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Linkedin Social Selling Secrets
The document discusses LinkedIn's approach to social selling, highlighting the importance of building relationships and utilizing social media in the B2B buying process. It emphasizes that decision-makers prefer informed outreach and that cold-calling is largely ineffective, due to the growing number of people involved in purchase decisions. The document also outlines strategic techniques for LinkedIn sales reps, such as establishing a strong personal brand and leveraging connections for warm outreach.
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Linkedin Social Selling Secrets
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- 2. 2 Dominic Archibald Acquisition andCustomer Marketing LinkedIn Sales Solutions https://www.linkedin.com/in/dominicarchibald Today’s speaker
- 3. • Housekeeping • Thesocial selling imperative • How we teach social selling to LinkedIn sales reps • Q&A 3 Webinar Agenda
- 4. Type questions intothe Q&A panel Housekeeping Download Resources from Library
- 5. My friend Dan Asocial selling story
- 6. 6 A social sellingstory
- 7. LinkedIn Sales SolutionsMission: Connect the world’s buyers and sellers to build relationships
- 8. are now involvedin the average B2B buying decision people Boss Peer Direct report Business leader Cross-functional partner Corporate Executive Board 2013 – Winning The Consensus Purchase Your target buyer 5.4 Decisions involve more people than ever before
- 9. 75 % of B2Bbuyers now use social media to be more informed on vendors IDC 2014 – Social Buying Meets Social Selling Decision makers rely on social media to choose between potential vendors Network referrals White papersCompany websites Blog posts Company pages Your target buyers Social relationships
- 10. Your competitor Harvard Business Review2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level 90 % of decision makers say they never respond to cold outreach Decision makers now ignore cold outreach You Your competitor X X X Your target buyers
- 11. %75of B2B buyersnow use social media to be more informed on vendors Relying on the buyer to inform you on key updates 5.4people are now involved in the average B2B buying decision Looking for one all-powerful decision maker %90of decision makers say they never respond to cold outreach Cold-calling prospects like they’re just a name in a database I found out a month later the Director of Marketing left my account and joined another top prospect of mine The VP of Marketing went dark and now I’m back at square one I keep pounding – email, phone, voicemail – but can’t get a response How well has your team adapted to this new normal? Are you still: “ ” “ ” “ ”
- 12. Focus on theright people and companies Stay informed on key updates at your target accounts Build trust with your prospects and customers Building relationships with prospects and customers is different in this new normal. You need to:
- 13. Social sellers performbetter on key metrics 51% More likely to hit quota than social selling laggards 45% More opportunities Promoted to VP faster by 17 months
- 14. The Secret Sauce– How we teach LinkedIn reps
- 15. Hunting on LinkedIn Buildingan expert brand Warm outreach Selling through relationships The Secret Sauce – How we teach LinkedIn reps
- 16. Professional photo isyour first impression Tagline should be action oriented, not just a title Summary should describe your passions Rich media should illustrate your story Educate potential buyers who visit your profile Building an Expert Brand Your LinkedIn profile should inform and inspire
- 17. Building an ExpertBrand - Great Example
- 18. 18 Hunting – Step1 is to build a lead list Lead Builder is the key to finding 5+ decision makers
- 19. Let LinkedIn dothe hunting for you Hunting – Step 2 is to engage recommended leads
- 20. Hunting – Step3 is to find team connections Take advantage of your entire company’s rolodex
- 21. Hunting – Step4 is to listen for selling moments Social triggers create golden selling moments
- 22. XYZ Company An exampleof a selling moment The rep sees an insight in the feed…
- 23. XYZ Company ABC Company XYZCompany’s An example of a selling moment He reaches out while prospect is in the moment…
- 24. XYZ Company …Magic happens Anexample of a selling moment
- 25. A warm hand-offis the best way to build trust Selling through relationships – Introductions
- 26. • Fast andlightweight, yet powerful • Best used for less senior prospects or if connection is tenuous • Appropriate to name drop without permission Name Drop Selling through relationships – Name Drop Get the value of an intro with a fraction of the effort
- 27. Appeal first toemotional (right) side of the brain… • Personal interests • School pride • Articles and posts • Recommendations …Before challenging the logical (left) side of the brain • Insights • Data • Rankings 1 2 Warm outreach As a last resort, “cold” outreach can still be warm
- 28. Visit us atSales.LinkedIn.com Want to learn more?
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- 30. ©2014 LinkedIn Corporation.All Rights Reserved.