Social Selling LinkedIn Case Study
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Social Selling LinkedIn Case Study

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The last few years have seen the sales sphere undergo dramatic changes with the adoption of Web 2.0 and social media. The latter has been singlehandedly responsible for increasing the scale and......

The last few years have seen the sales sphere undergo dramatic changes with the adoption of Web 2.0 and social media. The latter has been singlehandedly responsible for increasing the scale and reach of your networks. Web 2.0 has transformed the way we interact, with the buying process starting and ending online. No face-to-face meetings. Social selling (or Sales 2.0), is the response to these changes that have occurred in customer behavior and the buying process.

How does LinkedIn fit into this?

Consider for a moment that you’ve turned on your laptop on a Monday morning. Logging in to your LinkedIn account you find a “request to connect” from a potential client halfway across the world. You accept his/her request. An hour or two later you get an enquiry from your new connection for information about your products or services, a joint-venture proposal or some other details which could lead to a mutually beneficial business relationship.

This is a classic example of social selling via LinkedIn. Instead of relying on traditional methods such as referrals, you get leads from clients business owners interested in building a relationship with you, with the likelihood of culminating in a sale. To read the rest visit our solomoIT Academy blog site and view our 5 parts series on LinkedIn L.E.A.D.S.

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  • 1. 1 Social Selling (Sales 2.0): LinkedIn – Case Study Presented by: Logan Nathan
  • 2. 2 Digital Marketing Success in 2013 and beyond… Its all about referral LEADS
  • 3. 3 Social Media for Business - Facts in 2013  89% Business exposure  64% Lead Generation  69% Marketplace intelligence  62% SEO increase  62% Reduced expenses
  • 4. 4 What is Social Selling? A Growing Sales Technique: Building Timely Referral LEADS
  • 5. 5 What is Social Selling? LEADS
  • 6. 6 What is Social Selling? LEADS Transparency Relationship Uniqueness Simplicity Timing
  • 7. 7 What is Social Selling? Sharing Openness Communication Intelligence Activity Leadership LEADS Transparency Relationship Uniqueness Simplicity Timing
  • 8. 8 Why Social Selling? FUNDAMENTALS are….. Broken on Traditional Sales
  • 9. 9 Why Social Selling (Sales 2.0)? Finding your Products/Services Understanding your Products/Services Networking beyond traditional means Demand for better Products/Services for LESS Access to Information Instantly Mobile devices Education available globally No Borders/Barriers Technology Enablers – Social Local & Mobile Available 24 x 7 Leaders to role model Smart Mobile Innovation
  • 10. 10 The Power of Social Media Why Social Selling?
  • 11. 11 The Power of Social Media Why Social Selling?
  • 12. 12 Social Selling – How? Intelligence Gathering News Updates Finding Target Market Leverage Your UBPs Utilising Key Social Platforms Educating Yourself Networking in the Community Connecting beyond borders Engaging with Target Market Relationship Addict Timely Referrals
  • 13. 13 Transparency Relationship Uniqueness Simplicity Timing Social Selling – Building…
  • 14. 14 The Global de-facto B2B Professional Networking Platform A Case Study
  • 15. 15 It’s reach…
  • 16. 16 A different approach…
  • 17. 17 Over 35% decision makers!
  • 18. 18 Wide Range of Skills……
  • 19. 19 Social Selling (Sales 2.0): How is your Personal image Reflected on ? It’s Your Reputation!
  • 20. 20 Transparency Relationship Uniqueness Simplicity Timing Social Selling – Building…
  • 21. 21 The Foundation – Reputation Online! Personal Profile (Paid Vs Free) Keywords Be found by Target Market Organic Network Growth Your Biz Reputation Building TRUST... Transparency
  • 22. 22 The Foundation – Reputation Online! Personal Profile Influencers News Channel(s) (Paid Vs Free) Keywords Be found by Target Market Organic Network Growth Role Modelling Widen your network knowledge Trending News Contents Your Biz Reputation Your Biz Education Building TRUST... Transparency
  • 23. 23 The Foundation – Reputation Online! Personal Profile Influencers News Channel(s) Special Interest Groups Company Page(s) Following Targeted Companies & Groups (Paid Vs Free) Keywords Be found by Target Market Organic Network Growth Role Modelling Widen your network knowledge Trending News Contents Your Biz Reputation Your Biz Education Your Biz Community Building TRUST... Transparency
  • 24. 24 Transparency Relationship Uniqueness Simplicity Timing Social Selling – Building…
  • 25. 25 Your Personal Reputation! 1st Level 2nd Level 3rd Level Building TRUST... Relationship The Rest! 200M+ & Growing? 1500+ 560,000+ 12,000,000+
  • 26. 26 Your Group Reputation! Groups Members Building TRUST... Relationship 200M+ & Growing? 50+ 2,000,000+
  • 27. 27 Your Company Reputation! Company Products/Services Building TRUST... Relationship Followers 200+
  • 28. 28 Transparency Relationship Uniqueness Simplicity Timing Social Selling – Building…
  • 29. 29 Your Unique Skills Contributions! Personal Updates Company Updates Building TRUST... Uniqueness Group Updates
  • 30. 30 Your Unique Skills Recognition! Personal Skills Endorsements Personal Recommendations Building TRUST... Uniqueness Company Recommendations
  • 31. 31 Transparency Relationship Uniqueness Simplicity Timing Social Selling – Building…
  • 32. 32 Visual, Auditory, Kinaesthetic Innovate (Visual) Integrate (Keyword) Building TRUST... Simplicity Impact (Layman) Leverage LinkedIn Your Profile to ALL STAR status Practical Analogy Pain Prescription Pills
  • 33. 33 Transparency Relationship Uniqueness Simplicity Timing Social Selling – Building…
  • 34. 34 Timing is everything! Building TRUST... Timing  Timely Updates  Innovative Approach  Manage Profile/Company/SIG  Integrate KEY Messages  Network your UBPs  Gather Intelligence
  • 35. 35 Used by 7M+ users globally Social Media Management Platform...  Manage key Social Media platforms  LinkedIn, Facebook and Twitter  Overall dashboard Monitoring  Scheduling your posts  30 days FREE trial  Read OUR ARTICLES  Start HERE
  • 36. 36 Thank you Join Me Follow Us Join Us