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Art Sobczak - Using LinkedIn To Actually Get Through, and Sell

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Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/art-sobczak …

Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/art-sobczak

Session Overview
Art Sobczak addresses the problem that most salespeople have with LinkedIn: they aren’t getting business from it.

The real issue isn’t LinkedIn, it’s the messaging used, or not used by the salesperson. LinkedIn is a tool, and like any tool, the results rely on the skill of the craftsperson. A salesperson with ineffective messaging and delivery knowledge and skills will still be ineffective using LinkedIn.

In this session Art goes through some of the most common LinkedIn mistakes made when making connection attempts, and on sales calls and voice mails, and what to do instead to connect, get through, and sell.

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Transcript

  • 1. #SalesSummit | @ArtSobczak
  • 2. #SalesSummit | @ArtSobczak “I Have a LinkedIn Account, But What Do I Actually SAY To Get Through, and Sell?”
  • 3. #SalesSummit | @ArtSobczak 10?
  • 4. #SalesSummit | @ArtSobczak 10? 5?
  • 5. #SalesSummit | @ArtSobczak 10? 5? None??
  • 6. #SalesSummit | @ArtSobczak
  • 7. #SalesSummit | @ArtSobczak
  • 8. #SalesSummit | @ArtSobczak
  • 9. #SalesSummit | @ArtSobczak
  • 10. #SalesSummit | @ArtSobczak
  • 11. #SalesSummit | @ArtSobczak
  • 12. #SalesSummit | @ArtSobczak
  • 13. #SalesSummit | @ArtSobczak The REAL Keys to Sales Success on LinkedIn
  • 14. #SalesSummit | @ArtSobczak The REAL Keys to Sales Success on LinkedIn 1. You need to bring possible value to the table
  • 15. #SalesSummit | @ArtSobczak The REAL Keys to Sales Success on LinkedIn 1. You need to bring possible value to the table 2. You need to CALL people
  • 16. #SalesSummit | @ArtSobczak
  • 17. #SalesSummit | @ArtSobczak
  • 18. #SalesSummit | @ArtSobczak
  • 19. #SalesSummit | @ArtSobczak
  • 20. #SalesSummit | @ArtSobczak You need to pick up the phone and place the call
  • 21. #SalesSummit | @ArtSobczak Results of Doing Only “Social Media” Instead of Calling “Crickets. Upfront I told myself to give it a full year to pay off. It (was) one calendar year on October 1, and it’s been by far the worst year of my career. A total disaster. Sales are running at about an 80 percent decline, and it has been a huge blow to my financial situation.” -Brian Switzer
  • 22. #SalesSummit | @ArtSobczak
  • 23. #SalesSummit | @ArtSobczak “If you suck, you will suck more tremendously using LinkedIn.” Ralf VonSosen, Head of Marketing, LinkedIn Sales Solutions
  • 24. #SalesSummit | @ArtSobczak How to Really Sell Using LinkedIn 1. Get Good at the Art and Science of LinkedIn
  • 25. #SalesSummit | @ArtSobczak
  • 26. #SalesSummit | @ArtSobczak
  • 27. #SalesSummit | @ArtSobczak
  • 28. #SalesSummit | @ArtSobczak NO generic connection invites!
  • 29. #SalesSummit | @ArtSobczak To Get this Presentation Transcript, and Be Notified of the Free LinkedIn for Sales Success Training Videos, Go to BusinessByPhone.com/summit2014
  • 30. #SalesSummit | @ArtSobczak How to Really Sell Using LinkedIn 1. Get Good at the Art and Science of LinkedIn 2. Do Your Other Research
  • 31. #SalesSummit | @ArtSobczak Another salesperson!
  • 32. #SalesSummit | @ArtSobczak On their LinkedIn Profile…
  • 33. #SalesSummit | @ArtSobczak On their LinkedIn Profile…
  • 34. #SalesSummit | @ArtSobczak Sam Richter
  • 35. #SalesSummit | @ArtSobczak Social Engineering Calling and asking questions of anyone other than your ultimate decision maker
  • 36. #SalesSummit | @ArtSobczak Social Engineering “Hi, I’m Art Sobczak with Business By Phone… I’m going to be speaking with Dale Scott, and I want to be sure that what I have is going to be of value to him…I’d like to ask you a few questions.”
  • 37. #SalesSummit | @ArtSobczak How to Really Sell Using LinkedIn 1. Get Good at the Art and Science of LinkedIn 2. Do Your Other Research 3. Define Your Possible Value Proposition
  • 38. #SalesSummit | @ArtSobczak Your Possible Value Proposition Is NOT the thing or stuff you sell
  • 39. #SalesSummit | @ArtSobczak Your Possible Value Proposition Is NOT the thing or stuff Is ALWAYS the
  • 40. #SalesSummit | @ArtSobczak
  • 41. #SalesSummit | @ArtSobczak …making it easier for companies/individuals to_____. …cutting down the amount of time it takes to______. …eliminate the dreaded tasks of______. …cut down on the hassle of_____. …cutting the costs of______ ... …reduce expenses on _____... …increasing the return on investment of____... … helping companies to get____...
  • 42. #SalesSummit | @ArtSobczak Quantify the Result Money
  • 43. #SalesSummit | @ArtSobczak Quantify the Result Money Time “…it can save up to five hours in processing time…
  • 44. #SalesSummit | @ArtSobczak Calling Connections What NOT to Say “I’m Pat Seller with Infinite Industrial. We’re connected on LinkedIn and I’d like to meet with you so I could show you our line of market-leading bearing and fittings…”
  • 45. #SalesSummit | @ArtSobczak Calling Connections What TO Say “Hi Mike, I’m Pat Seller with Infinite Industrial. Thanks for accepting my LinkedIn connection request. As I mentioned in the request, I understand that you are tooling up for a new release and uptime is a top concern. With a couple of other component manufacturers in the same situation we were able to help them ensure…”
  • 46. #SalesSummit | @ArtSobczak Contacting a Fellow Group Member What NOT to Say “Karen, I’m Bill Bland with Superior Software. Hey, we’re both members of the Quality Software Testing LinkedIn group. Since you’re in that group, I’m sure you’d be interested in our performance testing software. I’d like to schedule a time with you for a demo…”
  • 47. #SalesSummit | @ArtSobczak Contacting a Fellow Group Member What TO Say “Hi Karen, I’m Bill Bland with Superior Software. I liked your response to the redundancy question the other day in the Quality Software Testing discussion group on LinkedIn. I also saw your question about what people are doing to test specific elements of their shopping cart. We’ve done a whitepaper on that, showing some unique methods that cut down on abandonments that have resulted in millions in increased sales that otherwise might have been lost… and I’d be happy to share that with you…”
  • 48. #SalesSummit | @ArtSobczak Common Affiliation or Interest What NOT to Say “Hi Doug, Brad Stevens here with Mercury Transportation. Hey, I see on your LinkedIn profile that we both went to Arizona State. Class of 94 here. Go Devils. I think we’re finally on the right track with the football program. Anyways, I see you’re Logistics Manager there and I sell trucking services. So I’m thinking a fellow ASU grad would want to work with another alum…”
  • 49. #SalesSummit | @ArtSobczak Common Affiliation or Interest What TO to Say “Hi Doug, I’m Brad Stevens with Mercury Transportation. We’re actually both ASU grads. I’m calling because in speaking with one your shipping managers I hear that an initiative you have this year is cutting your overall costs on your LTL loads. We’ve done that with eight other shippers in the past month, already showing an average of 15% savings…I’d like to ask a few questions and see if I can provide some information…”
  • 50. #SalesSummit | @ArtSobczak
  • 51. #SalesSummit | @ArtSobczak You need to pick up the phone and place the call
  • 52. #SalesSummit | @ArtSobczak To Get this Presentation Transcript, and Be Notified of the Free LinkedIn for Sales Success Training Videos, Go to BusinessByPhone.com/summit2014