Using LinkedIn for Cold Calling

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Learn tactics that you can use immediately to sell more:

- The measurable impact of pre-call research
- Specific calls to action for higher conversions
- The best times to cold call and email
-Tune in and find out how cold calling can be more effective.

Watch the webinar on demand here: http://bit.ly/Webinar-

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Published in: Education, Technology, Business

Using LinkedIn for Cold Calling

  1. 1. The Science of Using LinkedIn, Technology & Social Selling for Cold Calling Steve Richard @srichardv Ken Krogue @kenkrogue
  2. 2. Steve Richard Co-Founder
  3. 3. Execs Will Meet! @srichardv #
  4. 4. Research on Buyer Behavior @srichardv # 3% 40.5% 56.5% Prospects Actively Buying 3% Poised to Begin 40.5% Not Ready 56.5%
  5. 5. @srichardv
  6. 6. @srichardv
  7. 7. 3x3 Research @srichardv #1
  8. 8. Executive Changes @srichardv #1
  9. 9. Quote or Video @srichardv #1
  10. 10. Previous Employer @srichardv #1
  11. 11. 3x3 Research @srichardv #1 When 3x3 Research Is Filled Out, Conversions of Prospects to Appointments Increases 16.7%
  12. 12. Social Connection @srichardv #2 Conversation to Appt (w/ Group): 70% Higher
  13. 13. Social Connection @srichardv #2 Conversation to Appt (no 2nd): 32% Conversation to Appt w/ 2nd: 50% Results w/ TeamLink: TBD
  14. 14. VM Call Backs to 6% The "quick question" voicemail: http://lnkd.in/cgEYPj The "power player" voicemail: http://lnkd.in/ztHKGY @srichardv #3
  15. 15. Share This
  16. 16. Free JobChangeAlerts @srichardv #4 Lead to Appointment Conversion Rates: All Leads 5.25% Old Client, New Company 30.05% Third Party Referrals 60.58%
  17. 17. Calls to Action @srichardv #5 1. Point me to the right person 2. Attend this webinar/live event 3. Attend an “executive briefing” 4. Meet our CEO at the trade show 5. Intro you to a peer (your client) 6. Watch this on demand webinar 7. Download this content piece 8. Schedule time with me 9. Grab lunch
  18. 18. Internal Referrals @srichardv #5 Execs Respond to 82% of Credible Internal Referrals
  19. 19. Double Dials @srichardv #6 Double Dials Yield 18% More Connections, But… It Takes Far More Time
  20. 20. Direct Lines @srichardv #7 Time to Dial: SB = 80 sec vs. DL = 45 sec Time to Connect: SB = 22.2 min vs. DL = 5.5 min
  21. 21. Direct Lines @srichardv #7 Dials to Connect: SB = 17 vs. DL = 12 DL vs. SB: Director = +46.15%; VP = +147.83%
  22. 22. NLP @srichardv #8
  23. 23. Visual Cold Calling @srichardv #8 1) Send Link “In the Moment” on Cold Call 2) Call Immediately When They Open Document 3) Talk About Pages That Are Viewed Longer
  24. 24. Visual Cold Calling @srichardv #8 Early Findings = 7.5% More Meetings
  25. 25. Coaching @srichardv #9 Meetings Per Rep Per Month: 16.5  19
  26. 26. Permission @srichardv #10 Are you busy?  86% give permission to continue Are you busy or do you have a quick second?  61% give permission to continue
  27. 27. Cold Calling Math @srichardv #10 Contacts ID = 22,411 Convos = 6,843 Mtgs = 2,180 Dials = 290,014 Email Mtgs = 912 42 : 1 3.14 : 1 32%
  28. 28. About Ken Ken Krogue President & Founder InsideSales.com #1 ranked Blog in the world on the topic of ‘Inside Sales’ and ‘Lead Response Management’ Please join the conversation! Ken Krogue Google +: gplus.to/kenkrogue Twitter: @kenkrogue Blog: www.kenkrogue.com Forbes: forbes.com/sites/kenkrogue LinkedIn: linkedin.com/in/kenkrogue
  29. 29. bit.ly/27linkedintips Forbes.com
  30. 30. ①Use CEO clout to close deals ②Grab your name(s) … ⑨Use „3 Free Backlinks‟ with all employees ⑩Freely give and receive recommendations … 27 LinkedIn Tips – Ken on Forbes bit.ly/27linkedintips
  31. 31. 31 LinkedIn Tips for B2B Prospecting bit.ly/31linkedintips
  32. 32. 42 LinkedIn Inside Sales Tips • Connect to your customers • Connect at tradeshows • Join industry groups • Unlimited messages • Follow prospect companies … www.insidesales.com/eBooks
  33. 33. Technology Science Art Art --- Science --- Technology
  34. 34. Solving Problems ART = Applying knowledge and skill SCIENCE = Testing data TECHNOLOGY = Building tools Art --- Science --- Technology
  35. 35. Paramount Pictures & Marvel Enterprises Human + Technology = Superhero
  36. 36. Systems Thinking
  37. 37. Test, Test, Test Fire Bullets … then Cannon Balls
  38. 38. C L O S E R Campaign = Test Strategy List / Leads = Test Sources Offer = Test Offers Skill = Test Approaches Effort = Test Contact Rates Reporting = Test Results CLOSER = Science of Sales Model
  39. 39. Specialist vs Generalist 7 pts
  40. 40. LinkedIn response rates 7X better than email LinkedIn vs. Email = Test
  41. 41. LinkedIn response rates 33X better than email LinkedIn inMail vs. Email = Test
  42. 42. Join industry Groups Social Strategy = Unlimited Messages
  43. 43. Voicemail response rates 16X better than email Voicemail vs. Email = Test
  44. 44. ___________ Call 1, VM 1, EM 1 ___________ Call 2 ___________ Call 3 ___________ Call 4, VM 2, EM 2 ___________ Call 5 ___________ Call 6, VM3, EM3 Cold Call Sequence = Tested
  45. 45. Leave 2-3 voice messages, then stop Source: InsideSales.com Voice Messaging Analysis Studies 0.00% 2.00% 4.00% 6.00% 8.00% 10.00% 12.00% 14.00% 16.00% 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 ContactRate Dial Attempt With Voicemail Without Voicemail Voice Messaging Study
  46. 46. Social nurturing Cold Calling Strategy #1 = PR, Social Education Social Nurturing
  47. 47. Cold Calling Strategy #2 = Marketing Education Lead Nurturing
  48. 48. TURN INTEREST INTO NEED WITH EDUCATION
  49. 49. TYPES TIRE KICKER BUYING SIGNAL INTEREST NEED research studies white papers webinars seminars e-books books toll free pricing proposal free trial demo product slicks buying signal tire kicker Lead Nurturing
  50. 50. Cold Calling Strategy #3 = Lead Gen Education Deal Nurturing
  51. 51. Cold Calling Strategy #4 = Sales Commitment Client Nurturing
  52. 52. Cold Calling Strategy #5 = Support
  53. 53. 7 Contact Ratio Strategies “What did you guys do? Everyone is answering our calls” Steve Dodsworth
  54. 54. Contact Rate 100x decrease from 5 min to 30 min Qualification Rate 21x decrease from 5 min to 30 min #1 = Immediacy Dr James Oldroyd 2007
  55. 55. #2 = Persistency
  56. 56. #3 = Time of Day
  57. 57. #4 = Day of Week
  58. 58. #5 = Optimal
  59. 59. Used with Permission from Vorsight #6 = Direct Dial Phone Numbers Representative Average Meetings Per Month (last 3) % Direct Lines on Contact List Rep 1 11 51% Rep 2 13 45% Rep 3 20 76% Rep 4 22 74% Rep 5 29 87% Rep 6 33 97.6%
  60. 60. #7 = Caller ID
  61. 61. LocalPresenceTM
  62. 62. Offers LinkedIn eBook Bonus: This Webinar content will be made into an eBook and sent to all registrants! Top Sales Campaigns Experience the PowerDialer ART SCIENCE TECHNOLOGY
  63. 63. Q & A Ken Krogue Google +: gplus.to/kenkrogue Twitter: @kenkrogue Blog: www.kenkrogue.com Forbes: forbes.com/sites/kenkrogue LinkedIn: linkedin.com/in/kenkrogue Steve Richard Twitter: @steverichard LinkedIn: linkedin.com/in/steverichard
  64. 64. Thanks! www.vorsight.com/ondemand- webinars

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