Bert Verdonck & Mike Clark@BertVerdonck @MikeClark03Synergy Conference – Istanbul – April 2013
Who is Really LinkedIn?Customer & TBK Partner Value PropositionReally LinkedIn Training PackagesHow to sell our Training P...
BackgroundEurope‟s #1 LinkedIn training organisation.Track record of more than 450 organisations.International team in pla...
Customer Value PropositionChallenges Software companies that hire us face:They have no clear social media strategy or goal...
Customer Value PropositionBenefits of the training they‟ll receiveThey‟ll learn and apply new LinkedIn Lead Generation str...
Partner Value PropositionBenefits you‟ll receive through our collaborationNew revenue stream/s for you (20%)Your clients w...
LinkedIn Profile Matrix©EMPLOYED NOT EMPLOYEDNOT LOOKINGFOR A JOBCEO, spokesperson (Active)Sales (Proactive)Recruiting (Pr...
Types Of Training Services We DeliverKeynote presentations (100 to 3000+)Small Group or Open Workshops (13-99 people)Train...
LinkedIn Strategy Matrix© for OrganisationsPASSIVESTRATEGIESACTIVE STRATEGIES PROACTIVE STRATEGIESOrganization Branding, J...
Training for passive profilesTraining for active profilesStrategical sessionwith management teamTactical session(Part 1 & ...
Prices, excluding travel & expensesBert VerdonckType of service Price rangeKeynote Speaking Fees 3,000 € first hour1,000 €...
How to easily sell our LinkedIn TrainingSimple steps to make it easy for youAct as the introducer – arrange online confere...
Key Questions Guide - to ask your clientsWould you be open to additional LinkedIn strategies for findingnew customers?How ...
How the training will be delivered1. Initial assessment meeting (arranged by you)2. Questionnaire (completed by client)3. ...
The TBK Consultant‟s roleSpotting opportunitiesAct as the introducerArrange meetingsYou‟ll be involved & informed of every...
Really LinkedIn‟s roleInform and educate you of our servicesProvide marketing collateral – resource centre (via Dropbox)Be...
Necessary Details80/20 commission splitFees paid 50% upfront & 50% upon completion
Next StepsLets connect! Arrange Country conference call with your consultantsOur gift to you…Free access onto our online 3...
Let‟s build a winningteam together!
How to REALLY use LinkedIn TBK Synergy Conference
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How to REALLY use LinkedIn TBK Synergy Conference

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How to REALLY use LinkedIn TBK Synergy Conference

  1. 1. Bert Verdonck & Mike Clark@BertVerdonck @MikeClark03Synergy Conference – Istanbul – April 2013
  2. 2. Who is Really LinkedIn?Customer & TBK Partner Value PropositionReally LinkedIn Training PackagesHow to sell our Training PackagesThe TBK Consultants roleReally LinkedIn‟s roleNext Steps – a special offer for youQuestionsAgenda
  3. 3. BackgroundEurope‟s #1 LinkedIn training organisation.Track record of more than 450 organisations.International team in place, including seasoned LinkedIn trainers.Trainers speak multiple languages.Best selling book “How to REALLY use LinkedIn” in 5 languages.250 books given as part of induction process @ LinkedIn EMEA HQ.Experience in corporate programmes (LinkedIn Strategy Matrix).Bespoke sessions for every customer.LinkedIn asked us to become the first in 2010.
  4. 4. Customer Value PropositionChallenges Software companies that hire us face:They have no clear social media strategy or goalsTraditional sales channels are less effective than ever beforeStruggling to make understand how to make social media work for theircompanyWhat they‟re looking forTo use LinkedIn and social media more effectivelyTo see a Return on Investment for their social media (LinkedIn) activityQualified prospectsNew customers
  5. 5. Customer Value PropositionBenefits of the training they‟ll receiveThey‟ll learn and apply new LinkedIn Lead Generation strategiesNew LinkedIn techniques to find customers fasterEnhanced online brandingAbility to track, measure and record their LinkedIn activityIncreased confidence to use LinkedIn effectively to achieve theirbusiness development (and recruitment) goalsNew customers regularly!
  6. 6. Partner Value PropositionBenefits you‟ll receive through our collaborationNew revenue stream/s for you (20%)Your clients will receive more customers through our trainingsThrough helping them be more successful, you‟ll be more successfulWe‟ll contribute and support you to hit your KPI‟sOur training will become a „Door-Opener‟ for new opportunitiesYou‟ll be able to expand your service rangeAs a result you can attract new types of different clients
  7. 7. LinkedIn Profile Matrix©EMPLOYED NOT EMPLOYEDNOT LOOKINGFOR A JOBCEO, spokesperson (Active)Sales (Proactive)Recruiting (Proactive)Hiring Manager (Proactive)Marketing (Active)Experts & Consultants (Active)Others (Passive)StudentLOOKING FORA JOB Job SwitcherStudentUnemployed12345678898
  8. 8. Types Of Training Services We DeliverKeynote presentations (100 to 3000+)Small Group or Open Workshops (13-99 people)Training Workshops 8 -12 people (per trainer)Consultancy & LinkedIn StrategyExecutive LinkedIn Coaching (1-2-1)Webinars, home-study courses & productsCreating Social Media PolicyTop/Down & Bottom/Up
  9. 9. LinkedIn Strategy Matrix© for OrganisationsPASSIVESTRATEGIESACTIVE STRATEGIES PROACTIVE STRATEGIESOrganization Branding, JobOpenings, Products& Services- Company ProfileBranding, Ads, Job Posts, Interaction- Advertising Solutions (fee)- Talent & Sales Solutions (fee)- Company Status UpdatesFind:- Talent Solutions (fee)- Sales Solutions (fee)CEO,ManagersBranding & LeadGeneration- Personal Profile- Rich MediaBranding, Visibility, Interaction- Status UpdatesSee below (all co-workers)All Co-workersBranding & LeadGeneration- Personal Profile- Rich MediaBranding, Visibility, Interaction- Group Managers of internal and alumniGroups or external Groups- Active member of internal and externalGroups- Status Updates- Share information & use Polls- Attend events and use (Sub)GroupsFind:- New customers- New employees- New partners- New suppliers- Project members- Internal andexternal expertiseFundamental Networking Principles
  10. 10. Training for passive profilesTraining for active profilesStrategical sessionwith management teamTactical session(Part 1 & Part 2) with management of marketing, sales & recruitingPilotTraining & Evaluation with “Ambassadors”Awareness sessionfor all co-workersClassroom Training for proactive profilesTrainingLinkedIn 1TrainingLinkedIn 2TrainingLinkedIn 3Home StudyCoursesWebinars1112 1314 1516171819
  11. 11. Prices, excluding travel & expensesBert VerdonckType of service Price rangeKeynote Speaking Fees 3,000 € first hour1,000 € additional hour(s)Half Day FoundationOr Advanced Training1,000 € up to 2,500 €Full Day FoundationOr Advanced Training1,500 € up to 3,500 €Consultancy 1,000 € up to 3,500 €Coaching & Mentoring 250 to 400 €/hour, min. 2 hoursOpen workshops 250 € up to 500 €/personProducts, webinars, books Variable
  12. 12. How to easily sell our LinkedIn TrainingSimple steps to make it easy for youAct as the introducer – arrange online conference meetings for usWe‟ll do 1-2-1 or small group online meetings with your clientsYou choose to participate in these meetings or not (your choice)Use our „Key Questions Guide‟ to ask your clientsWe‟re here to support you – lets arrange a Conference Call with yourCountry‟s consultantsBert Verdonck
  13. 13. Key Questions Guide - to ask your clientsWould you be open to additional LinkedIn strategies for findingnew customers?How effectively are your sales and marketing (or HR) teams usingLinkedIn to find new customers?Can your team track and measure their LinkedIn activity and results?Are they still cold calling, but finding it‟s not so effective anymore?Do you feel like you‟d like to use LinkedIn more effectively, but you‟renot sure how?Would you be open to talking to our LinkedIn experts who can showyou how to find new clients via LinkedIn?Bert Verdonck
  14. 14. How the training will be delivered1. Initial assessment meeting (arranged by you)2. Questionnaire (completed by client)3. Proposal4. Agreement to proceed5. Preparation6. Delivery7. Follow Up (varied)Bert Verdonck
  15. 15. The TBK Consultant‟s roleSpotting opportunitiesAct as the introducerArrange meetingsYou‟ll be involved & informed of every step – with minimal effortBert Verdonck
  16. 16. Really LinkedIn‟s roleInform and educate you of our servicesProvide marketing collateral – resource centre (via Dropbox)Be available for meeting and appointmentsTrain you up on our programs – special offer for you Write up proposalsRun everything past you firstTreat your clients with the utmost respectDeliver the training & follow upGive you feedbackPay you commissions Bert Verdonck
  17. 17. Necessary Details80/20 commission splitFees paid 50% upfront & 50% upon completion
  18. 18. Next StepsLets connect! Arrange Country conference call with your consultantsOur gift to you…Free access onto our online 3day LinkedIn product– to become a LinkedIn Ninja Turtle (Master)Plus, we‟ll provide monthly webinar training to support yourimplementation of strategies
  19. 19. Let‟s build a winningteam together!

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