Increasing High Quality Sales Touches With LinkedIn

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80% of sales are gained on the 5th-12th touch. LinkedIn can be a powerful tool in helping sales professionals and entrepreneurs gain more high quality touches with prospects.

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Increasing High Quality Sales Touches With LinkedIn

  1. 1. Increasing High Quality Sales Touches With LinkedIn Yuhannes Watts – LinkedIn Sales Strategist www.learn2link.com
  2. 2. LinkedIn can be a powerful tool for sales professionals and entrepreneurs. The secret sauce is INTEGRATING LinkedIn with your current sales activities – cold calling, networking, prospecting, telemark eting, etc. LinkedIn makes the things you’re already doing MORE effective. The Secret Sauce
  3. 3. “80% of sales are made on the 5th – 12th contact or “touch.” This is one of my favorite sales quotes because it’s easy to understand and also true. Let’s explore how to use LinkedIn to get more quality touches. Key Sales Stat
  4. 4. For many of us the 1st touch is going to be a face to face conversation from someone we meet at a networking event. Business cards are usually exchanged. Most people stop here… Touch #1 Only 2% of sales are made on the first contact
  5. 5. Sift through all those business cards from the networking event and follow up with key contacts within 24-48. When they see your request to connect in LinkedIn, it will be your 2nd touch. Remember to personalize your message! Many people stop here… Touch #2 Only 3% of sales are made on the second contact
  6. 6. The 3rd touch is where you start to separate yourself from the “herd” of LinkedIn connectors. Send a simple follow up message – “Mike, thx for allowing me to be a part of your network.” How many of your LinkedIn connections have sent one of these to you? Exactly… Very few. Touch #3 Only 5% of sales are made on the third contact
  7. 7. Switch it up and make your 4th touch a follow up email. If the person hasn’t accepted your request to connect in LinkedIn yet, casually remind them you’ve sent a request. Touch #4 Only 10% of sales are made on the fourth contact
  8. 8. Take it back to LinkedIn and share an insightful article with your new contact. Make sure the article is about them, something relevant to their business or a challenge they face… Don’t share an article from your company on how you’ve got the latest and greatest... At least not yet. Touch #5 80% of sales are made on the 5th – 12th contact!
  9. 9. Remember how you used dread the telephone? Now, when you finally end up speaking with your contact for your 6th touch… It’s no longer a cold call, it’ll be a warm conversation – thx to mixing it up with LinkedIn! Touch #6 80% of sales are made on the 5th – 12th contact!
  10. 10. LinkedIn should be a part of your touch strategy and not your entire touch strategy. It’s a tool that can easily help you get 6-12 high quality touches with key prospects in a short period of time. Remember to mix it up and don’t stop at touch #6 – keep going! The goal should be to see how quickly you can turn key LinkedIn connections into real working relationships. This will ultimately create more sales opportunities for you. +Good luck To learn more about LinkedIn strategies, how to increase your sales opportunity pipeline and relationship pipeline check out the next slide. Final Notes
  11. 11. www.learn2link.com Yuhannes Watts is a Business Relationship Strategist who teaches sales teams and professionals how to leverage LinkedIn to realize their goals. Helping them transform Cold Calls into Warm Conversations to increase sales success. He has trained and consulted for top organizations such as TD Bank, AARP and AFLAC. Connect with him on LinkedIn: www.linkedin.com/in/yuhanne swatts

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