LinkedIn Flash Class - 3 Power Moves to Generate New Sales

How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
3 Power Moves to Generate New Sales

Social Selling 101
A Brave New World
Dean DeLisle
• Founder and CEO of Forward Progress, Inc.
• Creator of Social Jack™
• Train and Coach over 2,000 people per month
• Trained and Coached over 100,000 in Social Network
Skills
• Relationship Marketing, Social Selling, Influencer
Marketing & Production, eLearning, Lead Generation &
Conversion, Social Networking, Digital Marketing
• Financial Services, Insurance, Banking, Private Equity,
Professional Services, Legal, Accounting, Technology

Social Selling 101
A Brave New World
How to Engage with the
Go-to-Webinar Interface
• Question area in task
bar
• Type us a message
so we know you got it
• Ask us anything
throughout the class
• Engage and WIN!
Audio Problems
during the webinar?
Click on “Telephone”
at any time to get
the dial-in phone number
and access code.

Social Selling 101
A Brave New World
Social selling is the process of developing relationships as part of the sales process.
Today this often takes place via social networks such as LinkedIn, Twitter, Facebook,
and Pinterest, but can take place either online or offline. Examples of social selling
techniques include sharing relevant content, interacting directly with potential buyers and
customers, personal branding, and social listening. Social Selling is gaining popularity in a
variety of industries, though it is used primarily for B2B (business-to-business) selling or
highly considered consumer purchases (e.g., financial advisory services, automotive,
realty).
Social selling has become more popular since companies have looked to increase their
return on investment of social media interaction.[5] Sales teams within organizations
frequently mine data from social media that may help them connect to customers in order
to create a more genuine sales lead.[5] The technique frequently focuses on approaching
potential clients in a less direct way, meaning they don't interrupt their daily lives with cold
calls and hard sells.[6] Koka Sexton stated that the art of social selling is said to speed up
many sales processes, while also improving relationships.
Source: Wikipedia: Social Selling
Social Selling

Social Selling 101
A Brave New World
Social Networks
Where Do You Stand Now?
YOU
ARE
HERE

Social Selling 101
A Brave New World
Social Media – Why?
• Reputation
• Protection
• Visibility
• Compliant-friendly
• Referrals
• New business

Social Selling 101
A Brave New World
Social Media – What?

Social Selling 101
A Brave New World
75% of B2B buyers and 84% of C-level/vice president (VP) executives
surveyed use social media to make purchasing decisions.
Online professional networks are the number one information preference of
buyers in the final stage of the purchase process.
Social buying correlates with buying influence. The average B2B buyer who
uses social media for buying support is more senior, has a bigger budget, makes
more frequent purchases, and has a greater span of buying control than a buyer
who does not use social media.
B2B buyers find the greatest benefit of social media is gaining greater
confidence in and comfort with their decisions.
Source: IDC #247829
IDC Statistics

Social Selling 101
A Brave New World
Source: IDC #247829
IDC Statistics

Social Selling 101
A Brave New World
How Many Contacts Do You Have That You Cannot See?
• That know YOU?
• That trust YOU?
• That have done business with YOU?
• That would recommend YOU?
Dean Sue Mark Pat
NO MORE
ONE TO ONE
SELLING!

Social Selling 101
A Brave New World
The LinkedIn Network

Social Selling 101
A Brave New World
GOAL: PREVENT CLICKING ROULETTE!

Social Selling 101
A Brave New World
Just Twenty Minutes a Day

Social Selling 101
A Brave New World
Social Selling ROI

Social Selling 101
A Brave New World
• Complete profile
• The start of social selling
• Your first conversation
• Be clear
• What will you do for others?
• Why & how?
• What do you want/need?
Your Profile = Your Professional Brand

Social Selling 101
A Brave New World
BEFORE THE POWER MOVES - Your Professional Profile
• Complete profile
• The start of social selling
• Your first conversation
• Be clear
• Why & how?

Social Selling 101
A Brave New World
Power Move #1 – Home Page Scan (UNE)

Social Selling 101
A Brave New World
Power Move #2 – Network Diving – Level One

Social Selling 101
A Brave New World
Power Move – Conversation
Power of 8,000 to 1
“Likes” and “Comments”
Power of million to 1
“Shares”

Social Selling 101
A Brave New World
Power Move #3 - S.C.A.G.
S - Scan
C - Connect
A - Ask
G - Get
Live Demo – NEW

Social Selling 101
A Brave New World
Set the Hook - Convert
Bonus
Power
Move

Social Selling 101
A Brave New World
www.SocialJack101.com

Social Selling 101
A Brave New World
Promo
Code
“FP50”
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$50
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www.SocialJack101.com
Promo
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Till Friday
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Social Selling 101
A Brave New World
LinkedIn
Account
Versions
Courtesy of Integrated
Alliances – Thanks
Mike O’Neil !

Social Selling 101
A Brave New World
Assignment
• Fix your profiles – look good!
• Be complete – Be relevant
• Add new items!
• Social Selling = Be Social
• Have meaningful conversations
• Provide value - Be present!
• Do your 3 POWER MOVES!

Social Selling 101
A Brave New World
Questions?

Social Selling 101
A Brave New World
Thank You!

Social Selling 101
A Brave New World
Connect WITH us!
Dean@forwardprogress.net

LinkedIn Flash Class - 3 Power Moves to Generate New Sales

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