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Viveka von Rosen - Bust Through LinkedIn Lead Generation Myths

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With over 460 million people on LinkedIn, and thousands of active prospects, why aren’t you making more money with LinkedIn? Inbound Sales Strategies are not as intuitive as they seem on LinkedIn. By attending my session you will be better armed to break through some common selling misconceptions to create a social selling system that really works and converts!

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Viveka von Rosen - Bust Through LinkedIn Lead Generation Myths

  1. 1. #INBOUND16 BUST THROUGH LINKEDIN LEAD GENERATION MYTHS…. And Crush Your Social Sales! Viveka von Rosen
  2. 2. #INBOUND16 1. What is this Social Selling Stuff Anyway? 2. I’m an All Star and That’s Enough 3. There’s No Good Prospects on LinkedIn Anymore 4. My Network Is Too Small to be Useful 5. Publisher is a Waste of Time ALSO…..... LINKEDIN MYTH BUSTING AGENDA
  3. 3. #INBOUND16@LinkednExpert There Will be Ninja Tricks!
  4. 4. #INBOUND16 1 SOCIAL CONVERATIONAL SELLING - AND WHY IT’S IMPORTANT TO YOUR LEAD GENERATION
  5. 5. Social Selling is the process of using your professional brand to fill your pipeline with the right people, insights and relationships. “ ”@KokaSexton
  6. 6. #INBOUND16 Social selling works with anyone on social who is willing to engage with you …. from a one- time consumer - to a lifelong loyal corporate client. Who Social Selling Works With
  7. 7. #INBOUND16 Can You Even Sell on LinkedIn? LinkedIn is about relationships and engagement. While LinkedIn can be a great lead generation machine – it's not a place to scrape unsuspecting prospects into a list they never signed up for. -@LinkedInExpert
  8. 8. #INBOUND16 + Credibility + Research + Engagement Tools + Conversations + TOMA + Ability to Close = SALE! Recipe to Conversation Selling Success
  9. 9. #INBOUND16 FOUR LINKEDIN MYTHS The Truth and The Solutions
  10. 10. #INBOUND16 MYTH ONE IF I BUILD IT THEY WILL COME
  11. 11. TRUTH #1 • An “All Star” Profile doesn’t mean you’ll convert profile views into clients • Make it easy for your high quality leads to contact (not just connect) with you.
  12. 12. #INBOUND16 REAL STORY
  13. 13. #INBOUND16 1. Put your phone number and your email address on your background or hero image. 2. Use a Google Voice Number and an unique email address so that you can easily track where your leads are coming from. 3. NEW UI has a new template, but the above strategies should still work POWER ACTION ONE
  14. 14. #INBOUND16 • Use a calendar tool like TimeTrade or Calendly.com • Add to your Summary section, Website section and Publisher Posts …A lot of the folks who find your profile know they need you, but they don’t necessarily need you right that second. Make it easy for them to book sometime with you in the near future – on their timetable. POWER ACTION TWO
  15. 15. #INBOUND16 MY PROSPECTS ARE NOT ON LINKEDIN MYTH TWO
  16. 16. TRUTH #2 • Enough of high quality leads use LinkedIn to make it a viable tool for you. • If you are not finding your ideal prospects on LinkedIn, it’s probably because you aren’t looking in the right places or using the right tools.
  17. 17. #INBOUND16 REAL STORY
  18. 18. #INBOUND16 Make sure to use LinkedIn’s Advanced Search to find exactly the right leads. If you are not getting enough results, use the Boolean modifier “OR” to include more search terms. Example “CEO OR founder OR owner OR partner.” If you are getting too many unqualified results, use AND and NOT to refine your search. Example: “CEO AND Medical NOT consultant.” POWER ACTION THREE: Current UI
  19. 19. #INBOUND16 • Save your searches! You can save up to three searches on LinkedIn with the free account. • Once you have saved a search, LinkedIn will send you new prospects who fall into that search algorithm every week! …..Then all you have to do is follow up with them! POWER ACTION FOUR: Current UI
  20. 20. #INBOUND16 • Use Google to do Boolean Searches: Site: LinkedIn.com/in CEO AND Medical NOT Consultant • Save the URLs of your current searches • Upgrade to Sales Navigator (and import your Tags and Notes Immediately!) POWER ACTION: NEW UI
  21. 21. #INBOUND16 I DON’T HAVE ENOUGH CONNECTIONS TO MAKE LINKEDIN WORK MYTH THREE
  22. 22. #INBOUND16 I don’t have enough connections on LinkedIn to make it worth my time. And most of them are spammers anyway, or at least not high-quality leads.
  23. 23. TRUTH #3 • There are Spammers on LinkedIn. • There are also some really quality people you should be connecting and engaging with! • LinkedIn is not necessarily a numbers game. Don’t be a connections hoarder or LION. ….With a little effort and a few strategies you can find and nurture enough prospects to really build your business
  24. 24. #INBOUND16 REAL STORY
  25. 25. #INBOUND16 • Organize your Connections! • “Tag” your 1st level connections and organize them in such a way that makes sense to you • Systematically and consistently communicate and engage them POWER ACTION FIVE
  26. 26. #INBOUND16 • Export Your Connections (Data Export Tool) • Import into CRM of Choice • Use Nimble.com • Use Dux-Soup Extension • Use SalesWingsApp.com POWER ACTION: NEW UI
  27. 27. #INBOUND16 BOB BURG SAYS, “PEOPLE DO BUSINESS WITH PEOPLE WITH THE PEOPLE THEY KNOW, LIKE AND TRUST.”
  28. 28. #INBOUND16 • Build the KLT Factor with content marketing. • If you disseminate the right kind of content on a consistent basis, it WILL increase the KLT (know, like and trust) factor. • You will build “personal brand awareness” by sharing updates daily, writing posts consistently, and sending regular private messages to your connections. POWER ACTION SIX
  29. 29. #INBOUND16 LINKEDIN PUBLISHER SUCKS MYTH FOUR
  30. 30. #INBOUND16 TRUTH #4 While Publisher Posts no longer consistently get the views they used to, engagement is still substantially greater than in blog posts… And engagement = business!
  31. 31. #INBOUND16 Publisher Best Practices 1. Branded and Cohesive Visuals 2. 900- 1400 words 3. Use of all features 4. Added media 5. Calls to action 6. Contact info 7. Bio section 8. Share often on social 9. Have your Influencer friends share POWER ACTION SEVEN
  32. 32. #INBOUND16  Create a Header/Hero Image and add contact info  Use your calendar/appointment tool on LinkedIn  Use Advanced and Boolean Search to find your perfect prospects (or upgrade to Sales Nav)  Save your searches and follow up on leads  Tag and organize your connections  Follow up  Consider Using Publisher Wrapping Up
  33. 33. #INBOUND16 AFRAID OF THE NEW UI? (Me Too!) This Should Help! bit.ly/linkedinbound
  34. 34. #INBOUND16 Q&A bit.ly/linkedinbound
  35. 35. #INBOUND16 Q&A viveka@linkedintobusiness.com @LINKEDINEXPERT bit.ly/linkedinbound

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