LinkedIn Advanced Sales 301
Converting
Engagement into Business

#SocialJack
(877) 592-6224

www.ForwardProgress.net
Questions area in task bar
Type us a message so we know you

got it
Ask us anything throughout the class

(877) 592-622...
Please turn off your cell phone
Close your email
Remove all distractions
Tune in and you will see the results

quickly...
Using LinkedIn for New Business Development
Dean DeLisle









Founder and CEO of Forward Progress, Inc.
Train ...
Next Sessions
Other Classes you have access to:
Open Group Coaching – Wednesday, Noon Central
LinkedIn Business Developm...
Commitment to Results

(877) 592-6224

www.ForwardProgress.net
Your Social Network C.E.O.
Connections
Engagement
Outcome

(877) 592-6224

www.ForwardProgress.net
Sales Goals and Objectives
•Marketing
•Leads
•Traffic
•Registrations
•Friends
•Connections
•Comments

•Sales
•Dials
•Click...
Sales Goals and Objectives

(877) 592-6224

www.ForwardProgress.net
Objectives – What’s Possible
1.
2.
3.
4.
5.

6.

Number of current contacts in your database? _____
____% or _____ people ...
Objectives – What’s Possible
1.
2.
3.
4.
5.

6.

Number of current contacts in your database. 200
10% or 20 people that fe...
Objectives = Your Goal = Destination
How many appointments do you need per week?
What type?
• Qualified
• Referrals
• Part...
Objectives – Claim Yours
1. Write how many Sales/Contracts/Deals you
need _______
2. Per when – Week/Month/Etc _________
3...
Work it – Score It!

4 Weeks of Sample
Activity Mix
(877) 592-6224

www.ForwardProgress.net
Current State vs. Ideal State
•

Cognitive Learning

•

Current State

•

Ideal State

Kaizen events are multi-day improve...
Authenticity Defined
Authenticity is ….

(877) 592-6224

www.ForwardProgress.net
Authenticity Defined
• Genuineness
• Undisputed credibility
• Real, honest, worthy of belief, sincere
• True to one’s valu...
Engagement Continuum v3
Consciousness; Tied
to Yearning,
Emotions

Disengaged

Engaging

Mis-Engaging

Phatic:
social
nice...
Network Science
Node: Individual
Link: Connection between two nodes
Cluster: Several linked nodes
Hub: Large cluster, seve...
Network Science

(877) 592-6224

www.ForwardProgress.net
(877) 592-6224

www.ForwardProgress.net
What is your real Social Reach?

• How many LinkedIn Connections ____________
• How many Facebook Likes/Friends __________...
Mining Your Network Gold
•
•

What does the best person in your
network look like?
What does the worst person in your
netw...
Network Science – Best Relationships

1. What % of your business Volume do you get from the Top 5?
2. What % of your busin...
Network Science
HUB?

YOU!

HUB?

HUB?

(877) 592-6224

HUB?

HUB?

HUB?

www.ForwardProgress.net
Schedule IT – Social Jack Time
20 Min a Day!

(877) 592-6224

www.ForwardProgress.net
Commit Your Time!

(877) 592-6224

www.ForwardProgress.net
Please Log into
LinkedIn Now…
(877) 592-6224

www.ForwardProgress.net
Work it – 20 Min Max!

4 Weeks of Sample
Activity Mix
(877) 592-6224

www.ForwardProgress.net
HOME PAGE
SCAN

(877) 592-6224

www.ForwardProgress.net
Decide!

(877) 592-6224

www.ForwardProgress.net
Status Updates BASED
VALUE
POSTING

(877) 592-6224

www.ForwardProgress.net
Work it – 20 Min Max!

4 Weeks of Sample
Activity Mix
(877) 592-6224

www.ForwardProgress.net
Flipping on the Add!

(877) 592-6224

www.ForwardProgress.net
(877) 592-6224

www.ForwardProgress.net
Work it – 20 Min Max!

4 Weeks of Sample
Activity Mix
(877) 592-6224

www.ForwardProgress.net
(877) 592-6224

www.ForwardProgress.net
Save Your Leads!

(877) 592-6224

www.ForwardProgress.net
Access Your Leads!

(877) 592-6224

www.ForwardProgress.net
2 Old – 2 New
2 of your newest connections (Explore Target)
2 of your oldest connections (ID40)

(877) 592-6224

www.For...
(877) 592-6224

www.ForwardProgress.net
(877) 592-6224

www.ForwardProgress.net
Set the Hook

(877) 592-6224

www.ForwardProgress.net
Assignments
1. Confirm Your Goals
2. Commit to your activities for the week
3. Schedule it in your calendar
4. Do it!

(87...
Next Sessions
Other Classes you have access to:
Open Group Coaching – Wednesday, Noon Central
LinkedIn Business Developm...
www.ForwardProgress.NET
(877) 592-6224

www.ForwardProgress.net
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LinkedIn Business Development 301 Dean DeLisle - Forward Progress

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These webinar slides, by Forward Progress, Inc. were presented in LinkedIn Business Development: 301.

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  • Bob – should we do the second bullet?
  • Comes from Greek “autos nomos” – self – law
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  • LinkedIn Business Development 301 Dean DeLisle - Forward Progress

    1. 1. LinkedIn Advanced Sales 301 Converting Engagement into Business #SocialJack (877) 592-6224 www.ForwardProgress.net
    2. 2. Questions area in task bar Type us a message so we know you got it Ask us anything throughout the class (877) 592-6224 www.ForwardProgress.net
    3. 3. Please turn off your cell phone Close your email Remove all distractions Tune in and you will see the results quickly! (877) 592-6224 www.ForwardProgress.net
    4. 4. Using LinkedIn for New Business Development Dean DeLisle         Founder and CEO of Forward Progress, Inc. Train and Coach over 2,000 people a month Trained and Coached over 80,000 in Social Network Skills Over 30 years in Business Coaching, Consulting and Training Call Center, Internet, eMarketing, Event Management, Lead Generation, Web Seminars, eLearning, eSelling Over Two Billion Dollars Sales, over 100 Million Leads, Helped Thousands of People using Internet Based Lead Financial Services, Real Estate, Professional Services, Legal, Accounting, Manufacturing, Telecommunications, Technical, Insurance, Agencies, Auto, Retail, Banking, Educational and Channel Sales….. (877) 592-6224 www.ForwardProgress.net
    5. 5. Next Sessions Other Classes you have access to: Open Group Coaching – Wednesday, Noon Central LinkedIn Business Development 302 – Thursday, December 5th at Noon Central (877) 592-6224 www.ForwardProgress.net
    6. 6. Commitment to Results (877) 592-6224 www.ForwardProgress.net
    7. 7. Your Social Network C.E.O. Connections Engagement Outcome (877) 592-6224 www.ForwardProgress.net
    8. 8. Sales Goals and Objectives •Marketing •Leads •Traffic •Registrations •Friends •Connections •Comments •Sales •Dials •Clicks •Connections •Appointments •Proposals •Closes (877) 592-6224 www.ForwardProgress.net
    9. 9. Sales Goals and Objectives (877) 592-6224 www.ForwardProgress.net
    10. 10. Objectives – What’s Possible 1. 2. 3. 4. 5. 6. Number of current contacts in your database? _____ ____% or _____ people that feed you referrals or bring you direct business monthly? Average transaction amount earned $______? Total monthly volume calculated on referrals (#2 x #3)= $_____? Growth a) 20-Minutes a day b) work social network In 20-min a day you can generate 4 referrals – 25% close ratio brings one more per day how much additional revenue does that generate $______? (877) 592-6224 www.ForwardProgress.net
    11. 11. Objectives – What’s Possible 1. 2. 3. 4. 5. 6. Number of current contacts in your database. 200 10% or 20 people that feed you referrals or bring you direct business monthly. Average transaction amount earned. $ 2,500 Total monthly volume on referrals (#2 x #3)= $ 50,000 Growth a) 20 Minutes a day b) work social network In 20-min a day you can generate 4 referrals – 25% close ratio brings one more per day, increase in revenue would be $ 12,500weekly x 4 = $ 50,000. (877) 592-6224 www.ForwardProgress.net
    12. 12. Objectives = Your Goal = Destination How many appointments do you need per week? What type? • Qualified • Referrals • Partners • Hubs/Networkers (877) 592-6224 www.ForwardProgress.net
    13. 13. Objectives – Claim Yours 1. Write how many Sales/Contracts/Deals you need _______ 2. Per when – Week/Month/Etc _________ 3. How many Proposals/Quotes to achieve one sale? ______ 4. How many appointments do you need for per Proposal/Quote? ________ Sales = 1 @ $2,000 Proposals = 4 Appointments = 8 (877) 592-6224 www.ForwardProgress.net
    14. 14. Work it – Score It! 4 Weeks of Sample Activity Mix (877) 592-6224 www.ForwardProgress.net
    15. 15. Current State vs. Ideal State • Cognitive Learning • Current State • Ideal State Kaizen events are multi-day improvement activities aimed at creating change to a process. During the event, the improvement team understands the current state, defines an ideal state and then develops a plan to create change headed in the direction of the ideal state. (877) 592-6224 www.ForwardProgress.net
    16. 16. Authenticity Defined Authenticity is …. (877) 592-6224 www.ForwardProgress.net
    17. 17. Authenticity Defined • Genuineness • Undisputed credibility • Real, honest, worthy of belief, sincere • True to one’s values, spirit, personality, and character despite external pressures • Congruence between who you are on the inside and how you are on the outside • Behavioral integrity – doing what you say • Reciprocity, Mutuality (877) 592-6224 www.ForwardProgress.net
    18. 18. Engagement Continuum v3 Consciousness; Tied to Yearning, Emotions Disengaged Engaging Mis-Engaging Phatic: social niceties (877) 592-6224 Factual: objective data Evaluative: opinion & judgment Gut Level: emotions, heartfelt Peak: * What do you care about? Dr. Bob Wright – Wright Leadership Institute www.ForwardProgress.net *Terms from Click: The Magic of Instant Connections by Ori & Rom Brafman
    19. 19. Network Science Node: Individual Link: Connection between two nodes Cluster: Several linked nodes Hub: Large cluster, several clusters Courtesy of US Army (877) 592-6224 www.ForwardProgress.net
    20. 20. Network Science (877) 592-6224 www.ForwardProgress.net
    21. 21. (877) 592-6224 www.ForwardProgress.net
    22. 22. What is your real Social Reach? • How many LinkedIn Connections ____________ • How many Facebook Likes/Friends __________ • Total _____________ x121.5 _____ x 39.4 _______ • = Your Estimated Total Social Reach __________ (877) 592-6224 www.ForwardProgress.net
    23. 23. Mining Your Network Gold • • What does the best person in your network look like? What does the worst person in your network look like? What does your target look like? (877) 592-6224 www.ForwardProgress.net
    24. 24. Network Science – Best Relationships 1. What % of your business Volume do you get from the Top 5? 2. What % of your business volume do you get from the Next Level? 3. What % of your business volume do you get from the outer layer? (877) 592-6224 www.ForwardProgress.net
    25. 25. Network Science HUB? YOU! HUB? HUB? (877) 592-6224 HUB? HUB? HUB? www.ForwardProgress.net
    26. 26. Schedule IT – Social Jack Time 20 Min a Day! (877) 592-6224 www.ForwardProgress.net
    27. 27. Commit Your Time! (877) 592-6224 www.ForwardProgress.net
    28. 28. Please Log into LinkedIn Now… (877) 592-6224 www.ForwardProgress.net
    29. 29. Work it – 20 Min Max! 4 Weeks of Sample Activity Mix (877) 592-6224 www.ForwardProgress.net
    30. 30. HOME PAGE SCAN (877) 592-6224 www.ForwardProgress.net
    31. 31. Decide! (877) 592-6224 www.ForwardProgress.net
    32. 32. Status Updates BASED VALUE POSTING (877) 592-6224 www.ForwardProgress.net
    33. 33. Work it – 20 Min Max! 4 Weeks of Sample Activity Mix (877) 592-6224 www.ForwardProgress.net
    34. 34. Flipping on the Add! (877) 592-6224 www.ForwardProgress.net
    35. 35. (877) 592-6224 www.ForwardProgress.net
    36. 36. Work it – 20 Min Max! 4 Weeks of Sample Activity Mix (877) 592-6224 www.ForwardProgress.net
    37. 37. (877) 592-6224 www.ForwardProgress.net
    38. 38. Save Your Leads! (877) 592-6224 www.ForwardProgress.net
    39. 39. Access Your Leads! (877) 592-6224 www.ForwardProgress.net
    40. 40. 2 Old – 2 New 2 of your newest connections (Explore Target) 2 of your oldest connections (ID40) (877) 592-6224 www.ForwardProgress.net
    41. 41. (877) 592-6224 www.ForwardProgress.net
    42. 42. (877) 592-6224 www.ForwardProgress.net
    43. 43. Set the Hook (877) 592-6224 www.ForwardProgress.net
    44. 44. Assignments 1. Confirm Your Goals 2. Commit to your activities for the week 3. Schedule it in your calendar 4. Do it! (877) 592-6224 www.ForwardProgress.net
    45. 45. Next Sessions Other Classes you have access to: Open Group Coaching – Wednesday, Noon Central LinkedIn Business Development 302 – Thursday, December 5th at Noon Central (877) 592-6224 www.ForwardProgress.net
    46. 46. www.ForwardProgress.NET (877) 592-6224 www.ForwardProgress.net

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