Leveraging the power of LinkedIn
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Social selling is not as tough as it seems. The learning curve is ridiculously short. Cutting edge best practices for effective Social Selling with Linkedin.
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Leveraging the power of LinkedIn
- 1. LEVERAGING THE POWER OF LINKEDIN
- 2. David ‘Dave’ Davies Sandler Licensed Trainer Based Reading,Berkshire, UK 28 ¼ Years in Sales and SalesLeadership Technology,International Start-up to NASDAQ Listed LinkedIn EarlyAdopter (borderline obessesed) Made everymistake in the book Married, Fatherof 3 80’s synth music obsessed Dad dancing Comic book reading Lego enthusiast
- 5. IT’S SIMPLER THAN WHAT YOU’RE DOING NOW TO GENERATE LEADS
- 6. IT PUTS YOU IN CONTROL I NEED WHAT YOU DO!
- 7. 130K Posts per week 450M Users 2 new members per second 1Bn Skills Endorsed 200 countries 20 languages 13% do not have Facebook 59% are not active on Twitter 56% Male 44% Female 13x more views if skills listed 40% use LinkedIn daily 187M unique visits monthly 21M in UK
- 8. SUPER CHARGE YOUR PROFILECUSTOMISE YOUR PUBLIC URL PROVIDE YOUR CONTACT INFORMATION CREATE A BUYER-FOCUSED HEADLINE USE A CURRENT PROFESSIONAL PICTURE OPTIMISE YOUR PROFILE; GET FOUND
- 10. Who are we? What do we do? Who do we work with? 3 typical problems we solve with our clients Stroke . Pain . Impact
- 12. MAKE AN AUTHENTIC CONNECTION PHILOSOPHY #1 THE OPEN NETWORKER PHILOSOPHY #2 THE CLOSED NETWORKER PHILOSOPHY #3 THE VALUE NETWORKER
- 13. Good morning Sarah, It was great to meet you today at the Woodley Business Club. I enjoyed our conversation and hope we can arrange a time to talk more. In the meantime I would like to make a connection here on LinkedIn. I hope that is OK?
- 15. ENDORSED FOR CORE SKILLS COMES HIGHLY RECOMMENDED
- 17. “EACH PERSON IS COMPENSATED IN A MANNER CONSISTENT WITH THE WAY IN WHICH HE HAS CONTRIBUTED” Ralph Waldo Emerson Essay: “Compensation”
- 18. GET INTRODUCED
- 19. Good morning Bill, I noticed on your LinkedIn profile you’re connected to David Smith at Aardvark. How well do you know him? Would you be willing to introduce me?
- 21. MAKE CONNECTIONS WITH LIKE-MINDED PEOPLE BRING OTHER EXPERTS INTO THE CONVERSATION LIKE RESPONSES YOU LIKE RESPOND TO COMMENTS IN YOUR GROUP GET INVOLVED WEEKLY; DAILY IF YOU CAN
- 23. BUYERS LOOK FOR VALUE-ADDED PARTNERSHIPS BUYERS MAKE DECISIONS BEFORE YOU SHOW UP BUYERS ARE BLESSED WITH CHOICE BUYERS RELY ON TECHNOLOGY FOR INSIGHT BUYERS HAVE HIGH EXPECTATIONS
- 24. 1: PRETEND TO KNOW SOMEONE YOU DON’T 2: FAIL TO PROOFREAD YOUR PROFILE 3: LET YOUR PROFESSIONAL STANDARDSDROP 4: PRETEND THAT EVERYTHING YOU DO COUNTS AS PROSPECTING 5: SEND LONG WRITTEN SALES PITCHES VIA INMAIL
- 25. 1: COMPLETE YOUR LINKEDIN PROFILE TO 90%; KEEP IT CURRENT 2: ENGAGE WITH A STRONG 30 SECOND ADVERT 3: HAVE A CRYSTAL CLEAR CALL TO ACTION 4: MAKE AUTHENTIC CONNECTIONS,ACCEPT ONLY THE SAME 5: GET INVOLVED IN RELEVANT GROUPS OR CREATE YOUR OWN
- 28. CONNECT WITH ME ON LINKEDIN davidwdavies FOLLOWME ON TWITTER @SandlerTV TALKTO ME ABOUT LINKEDIN& SALES 0118 969 1752 EMAIL ME ON david.davies@sandler.com
- 29. Thank you LEVERAGING THE POWER OF LINKEDIN
Editor's Notes
- 450 Million Global Users 21 Million in the UK 2 new members join every second 187 million unique visits monthly 200 countries, 20 languages 40% check-in daily 17 minutes per month on site CEO’s have 930 connections Male 56%, Female 44% 59% have never worked at a company with more than 200 employees
- I suspect some of you are asking yourself the question ‘who is this fella?’
- We know we should be social-selling We know we are probably doing it incorrectly We might even get a little frustrated because we don’t know what to do
- The time to mastery gap for LinkedIn is very short You can be up and running in less than an hour
- Generating links, connections, leads and relationships is an absolute doddle using LinkedIn
- With a few simple keystrokes LinkedIn can provide with a prospecting list that would cost £100’s to buy from data providers.
- LinkedIn by the Numbers 450 Million Global Users 2 new members join every second 21 Million users in the UK 40% check-in daily 130K posts per week Male 56%, Female 44% 13% do not have a Facebook account 59% are not active on Twitter 200 countries, 20 languages 59% have never worked at a company with more than 200 employees CEO’s have on average 930 connections
- Use a current, professional, image of yourself. Show the world that you are in business, serious about being in business. Create a buyer focused headline. The headline is possibly the most important part on your LinkedIn profile. It is your 120 character hook to people find you in a LinkedIn search. It should be about what you do as opposed to what you are. It should be memorable and enticing enough for someone to click on your profile and not your competitors. Provide your contact information. If you want to start generating leads from LinkedIn the first step is to make it easy for them to contact you. Your phone number (s), eMail address, twitter handle etc. Customise your public URL. Make it look like you have put some effort into your profile by taking advantage of the customisable URL. Great tool for business cards, eMail signatures, twitter page etc. To edit follow the instructions 1) Move your cursor over Profile at the top of your homepage and select Edit Profile. 2) You'll see a URL link under your profile photo like www.linkedin.com/in/yourname. ... 3) Under the Your public profile URL section on the right, click the Edit icon next to your URL. Optimise your profile to get found. Much like putting keywords into your profile to aid google search, you can add keywords to your LinkedIn summary to get recognised and contacted.
- Your Linked summary is one of the most powerful to make a connection with your audience and start to generate leads. Your summary will be read by more people than any other form of your bio. This added exposure gives you a great opportunity to capture the attention of decision-makers—but only if you have summary acts a short and strong advert for you and what you do.. An effective LinkedIn summary makes people want to know more about you and ultimately connect with you one-on-one. You need make sure the bio you present online matches your real-world self. Follow the guidance on the next slide to build a profile summary that engages, connects and builds new relationships for growth.
- How to write the perfect LinkedIn summary
- To start generating leads from LinkedIn you are going to need to tell people what you want them to do. Do you want them to connect on LinkedIn with you? Do you want them to eMail you? Does it all start with a conversation? Do you want them to phone you? However you want the relationship to start and grow; tell them what to do.
- You have a choice to make. A choice about what type of LinkedIn network you want to build and how you are going to grow your connections. The Open Networker accepts connections form everybody who wants to make one and might behave in a similar manner by making connections with many. They crave collections and will make 1000’s. The upside is their Networks are large through their connections. 1st-level - People you're directly connected to because you have accepted their invitation to connect, or they have accepted your invitation. You'll see a 1st degree icon next to their name in search results and on their profile. You can contact them by sending a message on LinkedIn. 2nd-level - People who are connected to your 1st-degree connections. You'll see a 2nd degree icon next to their name in search results and on their profile. You can send them an invitation by clicking Connect or contact them through an InMail or an introduction. 3rd-level - People who are connected to your 2nd-degree connections. You'll see a 3rd degree icon next to their name in search results and on their profile. If their full first and last names are displayed, you will be able to send them an invitation by clicking Connect. If only the first letter of their last name is displayed, clicking Connect is not an option but you can still contact them through an InMail or an introduction. The Open Networker accepts connections form everybody who wants to make one and might behave in a similar manner by making connections with many.
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