something at the destination page such as:  Subscribe to an eNewsletter  Download a market report  Take a survey
  15. 15. TIP 6 Tell your story in your summary Showcase your expertise. Convey your passion. Provide a “Call to Action.” Summary As a sales professional, throughout my career I have always been passionate about building relationships and adopting new concepts that better myself, my company and my client’s experience. Your passion During this time, I have had the privilege of working alongside talented individuals at major companies, such as Staples and ADP, in various offices throughout North America. Your background I now work at LinkedIn, as a Sales Solutions Account Executive, in New York City. As of July 2013, LinkedIn passed the 238 million members mark, and we continue to add members at a rate of two members every second! We continue to strive to connect the world’s professionals, making them more productive and successful. LinkedIn Sales Solutions affords me the opportunity to work with sales organizations to share how social selling can generate sales opportunities that otherwise may have gone unnoticed. Social selling changes the game by allowing users the ability to discover the sales insight necessary for a sales organization to effectively engage prospects and close deals. This is made possible by leveraging LinkedIn’s flagship product, “Sales Navigator.” Your company My areas of expertise include: B2B sales, prospecting, lead generation and relationship building, focusing on the mid-market space. If you would like to learn more about how we can transform your sales organization through social selling, please contact me via InMail! A call-to-action
  16. 16. TIP 7 Update your current and past positions  Demonstrate how you help your clients achieve great results  Use keywords  Include rich media  Show your career trajectory
  17. 17. TIP 8 Add rich media  Turn your profile into a sales opportunity by:  Enhancing your profile visually  Adding relevant content that highlights your professional knowledge
  18. 18. TIP 9 Add your education Showcase your education Which will also allow you to…
  19. 19. Tap into your alumni connections
  20. 20. TIP 10 Ask for recommendations Especially from satisfied clients… which adds to your credibility. Client recommendations for an insurance agent. Names and photos changed to protect privacy.
  21. 21. Your Activity TIP 1 Proactively Develop Your Network Build trusted relationships who can support your professional objectives http://inmaps.linkedinlabs.com
  22. 22. Always personalize your request to connect  Reach out in a friendly and professional manner – even if you know someone well.  This will differentiate yourself from your fellow professionals.
  23. 23. TIP 2 Contribute Insights Share ideas through status updates, and participate in groups 23
  24. 24. Example of valuable content for Real Estate: ©2013 LinkedIn Corporation. All Rights Reserved.
  25. 25. TIP 3 Potential Leads: View Who’s Viewed Your Profile  LinkedIn Sales Navigator subscribers get: - Full list of visitors from past 90 days - Keyword insights allows you to tailor your profile
  26. 26. Identify what your network sees as valuable Content is interacted 7X more than job posts
  27. 27. Gaining Influence Levels of Social Selling Maturity ©2013 LinkedIn Corporation. All Rights Reserved.
  28. 28. LinkedIn Sales Navigator powers social selling Who What How Who are the right people? What to talk about? How do I get a warm intro? 250M+ 2B+ Billions members member updates per week of connections ©2013 LinkedIn Corporation. All Rights Reserved. LSS 28
  29. 29. Summary: Social selling best practices Build your Profile Your personal marketing site Grow your network Activate your referral base Contribute insights Build your reputation ©2013 LinkedIn Corporation. All Rights Reserved.
  30. 30. How to get started with social selling, TODAY Go to: linkd.in/1dX2cOZ
  31. 31. Thank you! ©2013 LinkedIn Corporation. All Rights Reserved.

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